The Center for Sales Innovation recently launched its Inside Sales Leaders Forum as a cross-industry fertilization of ideas and issues faced by Twin Cities organizations. This is an invitation-only forum of top inside sales leaders. Here are two comments from forum participants:

		“I was delighted when Lynn Schleeter asked me to join the newly formed Inside Sales Forum. In the past 24 years of working in professional inside sales, I have seen enormous growth and sophistication in this sales model. This forum is an opportunity to discuss the dynamics, opportunities and challenges of inside sales programs in various industries. I am excited about the program because I have already obtained from our meetings great new ideas and resources to investigate or put into practice.”   Jeanne M. Yohn Associate Director – Territory Sales and Sales Service Upsher-Smith Laboratories, Inc.
		“The core benefit of meeting with leaders in similar roles is to learn how other inside sales organizations are solving similar problems. Even though we have different products and sales cycles it is good to hear their solution processes and obtain take aways to apply to our situation. I really enjoy the outside perspectives and the opportunity to solve problems or augment ideals. Lynn has captured a unique, dynamic approach that offers a safe, confidential and open environment to get to the root of inside sales challenges and generate honest feedback.” Bill Edinger Sr. Director, Inside Sales West, a Thomson Reuters Business

National trends impacting the inside sales coverage model was the objective of research conducted this year by the Center for Sales Innovation with a 3M Task Force and other universities with sales curricula.

The data ranked top behaviors of inside sales reps, which are now being organized into a core competency model with skills, knowledge and abilities. The model will be based on core sales skills, communication skills, time management, solution creation, and business acumen.

There are three significant behavioral differences in the skill set required for inside sales reps versus field sales reps:

First, the voice skills and ability to be effective without visuals cues are of the highest importance. Listening is key to understanding where the customer is in the buying process. Over the phone, there’s a need to constantly paraphrase the customer’s needs to clarify intent.

Second, the requirement for account analytics to effectively mine data in sales force automation is more in-depth for inside reps. Their daily connect-time metrics are higher, which require making more effective calls in terms of getting to the right person, dealing with voicemail issues and making an impact in a shorter period of time.

Third, some organizations have moved to a new co-managed model that shifts team leadership to inside sales reps. Good communications and follow-through skills are needed to help inside reps to be effective while also reducing any potential conflicts among field reps and channel customers.

	Author Jill Konrath signs her book for Seniors Jesenia Eduarte (left) and Jenna Bowman (right), after speaking about the importance of value proposition in selling.

The Center for Sales Innovation is hosting a series of “Conversations with a Sales Author” in its Advanced Sales: Strategic Account Management course this month. Students will hear from the following authors of books they are reading in class:

Jill Konrath

Jill Konrath is author of Selling to Big Companies, one of eight “must-read” sales books recommended by Fortune magazine. Her passion for sales was ignited at Xerox where she was top account executive and regional sales manager. She then moved into technology sales. Today she's the CEO of her own company, a frequent speaker at sales meetings, a sales trainer and founder of multiple sales websites: SellingtoBigCompanies.com, SalesSheBang.com and GreatSalesGive.com.

	Dan Kosch

Dan Kosch is author (with Mark Shonka) of “Beyond Selling Value: A Proven Process to Avoid the Vendor Trap.” As co-president of IMPAX, a leading sales performance improvement organization, Dan has worked with some of the world’s leading organizations including Eli Lily, DuPont, IBM, Symantec, GE, Microsoft and American Express to guide their sales force beyond selling obstacles for greater sales success.

Seth Hoyt

Seth Hoyt is author of “Selling with Heart: 20 Real-World Truths to Make You a Better Salesperson." A Fuller Brush man and Collier's Encyclopedia direct seller before he began his career in publishing, Seth's more than 30 years in magazines included stints as an ad salesman for the likes of Sports Illustrated, Rolling Stone and Money. He worked his way up to publisher of the Utne Reader, FinancialWorld and Cosmopolitan before "semi-retiring." Seth sells part-time now for a small golf magazine published in Oregon, and is working on a sequel to "Selling with Heart."