Why Create an Inside Sales Lab?
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Assure maximum performance
by rolling out proven winning sales strategies to your larger sales force and avoiding sub optimal ones.
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Motivate your salesfoce
by demonstrating a professional commitment to excellence through testing and providing a meanigful outlet for salesperson input.
An Inside Sales Lab in Your Office
Creating an Inside Sales Lab within your own sales department can be rewarding and simple. All you need are a few simple tools to assure your tests are readable.
Most firms with significant inside sales already test alternative scripts, lists, and/or prices but they do so casually as part of day-to-day activities. A lab concentrates this function into a small, well-disciplined group with the right tools to capture subtle improvements.
A firm with 50 inside sales persons might create a 5-person sales lab. The five lab agents continue to sell and bring in revenue however their quota is more flexible because their mandate now includes testing. It is understood that some tests will underperform. Some sales are sacrificed in order to achieve constant process improvement to the large non-lab group of agents.
Startup companies are inside sales labs when they develop their sales process for the first time. Often they are “labs by default” because they try different approaches by feel rather than create and measure test cells. In a default sales lab, only standout successes or failures are noted because nuanced variations are too fine for an instinctive approach to measure.
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