Cookie Preference Centre

Your Privacy
Strictly Necessary Cookies
Performance Cookies
Functional Cookies
Targeting Cookies

Your Privacy

When you visit any web site, it may store or retrieve information on your browser, mostly in the form of cookies. This information might be about you, your preferences, your device or used to make the site work as you expect it to. The information does not usually identify you directly, but it can give you a more personalized web experience. You can choose not to allow some types of cookies. Click on the different category headings to find out more and change our default settings. However, you should know that blocking some types of cookies may impact your experience on the site and the services we are able to offer.

Strictly Necessary Cookies

These cookies are necessary for the website to function and cannot be switched off in our systems. They are usually only set in response to actions made by you which amount to a request for services, such as setting your privacy preferences, logging in or filling in forms. You can set your browser to block or alert you about these cookies, but some parts of the site may not work then.

Cookies used

ContactCenterWorld.com

Performance Cookies

These cookies allow us to count visits and traffic sources, so we can measure and improve the performance of our site. They help us know which pages are the most and least popular and see how visitors move around the site. All information these cookies collect is aggregated and therefore anonymous. If you do not allow these cookies, we will not know when you have visited our site.

Cookies used

Google Analytics

Functional Cookies

These cookies allow the provision of enhance functionality and personalization, such as videos and live chats. They may be set by us or by third party providers whose services we have added to our pages. If you do not allow these cookies, then some or all of these functionalities may not function properly.

Cookies used

Twitter

Facebook

LinkedIn

Targeting Cookies

These cookies are set through our site by our advertising partners. They may be used by those companies to build a profile of your interests and show you relevant ads on other sites. They work by uniquely identifying your browser and device. If you do not allow these cookies, you will not experience our targeted advertising across different websites.

Cookies used

LinkedIn

This site uses cookies and other tracking technologies to assist with navigation and your ability to provide feedback, analyse your use of our products and services, assist with our promotional and marketing efforts, and provide content from third parties

OK

Upcoming Events

TRAINING IN CONTACT CENTERS

How To Enter the 2020 Members' Choice Awards - For Vendors

HOW TO CELEBRATE INTERNATIONAL CONTACT CENTER WEEK

EMPLOYEE ENGAGEMENT

HOME AGENT TECH & ENVIRONMENTS

Tips for Hiring The Right Inside Sales Representative - VanillaSoft - ContactCenterWorld.com Blog

Tips for Hiring The Right Inside Sales Representative

Buyers are waiting longer and longer to interact with your company’s sales representatives. When they do finally fill out the request for a demo or contact form, you want top-notch talent on the phone and sending emails to these prospects. You probably have some great performers on your team. Did you luck into those hires, or do you have a methodology when hiring for inside sales pros?

Here’s how the world shakes out when it comes to people pursuing sales: 5% of people can sell anything t anyone at anytime. Those people are typically successful entrepreneurs. They don’t need your sales job. Then there’s the 5% who couldn’t sell a fire extinguisher to a man on fire. These people need career counseling if they continue to try to pursue a job in sales. That leaves the rest of us — people with the potential to be great sales representatives for your organization. The keyword is potential.

Skilled Salespeople Have Four Things in Common

According to Lee Salz, Founder and CEO of Sales Architects, people with the potential to be your next inside sales rockstar have the following things in common, and they are all non-negotiables for your hires. If you want to learn more about evaluating candidates on each of the characteristics below, watch Lee Salz’s webinar.

1. Resilience

Sales is a job where the number of rejections outweighs the number of wins. However, the quality of wins makes those losses bearable. You must hire sales representatives who are resilient enough to handle every “no” and intelligent enough to understand that multiple small rejections are nothing compared to significant, quality wins.

2. An Inclination Toward Continuous Self Improvement

While we may agree that sales is a job where you hear “no” quite often, the successful sales representative doesn’t just accept every rejection and move on to the next lead. Great salespeople should occasionally examine those rejections. While they should let the obvious “no’s” go, talented sales pros will review the questionable losses and find ways to improve their pitch or approach should they face a similar situation in the future. People with a zest for learning and dedication to improvement are a sales manager’s dream candidate.

3. Goal Orientation with a Focus on the Client

When hiring your next sales rep, don’t just think about how goal-oriented the individual is. Consider how client goal-oriented he or she is. When hiring managers think of “goal-oriented” candidates, that often means the candidate is driven to achieve his or her own goals. A successful sales organization must be built with people who are fanatical about helping clients achieve their goals. This type of sales organization is a win-win-win. Customers get great counsel and service. Your company is more effective with consultative selling. Your sales representatives make more sales when they care about the client.

4. A Naturally Inquisitive Personality

What makes a salesperson really successful? His or her ability to ask questions and listen to the prospect’s answers. Curiosity is an incredible trait in salespeople. The more thoughtful and intelligent questions they ask, the more opportunities they have to uncover pain points and help solve customers’ problems.

Hiring for Inside Sales Rep Based on Potential for Greatness

Great inside sales performers have two things in common. First, top inside sales performers possess the four traits listed in the section above. Second, they have a committed sales leader focused on doing what it takes to ensure the salesperson is the right fit for the job and has the necessary support and solutions to excel. That second commonality requires that sales managers do a little more homework before hiring. Here are seven things that Lee Salz suggests to help hiring managers identify and hire the best inside sales candidates.

