Inside Sales Skills that Would Make Dr. Evil Proud

Inside salespeople can be some of the best salespeople around.
In this article Alexia Stath talks about what makes them successful.
Thanks for the insight Alexia!
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Inside sales skills that would make Dr. Evil proud
Posted by Alexia Stath

Sales managers increasingly understand that different parts of the sales process require people with different skill sets. Outside sales people embody characteristics like “devastatingly attractive” and “preternaturally intuitive” as qualities that lead to success. At least that’s what I tell my bosses who do that type of work. (Oddly enough, my raise has yet to arrive). Regardless, opinions on what makes a great closer have been exhaustively argued. What makes a great prospector is a far fresher debate.
I recently came across an article listing the top qualities possessed by inside sales reps. Adding my own to the mix, I realized that my top inside sales skills could also double as a rejected eHarmony profile. Utilize these qualities at your own risk.

1. Insensitivity – It’s not a novel idea that a thick skin is needed in cold calling. It’s after hearing a similar story from various outside sales people – that a lead must not be interested after they reached out 2-3 times - that I realized a good inside rep must take insensitivity to a new level. Sensitivity tends to lead to assumptions. I don’t know why someone hasn’t called me back after nine attempts and honestly, I don’t care. My first job is to get someone on the phone. Period.

2. Stubbornness – One of my best motivators is getting that ridiculously rude contact that shuts me down before a meaningful conversation. It kicks me into my most stubborn gear, hunting down other contacts and pursuing them in the hopes of proving that first person wrong. And it’s yielded positive results on more than one occasion.

3. Be Relentless – “Used to describe someone who does something in a constant and determined way without stopping or becoming less forceful.” This one essentially combines aspects of the first two qualities in one great word. I don’t know a single inside sales rep that achieves continued success without being unrelenting.

So yes, approach this work with “passion”, “resourcefulness”, and “charisma”. But don’t forget to throw a little Dr. Evil in there for added success.