According to a study by the American Association of Inside Sales Professionals, the top inside sales challenge is training and development. As a result, almost half (45.7%) are increasing their internal training programs.
Training, however, can be a daunting task. After all, inside sales training should be at least as thorough as training for field reps and probably more so. That’s because inside salespeople need the same skills and expertise as road warriors, plus they have additional challenges because they are not face-to-face with the customer.
For example, it’s harder to establish rapport with someone when you are not sitting across the desk from them and cannot make eye contact. Likewise, it may be more challenging to understand the lay of the land within a corporation. After all, the rep can’t see whether they are talking with someone in a cubicle or corner office.
Here are some key skills and areas you need to train your inside sales people on so they can do their jobs with the ease and confidence that leads to sales success.