The Talent Building Blocks of an Inside Sales Organization


Every week, I get an email or a call from a manager asking me to help in hiring a “real hunter” or a “cold-calling animal” by month’s end. Each explains the need to hold off on training until a full headcount is reached. Recently, for example, I heard about Tracy’s hiring struggles. She had spent all morning scouring Craigslist for potential new inside sales candidates. They received a new round of funding, she told me, and a new headcount had been approved. Now, she needed to hire 18 new SDRs (Sales Development Reps) within the next four months. This was a victory: she had spent years convincing management of the viability of inside sales. Now they’ve finally ...

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