Take Notice: AA-ISP Defines Inside Sales

Today I had the pleasure of addressing the audience at the SalesLoft RainMaker 2016 Conference held in Atlanta, Georgia. The RainMaker conference brings together sales development teams focusing on bringing a newfound knowledge base around the rising Sales Development Cloud. 

With the help of SalesLoft the AA-ISP has provided complimentary professional level memberships to all RainMaker attendees in an effort to bring together the community of Inside Sales. Below you will find an explaination and the new defintion of the word Inside Sales. The AA-ISP welcomes all titles and roles under this newly defined umbrella to join our community and together we will continue to raise the bar of professionalism and performance in our field.

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There have been many attempts to define Inside Sales, yet individuals and organizations of all sizes still ask us at the AA-ISP to narrow it down to something that could be listed in Webster’s Dictionary.  The fact remains that any definition we create will undoubtedly change over time.  As buyer preferences and technologies have evolved, so has Inside Sales.  Once called “Telesales”, today’s Inside Sales is light years ahead of a rep with a phone. Those of you who were there in the 80s will recall that Inside Sales was around well before the internet, e-mail and cell phones.  The one common thread behind this evolution is the fact that Inside Sales is “sales done virtually”.

As a respected resource on Inside Sales, the following will help to better understand the AA-ISP’s view on the term Inside Sales.

  • AA-ISP DEFINITION OF INSIDE SALES: Inside Sales is a generic, umbrella term which is widely used to describe a variety of roles, functions, and sales models, providing that these roles include a part or all of the sales cycle. The process should also be mainly virtual.
  • ADDITIONAL COMMENTS:
    • Some companies and teams use Inside Sales as a title which describes a very specific role (such as an outbound, quota-carrying sales rep)
    • Other companies may use it to describe a multifunctional, multi-role organization (ie: inbound, outbound, business development, etc.)
    • The AA-ISP considers Sales or Business Development a very key and important part under the Inside Sales umbrella. SDR’s and BDR’s make up a large percentage of the overall Inside Sales definition.
    • The AA-ISP considers some inbound roles to be under the Inside Sales umbrella. (ie: where an inbound rep is actively selling or moving a sale along in part of the sales cycle)
    • Although most Inside Sales reps carry a quota, they don’t necessarily have to in order to be considered Inside Sales for certain roles and models.
    • Many, but not all, organizations have moved from the use of “Telesales” to Inside Sales for a title.
    • Some are using terms such as Digital Sales, Virtual Sales, or just plain Sales or Account Management as an overall title.

As Inside Sales continues to evolve, we will certainly see new titles, roles, models and terms emerge.  However, the term Inside Sales itself will continue to be widely used and accepted as a general description for sales done virtually.

Expect to hear more on this topic at the upcoming 2016 AA-ISP Leadership Summit on April 20th & 21st in Chicago.

Thanks to all… we’d love to hear your comments.

Bob on Stage

There have been many attempts to define Inside Sales, yet individuals and organizations of all sizes still ask us at the AA-ISP to narrow it down to something that could be listed in Webster’s Dictionary.  The fact remains that any definition we create will undoubtedly change over time.  As buyer preferences and technologies have evolved, so has Inside Sales.  Once called “Telesales”, today’s Inside Sales is light years ahead of a rep with a phone. Those of you who were there in the 80s will recall that Inside Sales was around well before the internet, e-mail and cell phones.  The one common thread behind this evolution is the fact that Inside Sales is “sales done virtually”.

As a respected resource on Inside Sales, the following will help to better understand the AA-ISP’s view on the term Inside Sales.

  • AA-ISP DEFINITION OF INSIDE SALES: Inside Sales is a generic, umbrella term which is widely used to describe a variety of roles, functions, and sales models, providing that these roles include execution of a part of, or all of the sales cycle. The sales process is also done virtually most of the time.
  • ADDITIONAL COMMENTS:
    • Some companies and teams use Inside Sales as a title which describes a very specific role (such as an outbound, quota-carrying sales rep)
    • Other companies may use it to describe a multifunctional, multi-role organization (ie: inbound, outbound, business development, etc.)
    • The AA-ISP considers Sales or Business Development a very key and important part under the Inside Sales umbrella.
    • The AA-ISP considers some inbound roles to be under the Inside Sales umbrella. (ie: where an inbound rep is actively selling or moving a sale along in part of the sales cycle)
    • Although most Inside Sales reps carry a quota, they don’t necessarily have to be considered Inside Sales for certain roles and models.
    • Many, but not all, organizations have moved from the use of “Telesales” to Inside Sales for a title.
    • Some are using terms such as Digital Sales, Virtual Sales, or just plain Sales or Account Management as an overall title.

As Inside Sales continues to evolve, we will certainly see new titles, roles, models and terms emerge.  However, the term Inside Sales itself will continue to be widely used and accepted as a general description for sales done virtually.

Expect to hear more on this topic at the upcoming 2016 AA-ISP Leadership Summit on April 20th & 21st in Chicago.

Thanks to all… we’d love to hear your comments.

The Accredited Inside Sales Manager

Dear Leaders,

My last letter to you discussed the Certified Inside Sales Professional (CISP® ) certification.  Today I’m talking to you as the Inside Sales leader. AISM_LogoTM

The most insightful thing I’ve heard recently about sales training had to do with who gets trained first.  Most organizations are quick to roll out sales training to the reps, but they forget the leaders.  Oh, a manager might sit in on the training and get some additional content on how to coach to it, but they themselves get very little about all  the skills and duties of the demanding role of an Inside Sales leader.  Today more than ever, we have a shortage of qualified Inside Sales managers to assume the ever-growing role of leader.  The skills and experiences required of Inside Sales leaders continue to rise as they have for sales reps.

The AISM® was designed specifically for Inside Sales leaders.  You could call it an MBA on Inside Sales leadership!  It covers topics that cannot be found anywhere in the world in terms of training.  As an example, one of the requirements of today’s Inside Sales leader is to “sell the value” of Inside Sales to senior executives.  Well, the AISM® has an actual course designed solely around selling the value of Inside Sales across an organization.  Other unique offerings include courses on compensation plan design and motivating Inside Sales teams.  Leaders are allowed to select from a long list of electives, which range from basic courses on managing performance to practicums which require leaders to implement a project at their workplace.   Completion of a final CAPSTONE project is required of each candidate to demonstrate actionable changes they have implemented based on what they have learned during their AISM® study.

Although earning your AISM® credential won’t guarantee you’ll be a great leader, it shows a personal dedication and commitment to advancing your career as a leader of people. It recognizes the fact that you are serious about your development while maintaining the highest standard of excellence as a professional.

Without strong and effective leadership, an Inside Sales team will never reach its full potential.

To learn more about the AISM® click here.

Until next time, good leading!

Bob

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