Main Responsibilities and Required Skills for Inside Sales Representative
An Inside Sales Representative salesperson whose primary goal is to generate leads and convert them into paying customers. They usually work remotely without having to physically meet with clients. In this blog post we describe the primary responsibilities and the most in-demand hard and soft skills for Inside Sales Representatives.
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Main Responsibilities of Inside Sales Representative
The following list describes the typical responsibilities of an Inside Sales Representative:
Achieve
Achieve all measurable daily performance standards (calls, orders, sell time, quota).
Achieve and consistently exceed monthly sales goals.
Achieve call volume and lead generation performance target.
Achieve / exceed quarterly sales quota.
Achieve forecast attainment.
Achieve monthly and quarterly quota of new sales opportunities.
Achieve revenue, activity and sales funnel targets monthly and quarterly.
Administer
Administer product upgrades and term extensions when requested.
Align
Align with regional sales director to support specific pipeline generation needs in the region.
Answer
Answer customer inquiries and respond to walk-in customers.
Answer phones and provide the same friendly, excellent service.
Approve
Approve and process expense reports (in accordance with company policies) and sheets of time.
Arrange
Arrange and participate in internal and external discussions on client debriefs.
Arrange demonstration of products by field sales representatives.
Arrange sales meetings and achieve monthly quotas.
Assist with
Assist and at times dispatch our road service technicians.
Assist customers with in-store cylinder drop-off and pick-ups.
Assist customers with their transactions.
Assist in keeping the store clean and neat.
Assist in the refinement of customer segmentation and market definition.
Assist in the translation of corporate and sales strategies into actionable and measurable tactics.
Assist the North American Sales Manager and Technical Sales Team as required.
Assist with customers orders - product knowledge.
Assist with physical inventory.
Assist with sales meeting preparation.
Assist with various sales, marketing and Broker initiatives including mailings, promotions.
Attain
Attain monthly quotas set by sales leadership team for revenue and deal count.
Attain set outbound call activity and completed sales activities.
Attend
Attend company wide Sales Team Conference Calls.
Attend site visits and customer presentations with After Market Sales Rep as required.
Attend trade shows and events.
Attend weekly Sales Team meetings.
Build
Build and maintain a prospect database.
Build and maintain long-lasting customer relationships.
Build and maintain solid customer relations that protect or expand the company's Installed base.
Build a pipeline by using consultative approach.
Build a sales pipeline via outbound efforts (calls, emails & social media).
Build lasting relationships with customers.
Build pipeline of all opportunities through managed accounts, new leads and campaigns.
Build relationships across all members of the Sales Team.
Build relationships with valued customers.
Calculate
Calculate pricing and draft quotes for potential orders.
Close
Close bookings of specific customer size & product categories.
Close sales and achieve daily, monthly and quarterly quotas.
Close sales on assigned products or assigned customers.
Collaborates
Collaborates and coordinates sales activities with Field Sales team measured by quarterly results.
Collaborates with peers, technical and account leaders and external and internal sales partners.
Collaborate with
Collaborate with Account Managers to determine necessary strategic sales approaches.
Collaborate with other sales departments to achieve sales and profitability targets.
Collaborate with the Sales Managers to develop territory and strengthen pipeline.
Communicate with
Communicate effectively with all levels of employees.
Communicate on the availability of product and progress of existing orders.
Communicate quoted rates and work orders to dispatchers, drivers, and other relevant employees.
Communicate quotes and product specifications.
Communicate shipments by phone & email to customers from order to shipment.
Communicate with Customers and Field Sales to provide assistance with quotes, pricing and expediting.
Communicate with the team when there are qualified sales leads identified.
Complete
Complete all administrative tasks including weekly call reports, expense.
Complete all Call-backs as agreed too with customers.
Complete and maintain accurate sales forecasts.
Complete order entry / data entry for sales orders.
Conclude
Conclude sales transactions, complete daily bank reconciliation reports, and purchases.
Conduct
Conduct contract review process on all new purchase orders.
Conduct direct sales and market campaigns within assigned sales territory.
Conduct effective and professional business discovery calls to determine if there is a potential fit.
Conduct proactive outgoing sales calls.
Conduct Quarterly Business Reviews w / TSM's.
Conduct research to target potential customers.
Confer
Confer with customers to verify satisfaction with results.
Contact
Contact and build strong relationships with potential and existing clients.
Contribute
Contribute to market strategy by monitoring new products and client projects.
Cover
Cover all selling activities from prospecting, to preparation of quotes, to closing the deal.
Create
Create and manage customer KPI's that reflect value, experience, revenue and margin.
Create and present reports on a monthly basis.
Create a sense of comfort and familiarity through their ability to build rapport.
