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Three Ways Inside Sales Staff Can Stay Energized in the Summer

Inside Sales Lead Management Featured Article

Three Ways Inside Sales Staff Can Stay Energized in the Summer
 
August 01, 2014

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  By Mae Kowalke, TMCnet Contributor
 


Staying productive in the summer months can be hard, especially if you’re an inside sales rep. With the weather so nice and vacation just around the corner, being energized about sales calls can be a challenge.

But inside sales, as with writing, requires discipline and internal motivation. “Making sales” doesn’t happen on its own.

It also helps to have some techniques for staying motivated. Here are three to help you get through the summer slump and maximize your leads.

The first key to staying productive in the summer is to have a clear sense for your goals. If goals are amorphous or not in mind, it can be easy to get distracted and feel lethargic.

Inside sales reps should spend a couple of moments to join with his or her team to reconnect with the larger goals. Also meet with your boss to discuss monthly and quarterly expectations. When you understand your objectives, it is much easier to draft a plan and zone in on the most important tasks and contacts.


Second, make a clear plan to reach these goals. This is where energy really comes.

Create a plan for the upcoming weeks, months and quarters, and define both short- and long-term task lists. These task lists can be daily, weekly, or even hourly. For example, you could aim to make at least 45 outbound calls a day and send 50 emails. Or your weekly task list could include an average eight percent connect rate and four leads generated.

Having task lists makes it easy to press onward with your inside sales, because when you are not motivated you can just follow along the task list to stay productive.

Third, don’t forget the reward. It is summer, after all, and set rewards for yourself to spur you into action. There’s a reason that rewards are such a big part of sales—they work! So add both larger rewards for bigger goals, and short-term rewards that you can achieve on a daily basis.

These short-term rewards can be as simple as taking a walk on your lunch break or getting Chinese for dinner on your way home (sesame chicken is often one of my personal rewards).

The summer season can be a tough time for the inside sales rep. But with a little planning, it also can be a productive one.


Edited by Rory J. Thompson

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