WHAT DOES A DIRECTOR OF INSIDE SALES DO?
Published: Nov 28, 2024 - The Director of Inside Sales leads and mentors a team of inside sales professionals, both local and remote, to achieve and exceed revenue goals through effective sales strategies and performance management. This role involves developing and implementing innovative acquisition and go-to-market strategies, collaborating with Sales Training Managers to enhance team performance, and driving daily, weekly, and monthly KPIs. This position works closely with Marketing to create outreach strategies, ensuring alignment with the company’s goals while fostering a culture of employee engagement and development.
A Review of Professional Skills and Functions for Director of Inside Sales
1. Director of Inside Sales Duties
- Team Management: Manage a team of inside sales representatives whose role consists of inbound leads, cold calling, prospecting, pipeline building, opportunity identification, and closing.
- Operational Leadership: Lead day-to-day operations for the team.
- Sales System Management: Manage sales activity, lead management, and call processes in Salesforce.com and SalesLoft.
- Marketing Collaboration: Partner closely with the marketing department to develop and execute inbound lead-development strategies that support the achievement of revenue goals.
- Compliance Oversight: Ensure compliance with sales methods and processes.
- Process Optimization: Establish, enforce, and improve lead generation processes to maximize team efficiency and effectiveness.
- Cross-functional Strategy: Work collaboratively with the sales, operations, and marketing teams to establish a systemic approach to inbound and outbound lead development that is aligned with sales targets and corporate initiatives.
- Performance Management: Continuously manage the performance and development of the team through coaching, development, proactive leadership, and goal setting.
- Best Practices Implementation: Leverage company sales best practices to secure a repeatable process to drive sales opportunities and customer engagement activities.
- Cultural Development: Foster a culture of “one team” irrespective of borders or reporting structure.
- Data Accuracy: Prioritize the accuracy of data in all sales systems by monitoring the systems daily and coaching sales representatives on best practices.
- Performance Analysis: Use reports to coach and provide visibility of the team’s performance relevant to goals.
2. Director of Inside Sales Details
- Opportunity Management: Lead the Inside Sales team to identify qualified opportunities, set meetings, and close new business.
- Team Leadership: Hire, develop, and manage a team of Inside Sales Representatives.
- Strategic Planning: Work closely with the VP of Inside Sales and Sales Management in creating action plans for team objectives and ensuring growth targets are met.
- Pipeline Management: Manage and validate the sales pipeline to ensure the team is always at or above quota by progressing the deals through stage.
- Performance Metrics: Develop sales key performance indicators and develop a system to consistently measure and improve performance to meet revenue targets.
- Team Coaching: Coach and inspire team members to stretch and perform best.
- Team Development: Conduct weekly 1:1’s, mentoring, and career development sessions for the team.
- Process Improvement: Identify and implement new processes and procedures to create greater results.
- Training Development: Develop and implement an effective sales training program for new employees.
- Technology Utilization: Leverage technology and sales enablement tools.
3. Director of Inside Sales Responsibilities
- Strategic Collaboration: Work closely with the VP of National Development, SVP of Growth, and Marketing Director to establish long-term strategies, business/sales processes, and performance and success indicators.
- Process Ownership: Own process improvement recommendations and outcomes to drive further alignment in OpenWorks holistic sales engine.
- Talent Management: Hire, train, develop, and retain top inside sales talent.
- Remote Team Management: Coach and develop a remote-based team to establish KPIs and net new revenue targets.
- Analytics Oversight: Own department analytics and reporting.
- Forecasting: Prepare monthly, quarterly, and annual sales forecasts to provide relevant insights and status to goal, mitigating risk in areas like lost sales opportunities and customer engagement.
- Target Monitoring: Track sales targets for the team.
- Process Enhancement: Provide subject-matter recommendations, and forward-thinking process improvements in key areas such as sales metrics and reporting, forecasting, and customer engagement.
- Interdepartmental Coordination: Liaise with Marketing and other key departments to ensure brand consistency and increase sales.
- Culture Building: Host team and 1:1 meetings as necessary to build a winning and thoughtfully curated culture.
- Customer Engagement Analysis: Dissect customer feedback with marketing and research/discover methods to increase customer engagement to net new revenue from existing and new customer base.
- Innovation Facilitation: Use customer feedback to generate ideas about new features or products.
- Compliance Assurance: Ensure sales, finance, and legal policies and procedures are met.
4. Director of Inside Sales Job Summary
- Leadership and Development: Lead, coach, and mentor a team of member acquisition (i.e., inside sales) professionals (local and remote) responsible for selling company products and/or services to meet and exceed revenue goals.
- Culture Building: Establish a strong member acquisition culture to include acquisition quotas, target acquisition strategies and/or call plans for teams and individuals, and track performance against expectations.
- Sales Management: Oversee all aspects of inside member acquisition forecast and sales funnel management.
- Strategy Implementation: Develop and implement innovative and relevant member acquisition and go-to-market strategies.
- Training Development: Working collaboratively with the Sales Training Manager, develop effective coaching strategies and content for the team, create training material, build playbooks, and implement training tools.
- Performance Tracking: Track and improve performance KPIs and SLAs on a daily, weekly, and monthly basis.
- Employee Engagement: Drive employee engagement, push cultural initiatives, and create employee development opportunities.
- Customer Experience Analysis: Understand the customer experience and know what aspects of customer experience drive acquisition, retention, and referral business.
- Marketing Collaboration: Work collaboratively with Marketing and Communications to develop creative outreach strategies to attract and retain clients.
- Brand Consistency: Ensure that all inside member acquisition (i.e., inside sales) strategies are consistent with the CCM message, as well as aligned with the Ministry’s strategy.
- Market Expertise: Maintain a thorough knowledge of the markets served, pricing, products/services, and the competitive landscape of the business.
- Customer Relations: Understand customer needs by establishing and maintaining key customer relations.
5. Director of Inside Sales Accountabilities
- Team Building and Sales Performance: Build a B2B Sales Team while also meeting individual goals and quotas.
- Quota Achievement: Meet and exceed quotas through prospecting, qualifying, and managing opportunities.
- Sales Optimization: Monitor and execute sales processes that drive desired sales outcomes and identify/implement improvements where and when required.
- Market and Competitor Analysis: Support Demand Gen teams and monitor competitor activity plus providing feedback to the company leadership team.
- Performance Improvement: Identify and adopt practices that improve performance while maintaining consistency with culture and team values.
- Salesforce Management: Manage and track efforts within Salesforce.com and develop and use dashboards and analytics to drive the achievement of objectives and continuous improvement.
- Performance Reporting: Provide a rhythmic structure of daily, weekly, and monthly performance activity reports and reporting through Salesforce.com, including accurate and detailed forecasting.
- Market Knowledge: Understand the competitive market, be familiar with competing companies and product suite.
- Team Coaching: Provide individual development and coaching to the members of the team.
- Sales Process Efficiency: Continually optimize the sales process and technology to maximize the efficiency of the selling process while minimizing conflict.
- CRM Utilization: Drive the utilization of CRM data and member acquisition (i.e., inside sales) statistics, leveraging as a strategic tool for revenue growth.
- Product Development: Assist in the design, development, and launch of new product offerings that are consistent with the Christian Care Ministry’s history of delivering practical solutions to living the Christian life.