INTRODUCTION
MANAGING INSIDESALES IN A 2.0 WORLD
You have a $75 million sales quota for the quarter, and you are responsible for managing and driving revenues for your team of 14 direct reports. You’ve got a full team of lead development, inside sales, and renewals reps. You manage a unique, complex system of CRM, tools, processes, talent, and technology that powers the organization. Your job is to make sure that your people are running on all cylinders and at maximum capacity—charging forward, making tons of calls every day, and closing all the deals in their pipeline. It should be a snap, right? But … that’s not exactly the case, and you’re not exactly sure where to start to fix that.
If you’re like most managers today, you were promoted because ...
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