WHAT DOES AN INSIDE SALES TEAM LEAD DO?

Published: Sep 15, 2025 - The Inside Sales Team Lead drives performance by establishing key metrics, monitoring forecasts, and implementing management plans to ensure accuracy and growth. This role focuses on coaching, risk account reviews, and defining standardized sales processes that strengthen retention, relationship building, and account expansion. The team lead also emphasizes clear communication, actionable reporting, and collaboration with leadership to support informed decision-making and continuous improvement.

A Review of Professional Skills and Functions for Inside Sales Team Lead

1. Inside Sales Team Lead Duties

  • Team Leadership: Be part of leading an initial team of people to trailblaze the American market with Corti’s products
  • Lead Qualification: Qualify leads from marketing campaigns as sales opportunities
  • Business Development: Proactively seek new business opportunities in the core market (Emergency Medical Services and Healthcare clients)
  • Prospecting Campaigns: Execute email, social and calling prospecting campaigns daily
  • Meeting Setup: Set up meetings or calls between (prospective) clients and Sales Representatives
  • Methodology Improvement: Iterate constantly on the outbound methodology to improve the joint playbook
  • Needs Analysis: Identify client needs and suggest appropriate products/services
  • Relationship Building: Build long-term trusting relationships with clients
  • Campaign Design: Work with Marketing to design large-scale campaigns for more targeted outbound
  • Product Knowledge: Stay up-to-date with new products/services and new pricing/payment plans
  • Self Development: Learn constantly and develop into being Corti’s next Account Executive Superstar

2. Inside Sales Team Lead Details

  • Sales Funnel: Manage the sales funnel process by stage, utilizing the lead management system
  • Goal Achievement: Meet or exceed new patient and treatment goals
  • Workflow Leadership: Lead daily workflow meetings
  • Intake Training: Lead intake training for new hires regarding policies, protocols, and procedures
  • Task Closure: Ensure all follow-up tasks are closed out
  • Metrics Reporting: Provide management with a weekly metrics report
  • Opportunity Sourcing: Source opportunities through inbound lead follow-up, outbound calls/emails, and cold calls
  • Prospect Qualification: Qualify prospects utilizing a screening process
  • Referral Coordination: Obtain and coordinate referrals from hospitals, medical clinics, and insurance companies
  • Patient Satisfaction: Work closely with medical providers, technicians, and other medical staff to ensure a high level of patient satisfaction
  • Team Communication: Communicate frequently with team members and leadership
  • Data Management: Schedule appointments and perform data entry using the company’s EHR and CRM Systems

3. Inside Sales Team Lead Responsibilities

  • Quotation Management: Develop and process customer quotations and orders for standard parts/products using Pega and SAP software/database interfaces
  • Offer Development: Lead or support the development of larger commercial offers
  • Specification Review: Reviewing customer specifications, identifying technical and commercial issues, and generating quotes with valid pricing and lead times
  • Strategic Initiatives: Working with outside sales management, implement strategic initiatives and identify growth opportunities based on customer interactions, product knowledge, and sales history
  • Customer Support: Support customers by meeting deliverable dates and providing 24/7 emergency support
  • Site Visits: Prepare for, coordinate, and execute customer site visits in support of Westinghouse products and services to strengthen customer relationships
  • Forecast Management: Manage the forecasting for regional order entry within both the Microsoft D365 and PowerBI platforms
  • Report Preparation: Prepare, review, edit, and assist in the compilation of various reports relevant to customer satisfaction and internal metrics
  • Trend Analysis: Prepare special reports with observations, trends, and recommendations to management
  • Internal Collaboration: Interface with internal Westinghouse organizations
  • Deficiency Resolution: Resolve customer-delivered deficiencies and support invoice resolution
  • Growth Implementation: Implement strategic initiatives using identified growth opportunities based on customer interactions, product knowledge, and sales history

