LaBine and Associates
Sunnyvale, United States
Last shared 12 days ago
We are hiring an Inside Sales Manager for our client. This person will be responsible for supporting short term revenue
initiatives by galvanizing the inside sales team to balance their personal pipeline and
improving short terms gaps and assisting in longer term account management
activities within the portfolio of customers within their assigned region or
vertical. Will ensure inside sales professionals are working to generate and
close sales, make appointments and facilitate other sales activities and
opportunities within the US Sales division.
responsibilities by working closely with all assigned Inside
Sales Representatives to hit or exceed individual sales quotas and KPIs, while
executing key strategies for their region and vertical of special
·Track and report out on progress as well as ongoing
coaching and learnings to ensure success.
·Lead monthly Inside
Sales Rep operational meetings to identify trends across the larger ISR team,
identifying barriers (and steps to remove along with timeline) as well as key
learnings. Report out on progress and status
·Conduct regular call observations, and coach/mentor on customer centric selling by
providing “on the job” coaching. Define and evaluate success, and support
individuals in reaching their quotas and KPI achievement.
·Work with VP of US
Sales to optimize opportunities to be customer intimate and drive cross sell
and up sell activities within the department as well as partner with the
Director of Customer Support Services, as appropriate to coordinate cross and
performance coaching to ensure staff success that includes developing and
delivering performance evaluations and goals for each Inside Sales
·Ensure daily use of
Salesforce.com tasks, leads module and Opportunity pipeline is required for all
ISRs. Monitor daily documentation of customer interactions in Salesforce.com to
ensure quality results and data, in accord with the KPIs.
in Regional Revenue Strategy Meetings; bi-weekly check in broader team meetings
and other departmental meetings as required.
·Ensure weekly 1:1
meetings occur to provide direct support and coaching to each assigned Inside
Sales Representative, continuing to broaden their ability to master operating
within the customer-centric selling, in support of the KPIs and overall quota
·Partner with VP of US
Sales and Manager of Sales Operations to rollout annual incentive plans and
monitor progress against those plans. Answer any staff questions regarding the
details of their plan documents.
current and prospective customer information across sales region through weekly
updating of CRM database
·Manage all telesales
activity within the Inside Sales team
·Through the ISR team,
increase the value of designated portfolio in line with agreed sales plans, by
proactively creating and managing a pipeline of targeted leads/ quotes/
prospects, and by monitoring and recording client activity in area of
responsibility. Work closely with VP US Sales and Account Managers, Marketing,
Consultancy and other internal functions to maximize sales activities and
opportunities within the Inside Sales Reps.
Salesforce, and other database reports and provided reports within
Salesforce.com weekly for current account activity to inform strategic sales
activities throughout the year and trend data on KPI performance.
·Meet semi-monthly and
ad hoc requirements from the VP, US Sales, for timely and accurate reporting.
selling, Inquiry and the Boston Consulting group models to work with intact
teams and individuals on identifying ways that they can increase their customer
impact and quota achievement. Track and share key learnings with the VP of US
Sales on a regular basis.
preferred, minimum of an A.A. degree is required
·5+ years of relevant
work experience required (inside sales experience) with a strong performance
·2-3 years prior direct
management experience of inside sales team, providing direct coaching and
monitoring of KPIs to achieve sales quotas.
experience with Salesforce.com (classic version; Lightning preferred)
·3 years Consultative
Sales experience ideal; training and/or consulting experience would be a plus.
·Proven track record of
managing teams to hit or exceed sales goals.
·Excellent verbal and
written communication skills.
·Prior work with
customer-centric selling techniques ideal.
·Experience with sales
Please note: Only
local (Sunnyvale) area candidates will be considered for this position.
our client is the world’s people development coach. Located in 100+ countries and with over 70 years of experience, they help individuals and organizations enhance individual development, corporate culture, leadership, coaching, team building, engagement and more.
·Approximately 200 employees
·Profitable, stable and growing
·Great culture and environment
·Work life balance
·8.2 years average tenure
Please note: Only local (Sunnyvale) area candidates will be considered for this position.
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