Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
If you’re in inside sales management, then you know all about metrics. In fact, whenever I consult with new clients the owners and managers automatically begin showing me their call monitoring reports. They show me metrics on how many calls a rep is making, how much average time each rep spends on the phone, what their conversion rate is, and on and on.
When they ask me what I think, I tell them I think they’re measuring the wrong things. Now don’t get me wrong – those things are important and they should be monitored. The problem though is that those metrics are not what drive sales.
You see, it isn’t the activity around the sale that’s important (and that everyone measures), but rather, it’s the activity during the sale that matters.
There are two times to monitor and coach this:
Both of these methods will give you the most important information of all: Are your reps using the best practice approaches to successfully handle the sales situations they run into 80% of the time when trying to sell your product or service?
You see, if your reps either don’t know how to best handle these sales situations, or if they simply aren’t using effective techniques and skills, or worse, if they just don’t have the talent or willingness to consistently use proven best practices, then it doesn’t matter how much time they spend on calls, or how many calls they make or how many leads they get out.
Again, it’s how they perform during a sales call that matters most. And your number one goal as a manager is to know how each of your reps perform while in the sale, and then to teach them the most effective, best practice techniques to win more sales.
Once you’ve given your team the skills and techniques to succeed in your selling environment, and you’ve trained them thoroughly on them, then managing simply becomes a job of coaching adherence to these best practices (see numbers one and two above).
Again, it isn’t the activity around the sale that’s important, but rather, it’s the activity during the sale that matters.
About the author
Do you have an underperforming inside sales team? Talk to Mike to see how he can help you and your team reach your revenue goals. To learn more about Mike, visit his website: http://www.MrInsideSales.com