4. Inside Sales Team Lead Job Summary

  • Appointment Scheduling: Scheduling appointments for sales staff to meet/present to prospective customers through primary research
  • Prospect Identification: Identifying prospective customer organisations and individuals
  • Target Analysis: Building an understanding of the target, their likely drivers and the organisation’s structure
  • Customer Outreach: Contact businesses and private individuals by email, phone or social media channels to promote products and services
  • Email Campaigns: Use of HubSpot to create and manage email marketing campaigns, including the creation of proactive email messages and appropriate follow-up messages
  • Product Explanation: Explain the product or service to potential customers
  • Inquiry Handling: Handle customer questions
  • Information Collection: Obtain customer information including names and addresses
  • CRM Recording: Record all customer details and activities including reaction to the product or service offered in CRM
  • Appointment Confirmation: Capture call details and appointments in CRM, and confirm them with the sales team
  • Inbound Response: Answer telephone calls and emails from potential customers who are responding to marketing campaigns, inbound sales calls
  • Customer Follow-Up: Contact customers to follow up on initial interaction
  • Content Collaboration: Work with the marketing team to develop an always-on nurture stream content to send to identified target organisations

5. Inside Sales Team Lead Accountabilities

  • Lead Management: Responsibility to include the management of ‘lead coverage’ with effort focused on managing daily tasks, meeting “call abandonment” metrics and “response time” targets
  • Revenue Growth: Grow revenue and market share within the assigned territory and account base
  • Team Development: Develop Sales Representatives by providing feedback directly to the Inside Sales Representative or via the manager on various processes and procedures
  • Sales Solutions: Facilitate sales solutions by researching issues and directly responding to customers, Outside Sales, Finance, management, and other business teams
  • Administrative Support: Perform administrative duties such as report generation and admin support for training sessions
  • Process Improvement: Participate in meetings and decisions regarding process improvements and training related to sales and team development
  • Customer Relations: Establishes and maintains a professional working relationship with both external and internal customers
  • Inquiry Response: Responsible for effective and timely responses to inquiries via email and phone communication and the maintenance of account information
  • Performance Monitoring: Monitoring team’s performance to ensure they meet daily, weekly and monthly sales goals
  • Customer Acquisition: Responsible for preparing and participating in higher-level conference calls or activities relating to key customer acquisitions
  • Technical Communication: Communicate effectively and on a “technical level” regarding manufactured parts and customer requirements

6. Inside Sales Team Lead Functions

  • Revenue Achievement: Deliver and exceed revenue targets and other KPIs for the Mid-Market sales team
  • Sales Culture: Create and maintain a strong sales culture focused on performance and positive Merchant experience
  • Team Coaching: Conduct 1-1 coaching to continuously improve sales capability and develop a growth mindset in the sales team
  • Sales Discipline: Drive sales discipline including performance and pipeline reporting, through team meetings, 1-1s and performance management process
  • Talent Development: Attract and retain talent by focusing on personal career development
  • Sales Strategy: Develop and execute against the Mid-Market sales strategy by working closely with other business leaders
  • Process Optimization: Work with other internal teams such as Demand Generation, Account Management, Channel Partner, Risk, Compliance and Marketing to optimize sales process efficiencies
  • Best Practices: Work closely with regional and global teams to share and implement best practices
  • Opportunity Development: Develop new sales opportunities by researching and identifying potential accounts, building rapport, preparing, and following up with quotations
  • Account Nurturing: Nurturing existing accounts by familiarizing themselves with clients' buying histories and suggesting new projects
  • Client Prospecting: Proactively out-call to uncover new clients and opportunities
  • Quote Follow-Up: Follow up with clients on all open quotes
  • Client Handling: Handle daily client requests (quote, order entry, shipments)
  • Business Development: Interact with clients to develop and encourage new business
  • Market Knowledge: Know and understand the company’s clients, suppliers and competition

7. Inside Sales Team Lead Job Description

  • Sales Prospecting: Sales prospecting, researching, booking qualified meetings/appointments, then handing over to the sales team
  • Lead Generation: Lead generation via new and existing (direct) end-user relationships
  • Cold Calling: Strategic cold calling to senior decision makers with enterprise clients
  • Proposal Support: Support Senior BDMs with proposals and tenders
  • CRM Management: Maintain and update the internal CRM
  • Inbound Handling: Act as the first point of contact for inbound enquiries
  • Team Leadership: Build and lead the Inside Sales Business Development function for the company
  • Product Knowledge: Understand the various offerings from the company and create a strong sales memo
  • Opportunity Development: Develop sales opportunities by researching and identifying potential accounts, soliciting new accounts, and building rapport
  • Database Building: Explore various data sources to build a strong database of potential prospects for the company
  • Online Demos: Give compelling online demos to introduce the product and create a new pipeline
  • Campaign Analysis: Analyze Marketing Campaign metrics to identify leads and pursue them for business
  • Meeting Setup: Set up Meetings of the Sales Team with potential prospects
  • Outbound Prospecting: Source new sales opportunities through inbound lead follow-up, outbound cold calls and emails
  • Cross Collaboration: Work in tandem with the sales team and the marketing team of the company

8. Inside Sales Team Lead Overview

  • Team Management: Manages the daily activities of the Inside Equipment and Parts Sales team
  • Inventory Tracking: Maintains inventory reports and is responsible for tracking both the parts and equipment forecasts
  • Forecast Updating: Updating a 13-month rolling forecast for equipment and parts each month
  • Pricing Analysis: Creates, manages, and maintains competitive pricing comparison documentation
  • Performance Analysis: Analyzes equipment and parts forecast performance statistics, recommending decisions based on these statistics
  • Sales Planning: Assists in the development and implementation of sales-related plans and programs
  • Team Coaching: Conducts regular coaching with the Inside Sales team to motivate them to build selling skills, as well as identify training needs and schedule training sessions
  • Performance Reporting: Provides timely feedback to senior management regarding equipment and part sales performance
  • Industry Knowledge: Maintains up-to-date knowledge of industry developments, equipment trends and stays involved with appropriate industry networks
  • Client Relations: Maintains contact with all clients in the market area to ensure high levels of client satisfaction
  • Responsibility Development: Develops, implements and reviews core staff responsibilities and tasks
  • Forecast Accuracy: Improve part and equipment sales on-time delivery performance through enhanced forecasting accuracy, while maintaining targeted inventory levels
  • Goal Achievement: Completes goals/projects on time or ahead of schedule

9. Inside Sales Team Lead Details and Accountabilities

  • Campaign Management: Manage outbound B2B tele-calling and marketing campaigns to drive lead generation
  • Market Analysis: Create market analysis to suggest new client/ market, maintain database and reports
  • Client Outreach: Reach out to auto dealership owners, general managers, and controllers to generate interest in various NCM offerings
  • Demo Coordination: Encourage and coordinate Zoom Meeting presentations and demos between clients and Sales Associates
  • Value Communication: Communicate the value of various NCM products and services and have a basic knowledge of competition and competitive strengths
  • CRM Tracking: Track all prospecting efforts, and update account information in Salesforce CRM
  • Leadership Communication: Communicate daily with sales and departmental leadership
  • Call List Building: Build targeted call lists by identifying opportunities within Salesforce.com customer database, as well as through website activities and inbound calls tracked by the Marketo system
  • Follow-up Calls: Make follow-up phone calls to the recipients of specific email marketing campaigns
  • Script Development: Generate and refine sales scripts and tracks that are the most effective, and help build a library for future use
  • Metrics Setting: Work with leadership to create realistic expectations and metrics to measure success

10. Inside Sales Team Lead Tasks

  • Metrics Dashboard: Establish a key metrics dashboard
  • Management Planning: Create an ISR management plan based on dashboard data
  • Performance Reporting: Report performance, learning, and anomalies to leadership, along with actionable plans for improvement
  • Call Monitoring: Monitor all call recordings for growth-related conversations conducted by the ISR team
  • Sales Coaching: Coach to ensure the growth of sales plays is successful
  • Risk Review: Conduct regular risk account reviews with ISR to determine appropriate savings actions
  • Forecast Accuracy: Monitor the ISR forecast to ensure anomalies are eliminated and the forecast achieves 95% accuracy
  • Executive Support: Determine what accounts need executive support and assist in the retention of those accounts
  • Process Documentation: Define and document the standard sales process for each sales play, including relationship building, retention, and account growth
  • Process Compliance: Operationalize each process to ensure compliance and accurate reporting
  • Process Evaluation: Monitor and evaluate to refine/correct the sales process on a regular cadence
  • Team Communication: Ensure rock-solid communication that keeps the ISR team informed of everything that will help them retain and grow customers
  • Leadership Feedback: Provide Aurea's ELT/CLT with the data/feedback to make educated decisions on future initiatives
Relevant Information
What Does An Inside Sales Supervisor Do?