Can your team tell me where you’re going… without asking you first?
If not, we need to talk about vision.
Inside sales isn’t static. Your KPIs shift before your coffee cools. The tech stack changes monthly. You’re reacting to chaos faster than a toddler on espresso. And you know what that means?
If you don’t define your vision, the chaos will do it for you.
Vision = Your GPS
You wouldn’t jump in your car, start driving, and hope you land somewhere profitable. Yet that’s how most leaders run their inside sales teams. They crank through daily tasks without a map, praying activity leads to results.
Spoiler: it doesn’t. Not consistently, anyway.
“Vision isn’t a luxury, it’s your traction.”
~ Dorian Lynn Hidy, Mastering Inside Sales Leadership
So What Does That Mean for Planning?
It means before you set any sales goals, performance metrics, or calendar check-ins…
👉 You start with your “To ___” statement.
Perhaps something like:
- “To be the most trusted sales partner in the field.”
- “To respond in real time to buying signals.”
- “To create appointments outside salespeople actually want.”
Sound soft? It’s not. That kind of vision changes how you coach, how your team prioritizes, and how aligned your results feel.
Planning Action Step:
Take five minutes. Write your “To ___” on a sticky note.
Then ask:
- Does it inspire you?
- Could you explain it in one breath?
- Would your team nod in agreement… or squint in confusion?
Now comes the part that most skip—share it with your team.
Better yet, build it with them. Ask:
- What do we want to be known for?
- What does it feel like when we’re at our best?
Vision built together = buy-in that sticks.
And planning without vision? That’s just organized noise.
📘 Want more?
This is just one powerful idea from my upcoming book Mastering Inside Sales Leadership, launching January 8, 2026.
It’s written for inside sales leaders who want less stress, more traction, and a team that actually performs.