The Inside Sales Organizational Index

Dear Leaders,

My last letter to you discussed the certification of leaders.  Today I’m talking to you about assessing and certifying organizations.ISOI - Logo (2)

How cool is it to see just how far Inside Sales has come over the last 5-10 years?  We now have our own set of certifications!  What that means is there are now standards for our profession…standards on selling skills and practices, leadership strategies, and now with the ISOI™, an index which assesses organizations against a long list of best practices and operational requirements.

The ISOI™ is our profession’s first organizational certification  designed to help meet the growing demands of today’s Inside Sales operations.  Earning an ISOI™ certification is no walk in the park.  It is based on the highest standards of the AA-ISP and covers 12 areas from sales culture, to leadership support, to rep and manager competence, to compensation, to hiring practices – just to name a few.  And it doesn’t matter if you are a team of five or 5,000, the ISOI™ can help you  take your organization to the highest levels of execution. The entire process of earning your ISOI™ certification will help your organization be viewed both internally and externally as an employer of choice who strives for excellence.

If you are an AA-ISP member, you know our motto quite well…to “take Inside Sales to the next level of professionalism and performance”.  With the ISOI™, we have completed the full circle of standards for certifying reps, leaders, and now organizations.

Thank you for your part in taking our profession to the next level!

To learn more and inquire about the ISOI™ click here.

Until next time, good leading.

Bob

Five Reasons Why Every Inside Sales Leader Should Attend the AA-ISP Summit

Dear Leaders, my note to you this week has to do with attending the AA-ISP Leadership Summit. If you have anything to do with Inside Sales Leadership, this is a MUST ATTEND event. LS15-LogoTall

Here’s why:

  1. IT’S FAMILY: Time and time again we hear feedback that going to the Summit each year is like a family reunion.  People give hugs to new friends that haven’t seen each other all year.  This is a testament to the very fabric of the association and our community.  People genuinely care about others. They toss aside all personal differences and simply enjoy being around like-minded, passionate professionals.  Attendees all share a commonality of devoting their careers to inside sales.  Who wouldn’t want to attend and be around friends who share such a common bond and kinship?
  2. IT PROVIDES PROFESSIONAL DEVELOPMENT: The reason we have never hosted a Summit in Las Vegas is because our members thrive on learning and getting better… and they are serious about it.  They could care less about all the entertainment you might see at other conferences.  Look inside the main room or any breakout session and you will see a room filled with hundreds of pens taking notes.  If you want to learn, this is the place to be!
  3. IT SUPPORTS SHARING OF IDEAS: In addition to great learning, you will find great sharing of ideas at each AA-ISP conference.  Our members are passionate about trying new things and learning from others.  You will hear ideas that never occurred to you.  And the best part about it is you can go back to your team and try them out.
  4. IT SHOWCASES THE LATEST TECHNOLOGIES: The 2015 AA-ISP Top Challenges research had Tools & Technologies in the top four!  The Summit’s Service Provider Technology Expo contains over 50 exhibits, many of whom are launching new and exciting tools that are perfectly designed for a virtual sales rep.  Take a test drive on some of the new apps and find out for yourself how they can help you and your team be more productive.
  5. ADVANCE YOUR CAREER: Those who attend each Leadership Summit are an elite group… they are the best of the best.   They know the importance of interacting with other great leaders and developing friendships and even mentorships.  They are the ones to more often advance their career.  They are the true thought leaders within our growing community.

Come join us on April 21-22 in Chicago.  Come and experience over 700 like-minded inside sales leaders like yourself.  Claim “I’m In” and join the movement…  of helping to take inside sales to yet the next level of professionalism and performance!

LEADERS TAKE NOTICE!

MentorDear leaders, my message to you this week is about developing others.

It’s a serious message that needs our attention.

Last year at the April Leadership Summit, I announced that 2014 was “The Year of Training & Development”.  I did this as our annual research indicated that developing individuals was a top challenge.  Our 2015 research is almost completed and I will offer a sneak preview.  Leaders rated training and development their number one challenge and frontline reps ranked it their second challenge…talk about a correlated issue between reps and leaders – wow!

This brief note will focus on developing tomorrow’s leaders.  Let me start by saying we have a huge gap between job openings and qualified candidates to fill them at the mid to senior levels.  I am bombarded with recruiter calls each month looking for candidates.  Recently, a company was forced to actually lower the level of an inside sales leadership opening from SVP to VP because they could not find any candidates after searching for 9 months!  And the problem is only getting worse as our profession sees unprecedented growth at all levels.  To further make my point, a Fortune 50 firm contacted me recently asking for referrals to fill a position at an executive level heading up inside sales which reports directly to the COO…yep, Fortune 50!

I urge all leaders reading this note to minimally consider the following best practices:

  • Draft a strategic plan to develop individuals to either assume management roles or to move from Manager to Director to VP.
  • Get all of your potentials into the AA-ISP Mentor Program. It’s a great way for less experienced managers to interact with more senior level leaders.
  • Consider leadership training. There are some high-quality programs available from frontline management to more senior leadership development through some top universities.
  • Enroll in the AISM™ Leadership Accreditation Program and get your management team enrolled! Administered by the AA-ISP, there is no other program like it available to our profession.  It covers progressive, inside sales-specific leadership courses and practicums such as Performance Management, Rewards & Recognition, Compensation Plan Design, Selling the Value of Inside Sales, to name just a few.

Finally, be sure to attend the next AA-ISP Executive Briefing:  Developing the Next Generation of Inside Sales Leaders, on Thursday March 26th, at 2:00 PM EST. The briefing will cover research, findings, and discussion surrounding the challenges facing our profession. Topics include The Leadership Gap, Training and Development best practices, AISM™ Accreditation, and a Q&A session with presenters.

Visit the AA-ISP events calendar to register today!

Please share your thoughts and comments on this important topic!

Until next time, good leading!

Bob

 

%d bloggers like this: