Every inside sales leader eventually runs into the same moment. A rep isn’t doing what they’re supposed to do. The calls aren’t happening.The pipeline is thin.The activity looks busy… but nothing is moving forward. And the question hits you: “What’s…
Back in March of 2020, when everyone was suddenly working from home, I shared six simple tips. Dedicated space. Keep your work-in-office routine. No laundry (or any other house work) during office hours. Treat your spouse, significant other, or roommate…
Let me tell you about three experienced inside salespeople. You might see a little of yourself in one of them. CaseyTwo years in. Knows the product cold.Solid pipeline. Always “busy.” She hits 95% most months. Sometimes 102%.Never bottom of the…
I came home after being promoted from individual contributor to leader. My husband looked at me and said, When people complain about them, it’s you now. For a second, it burst my celebration balloon. I had just been promoted. I…
If you lead a virtual sales team and you’ve caught yourself thinking,“It’s just not the same when we’re not in the office together,”you’re not alone. Yet that sentence is worth examining because I’m noticing a pattern. Leaders who were strong…
Experienced inside salespeople don’t need more motivation. You need more control. If you’re honest, most days feel like this: Slack ping. “Quick question?” CRM update. Email reply. Boss calls with a question. Internal meeting. Follow-up you forgot. It’s 4:30pm… and…
Inside sales leaders love a good dashboard. Green is good.Red is bad.Calls up.Pipeline down.Forecast due by 3:00. Managing tasks and things feels productive because it’s visible. It’s measurable. It’s clean. But here’s the trap: if all you manage are tasks…