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Inside Sales Manager

Job Overview

The Inside Sales Manager oversees the Inside Sales team and is responsible for managing all aspects of its day-to-day operations. The team's primary focus is on administering transactions for over contract renewals and new contracts, and for fielding questions relating thereto. The Inside Sales Manager supports the team to meet targets and provide excellent customer service to tenants. Additionally, the Inside Sales Manager works closely with Marketing and Operations to ensure a cohesive approach to customer service and tenant retention. As a manager, this role involves hiring, training, coaching, and creating a positive team culture.

Organizational Impact

An Inside Sales Manager has a significant impact on the organization in the following ways:

1. Revenue Generation: The Inside Sales Manager is responsible for driving sales and revenue growth for the organization. They develop and implement sales strategies, set sales targets, and motivate the sales team to achieve their goals. Their efforts directly impact the organization's bottom line.

2. Customer Satisfaction: The Inside Sales Manager is responsible for ensuring that customers are satisfied with the products and services offered by the organization. They work closely with the sales team to understand customer needs and provide solutions that meet those needs. This helps to build long-term relationships with customers and improve customer retention.

3. Team Management: The Inside Sales Manager is responsible for managing the sales team and ensuring that they are motivated, trained, and equipped to perform their duties effectively. They provide coaching and feedback to team members, set performance targets, and monitor progress towards those targets. This helps to build a high-performing sales team that can deliver results consistently.

4. Process Improvement: The Inside Sales Manager is responsible for identifying areas of improvement in the sales process and implementing changes to improve efficiency and effectiveness. They analyze sales data, identify trends, and make recommendations for process improvements. This helps to streamline the sales process, reduce costs, and improve overall performance.

5. Brand Reputation: The Inside Sales Manager is responsible for representing the organization to customers and prospects. They must ensure that the sales team is knowledgeable about the organization's products and services and can communicate the value proposition effectively. This helps to build a positive brand reputation and increase brand awareness in the market.

Key Systems

- Customer Relationship Management (CRM) software

- Sales forecasting and pipeline management tools

- Email and communication platforms

- Sales performance tracking and reporting systems

- Lead generation and prospecting tools


Inputs

- Sales targets and goals set by upper management

- Customer feedback and inquiries received by the sales team

- Market trends and competitor analysis provided by the marketing team

- Product updates and releases communicated by the product development team

- Sales data and performance metrics tracked by the sales operations team


Outputs

- Sales reports and analysis

- Customer relationship management

- Sales team performance metrics

- Sales forecasting and pipeline management

- Sales training and coaching materials


Activities

  • Implementation and oversight of a digital and phone based sales process with a focus on messaging, response time, automation and overall effectiveness,
  • Manage a team of inside sales representatives
  • Development, tracking and reporting of key performance indicators
  • Recommend and implement various initiatives to improve performance based on key performance indicators
  • Liaise with various departments to develop, execute and track various campaigns to promote Company’s mission,
  • All other duties as assigned.

Recommended Items

  • Sales training materials and resources
  • Sales performance metrics and reporting templates
  • Sales process documentation and guidelines
  • Customer relationship management (CRM) software and training
  • Sales forecasting and budgeting tools and templates

Content Examples

  • Sales reports and analysis
  • Customer relationship management documentation
  • Sales training materials and resources
  • Sales process documentation and guidelines
  • Performance evaluations and feedback documentation

Sample Event-Driven Tasks

- Follow up with leads generated from a recent trade show

- Send a personalized email to a prospect who has shown interest in the company's product

- Schedule a call with a potential client who has requested more information

- Assign a new lead to a sales representative based on their territory and expertise

- Review and analyze sales data to identify areas for improvement and adjust sales strategies accordingly


Sample Scheduled Tasks

- Conduct weekly sales team meetings to review progress and set goals

- Analyze sales data and create reports for upper management on a monthly basis

- Monitor and manage the sales pipeline to ensure timely follow-up and closure of deals

- Develop and implement sales strategies to increase revenue and market share

- Train and coach sales representatives on product knowledge, sales techniques, and customer service skills on a regular basis


Sample Infill Tasks

- Conducting regular sales meetings with the inside sales team to review performance and provide coaching and feedback

- Developing and implementing sales strategies to increase revenue and meet sales targets

- Monitoring and analyzing sales data to identify trends and opportunities for improvement

- Collaborating with other departments, such as marketing and customer service, to ensure a seamless customer experience

- Managing and motivating the inside sales team to achieve individual and team goals.


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