Ep 028 We’re All Inside Sales Now: Flipping the Script on Sales Team Development

The handwriting's been on the wall for a while. We’re all inside sales now. Probably 10% of account executives are going back to the office after this pandemic's over. Everyone else is selling virtually. The technology is there, and companies are eager to use it. That said, technology alone can't solve sales problems. Technology and sales enablement tools have to improve efficiency. The tools you use need to help and not hinder the experience for salespeople and customers. Let’s guard our sellers against technology overload. Let’s make sure our tools add value and efficiency and productivity. The best of the best selling happens when there is trust. Let's slow things down a bit. We don't have to race to turn every demo into a sale. Slow down. Dig deep. Find the real issues. Advise. Teach. Coach. Be there for your customers. That's the type of inside salespeople we all want to do business with. On this episode of Mental Selling, I spoke with Bob Perkins, Founder and Chairman of the American Association of Inside Sales Professionals (AA-ISP), about the impact and future of remote sales teams, creating the sales leaders of tomorrow, and much more. Join us as we discuss: - Remote work—will salespeople want to come back to the office? - How to more efficiently use sales enablement technologies - Hunters vs farmers—how do you measure responsibilities? - Retention & developing the next generation of sales leaders - Encouraging internal sales team development via prioritizing sales coaching 163363