7 Things to Try Before You Make Your Next Hire

  1. Accurately define the performance factors for the sales role. Even when your candidates possess the four non-negotiable skills, they may need additional competence in key areas. Define what those are — phone sales skills, writing, etc.
  2. Determine what skills you are willing to help a new hire learn. The odds are that you won’t find the ideal, dream candidate, so you must be ready to compromise. Are there skills that you are willing to help the right candidate cultivate?
  3. Match incoming resumes against those must-have attributes that will help the candidate effectively address the sales role’s performance factors.
  4. Conduct a phone interview with those candidates whose resumes stand up to your scrutiny. This conversation isn’t just the typical HR interview. You, the sales manager, should perform a phone interview to get a general feel for the person’s phone presence. If they can’t deliver during a phone interview, how well will they perform in your inside sales job?
  5. Allow the candidate to interview one of your top performers in the same role. This reverse interview allows the potential employee to understand the role and know whether or not he or she really wants this job.
  6. Run through simulations to test drive a candidate’s skills.
  7. Request a one-page plan from the candidate that outlines how he or she will prepare to be successful in the role. Ask the individual to set the due date. If a candidate can’t follow instructions (a one-page plan) and deliver on his or her own timetable, then that person probably isn’t right for the job.

Want to Learn More About Hiring a World Class Inside Sales Team?
Lee Salz spent time with VanillaSoft to create two webinars to help hiring managers hire inside sales talent and onboard sales reps. If you’d like to hear terrific tips and insights on hiring, view these webinars today.

Source: https://blog.vanillasoft.com/hiring-for-inside-sales/

Publish Date: November 13, 2017 5:00 AM


2020 Buyers Guide Computer Telephony Integration

 
1.) 
Call Center Studio

Call Center Studio
Call Center Studio is the world’s first call center built on Google and is one of the most secure and stable systems with some of the industry’s best reporting. It is one of the most full-featured enterprise grade systems (with the most calling features, one of the best call distribution, outbound dialing features and integrations—including IVR, AI Speech Recognition, blended inbound/outbound calling and includes Google’s new Dialogflow and Speech API. Call Center Studio is the absolute easiest to use (with a 10 minute setup), and is the price performance leader with lower equipment cost and less setup time.
PH: +1 512-872-7565

2.) 
ComSys S.A.

CLink for CRM and Call Center Integration
CLink by Comsys is a middleware that connects in real-time the CRM and the contact center applications. CLink enhances the CRM with interaction management capabilities from the contact center that allow agents to work more productively across all communication channels.
Comsys is a provider of οmnichannel customer engagement solutions that assist companies around the world in delivering unique customer experiences. For the last 15 years, Comsys designs and implements complex projects for clients from the outsourcing, financial services, telecommunications, and retail sectors. Comsys enjoys strategic partnerships with technology vendors like Cisco®, Aspect Software®, and Microsoft® for the delivery of innovative interaction management and contact center optimization solutions.
PH: +302109241486

3.) 
IntraNext Systems

IntraNext Systems develops agent efficiency tools and data security software solutions for medium-to-large contact centers. Our Event Intelligence® Platform solutions include SmartCTI™, iGuard®, and SmartSIP™. SmartSIP is based on our patented SIP layer technology and provides a DTMF masking solution for VoIP environments.
PH: 888.638.6398

4.) 
Megacall

CRM integration
CRM
We know how important it is for a business to obtain data from its customers and to manage them effectively, so we help small to large companies by integrating their CRM with the Virtual Switchboard.

This type of integration will simplify the work of your team and improve the management performance of the contact list and its information.
PH: +34 952 667 511

5.) 
NovelVox

NovelVox CTI Connector
NextGen Cisco Finesse, Genesys & Avaya Embedded CTI Connectors for Salesforce, Microsoft Dynamics, ServiceNow, Zendesk & more.
PH: (+1) 301 202 3672
 



View more from VanillaSoft

Recent Blog Posts:
5 Ways to Improve Call Productivity and Boost Your Bottom LineNovember 27, 2017 5:00 AM
How to Identify and Measure the Sales Metrics That MatterNovember 20, 2017 5:00 AM
Tips for Hiring The Right Inside Sales RepresentativeNovember 13, 2017 5:00 AM
Cold Calling: What Kind of First Impression Are You Making on Prospects?October 13, 2017 5:00 AM
Have You Asked Your Sales Reps What They Need to be Successful?August 17, 2017 5:00 AM
Are You Guessing or Asking What Your Customers Want?August 9, 2017 5:00 AM
Sales Call Tips: One Bad Sales Call Doesn’t Define Your Ability to SellJuly 28, 2017 5:00 AM
Call Recordings; The Good, Bad, and UglyJune 28, 2017 5:00 AM
Call Center Tips and Tools for Your Sales TeamMay 26, 2017 5:00 AM
How to Sell Insurance Over the PhoneMay 5, 2017 5:00 AM
Submit Event

Upcoming Events

15th annual Best Practice Conference - this is the contact center world's most highly rated event - a whopping 100% of delegates say they would recommend it!

100's of best practice tips and ideas from contact center professionals Read More...
 7
 10508 
Share

Latest Americas Newsletter
both ids empty
session userid =
session UserTempID =
session adminlevel =
session blnTempHelpChatShow =
CMS =
session cookie set = True
session page-view-total =
session page-view-total =
applicaiton blnAwardsClosed =
session blnCompletedAwardInterestPopup =
session blnCheckNewsletterInterestPopup =
session blnCompletedNewsletterInterestPopup =