Building an inside sales teamin a Mature industry

By Ronan Whelan

Head of Sales

New World Companies & Mature Companies

Mature Companies

International companies selling across large multiple territories

National companies selling in a local territory

New World

The Money Ball Moment

Inside Sales is ….

Why Laya Healthcare are introducing an inside sales approach

Controlled

Customer

Engagement

Hit targets

CostReduce

Travel

What I will Take you through

• Where I come from

• Pre Planning for an inside sales team

• Market Analysis

• The 5 fundamentals of building an inside sales team

• Forecasting & budgeting approach

• My tips on building an inside sales team

Where I Come From

• Strategic Selling background

• The target market is very clear

• You know the competitor account managers

• Intuitive & high emotional intelligence Selling

• Entertainment & networking resources are high. You know

the customers like friends

What I have had to Change Personal Investment in becoming more analytical

The answers are in the

Pre Planning an Inside Sales Team

• Getting your company to understand what your talking about

• Knowing your weaknesses

• You cant do it without CRM

• Understanding the Cultural Challenge

This is a change

This is not TELE SALES by another name

Understanding

Market Analysis

Invest In the Right customer databases

Understanding the Opportunity

Segmentation approach Sectors / Locations /

Size

Agreeing the Buying Cycle for Selected

Segments

How the competitors do it

5 Fundamentals of achieving revenue goals

Pipeline

.. .

PeoplePlanning

Process

Performance

People

“Great Sales People are like Stallions”

We need to move them to Ironman

Man & Machine in perfect Harmony

• Hiring the right people• Having on board programme• On going coaching and training• Relationship Management

Planning & Process

Planning Questions:

Who can we turn into Customers

What will we do to find them

How do we transfer the opportunity

Process:

CSO insight reports that the vast majority of companies are still

when it comes to formalising, reviewing and measuring their sales process

Implement a formal process that matches to your customers buying cycle

Pipeline .

. .

Answers all sales leaders should know

• Driving pipeline growth before you see revenue growth

• 3x times pipeline coverage?

• What’s your win rate?

• Inside sales person capacity?

• What is the benchmarking levels for similar industries ?

Performance

Analysing Performance against your Plan

Tasks AssumptionActual

PerformanceQuote Per Rep 100,000 50,000

Average Deal Size 10,000 10,000Deals Won Per Rep 10 5

Opportunities Per Rep 25 30Win Rate 40% 18%

Quote Per Rep

Average Deal Size

Deals Won Per Rep

Opportunities Per Rep

Win Rate

50.00%

100.00%

50.00%

120.00%

45.00%

Results

Creating the Analysis Function is Key

Are your marketing team are creating opportunities…

• Can you ISR team handle this level of calls?

• Is there quality of call challenge?

Capacity & Budgeting

Do you have enough ISR’s?

Is marketing challenged to create leads ?

Have they a target?

Do you have enough outbound prospects ?

How much time to do they spend prospecting ?

How much of a budget do you need?

Summary

Don’t become Redundant

Technology is drivingIts all about the

Persevere with CRM

Build Ironmen not Stallions

Make it FUN…

Show them the Money