Tag Archives: inside sales

Can a Sales Playbook Benefit Your Inside Sales Team?

[fusion_text]Sales Acceleration Technology is creating a buzz in 2014.


Sales acceleration technologiescan help companies shorten the selling cycle and accelerate growth. However, if the sales process is too complex or even broken, then adding technology to the mix isn’t always the answer. So how can sales leaders identify process problems and make technology investments even more productive?

In a recent Bridge Group survey, Improving Sales Productivity was the number one goal for sales executives in the high-technology sector. Documenting the sales process and creating a sales playbook is one tool to move toward a more productive sales process.

In our recent webinar, Creating an Outbound Calling Playbook, we asked our attendees a survey question:

Who is using a Sales Playbook? (We had 45 responses)

  • 76% said they were not using Sales Playbooks
  • 24% of the respondents were using Sales Playbooks

Sales playbooks and documented sales processes have been around for many years. Early technology leaders like IBM and Xerox were known for having extensive sales processes well before the term sales playbook came into vogue.

Factors Driving the Need for Sales Playbooks

A recent whitepaper published by Sales Consulting firm The Alexander Group identified several factors that are driving the interest and/or need for sales playbooks:

  • Increased buyer sophistication and accelerated buying processes
  • Proliferation of multi-channel sales model
  • Role specialization like inside sales, technical sales require greater coordination and collaboration complicate the process
  • Reduction in new hire training and onboarding
  • Reduction of quality coaching and mentoring by managers whose time is being diluted
  • Over reliance on self-guided training methods
  • Improvements in software and technology

Benefits of Using a Sales Playbook


Clients who implement playbooks typically see engaged selling time increase by as much as 15 percent within the first six months of adoption.” 

Kyle Uebelhor, Director, The Alexander Group
The Power of Playbooks, Sponsored by Qvidien



Companies that document their sales process:

  • 10% shorter average sales cycle
  • 4% overall higher quota achievement
  • 6.5%  increase in top line revenue growth

Types of Sales Playbooks

Sales reps who depend on making outbound sales calls for prospecting, engaging and closing new business can accelerate the calling process using the ConnectLeader dialing platform. Learn more by visiting www.connectleader.com.


Tips for Being a Great Inside Sales Manager


hardtofind_smallGreat inside sales talent is hard to find… and even harder to keep.
Being a good sales manager can go a long way towards keeping your top sales performers around.The Worst Kind of Managers, a recent article on Time.com, discussed a survey of HR managers which identifed the five attributes of the worst kind of manager.

The 5 Worst Kind of Managers

  • The “crooked politician”
  • The bully
  • The micromanager
  • The workaholic
  • The BFF

According to research from the CEB sales research, other reasons for leaving a job include rigid, inflexible processes and lack of future career opportunities.

Attributes of Successful Inside Sales Managers

Research shows that manager coaching is the critical component in driving rep performance.  To coach a rep to their highest performance level. You must challenge them outside of their comfort zone.“

Sarah Wirth, VP Member Services, ECSellInstitute


The ECSell Institute specializes in helping sales managers become better leaders and coaches. They recently published a whitepaper titled The Role of the Manager in Sales Team Motivation which featured research of top performing sales reps. Their research found that the supervisor skills that had the greatest correlation on their success included:

  1. Coaching
  2. Leadership
  3. Helping obtain career objectives
  4. Recognizing and rewarding achievements
  5. Helping them devise a territory sales plan


Learn more about sales coaching and sales productivity solutions at our upcoming webinar Getting More Out of Your Top Sales Performers.

Join DiscoverOrg CEO Henry Schuck and ConnectLeader Director of Sales, Mark Lynch for an informative 45 minute webinar as part of the BrightTalk Sales Productivity Summit on May 14th at 2:00 PM ET.

Register for Webinar