Create STO and purchase orders.
Create unique marketing / sales strategies.
Define
Define and obtain a clear understanding of client needs.
Deliver
Deliver exceptional customer service.
Deliver new applications every month (both with inbound leads and outbound calls).
Determine
Determine pricing with assistance from software and account manager.
Develop
Develop 3-way relationships (vendor, SYNNEX, customer) to increase business for all three parties.
Develop and execute sales strategies and plans to expand business within assigned territory.
Develop and maintain a close working relationship with existing client base and suppliers.
Develop and maintain a strong working knowledge of inventory and availability.
Develop and maintain relationships with existing accounts to avoid them going dormant.
Develop and maintain strong knowledge of Prefera's Credit & Funding policies and use the information.
Develop and maintain vendor relationships that produce referral business opportunities.
Develop and retain long term relationships with current and prospective customers.
Develop and support marketing campaigns.
Develop an individual business plan to determine how to achieve sales quotas.
Develop a pipeline of long-term business opportunities.
Develop creative and innovative solutions to mirror customer's needs.
Develop innovative and non-traditional means to increase sales and better serve customers.
Develop market intelligence in focus industries and qualifies leads for Account Managers.
Develop personal sales strategies to achieve sales goals and exceed sales targets.
Develop proposals, or other materials to illustrate benefits from use of software and services.
Develop sales opportunities by researching and identifying potential accounts.
Develop sales strategies and effective sales practices to increase profitable sales consistently.
Develop strong understanding of products and how they fit with client needs and requirements.
Discover
Discover and explore business opportunities.
Discuss
Discuss sales within the spa and discuss any problems we can help to solve.
Document
Document on a daily, weekly, and monthly basis all sales closed and track all customer contacts made.
Drive
Drive and competitiveness required to crush sales goals?.
Drive to set and achieve targeted goals.
Emphasize
Emphasize service or product features and benefits, discuss credit terms, quote pricing.
Engage
Engage physicians to participate in a teleconference / set up VCC rep driven engagements.
Ensure
Ensure accuracy of contact / account profile and forecast information.
Ensure maximum sales revenues and margins are obtained.
Ensure On Time production and customer delivery.
Ensure that all quotes flow through quoting process.
Ensure that our customers receive the highest level of sales and operational customer service.
Ensure that products on sale or promotion are properly identified and tagged.
Ensure the resolution of customer complaints and inquiries including customer satisfaction.
Enter
Enter and maintain integrity of data in company's CRM software programs.
Enter customer data into the customer relationship management system.
Enter new customer data and update changes to existing accounts in the database.
Establish
Establish and maintain positive business and customer relationships.
Establish and maintain positive internal and external business relationships.
Establish close relationships and a deep understanding of business issues with assigned accounts.
Establish "how to” support documents for customers for Microsoft vendor websites and portals.
Establish strong rapport with our clients via telephone to identify needs and present solutions.
Establish, develop and maintain positive business and customer relationships.
Expand
Expand the clientele by finding new business opportunities within specific geographies.
Expedite
Expedite back orders and handle customer / vendor RMA (returns) as required.
Expedite rapid resolution of customer and field complaints.
Explain
Explain and demonstrate all product feature and benefits.
Follow up
Follow up on cold and warm leads to further the sales process.
Follow up on existing quotes.
Follow-up on leads and application opportunities.
Follow up to customer inquiries by taking specific action in a timely manner.
Follow up via phone and email with prospects to sign them up and schedule onboarding.
Follow-up with operations on customer inquiries.
Formulate
Formulate marketing strategies & responsible for its implementations.
Gather
Gather feedback on customer satisfaction and process any concerns raised.
Generate
Generate and convert leads into sales.
Generate leads through collaborating on direct marketing efforts in coordination with Marketing Team.
Generate new and repeat sales by providing excellent customer service in your region.
Generate new business to grow sales revenue and a loyal customer base.
Generate quotes according to the company guidelines.
Generate revenue by soliciting and booking orders.
Give
Give above and beyond customer service by meeting or exceeding customer expectations.
Greet
Greet customers and build relationships.
Grow
Grow client base through external connection and collaboration.
Grow existing customer accounts and relationships.
Grow knowledge of Absolute products / services and internal systems and tools, including CRM.
Grow our business by exceeding the monthly quota of new patient starts.
Grow rapport with potential clients and convert them into renewing customers.
Grow the revenues and the profits in accordance to the business plan.
Handle
Handle a large amount of first contact with new clients and build relationships to qualify leads.
Handle cash / debit machine in a proper manner.
Handle objections and help homeowners have a clear understanding of our value and services.
Help
Help in the development of new sales strategies to optimize productivity.
Help train recently promoted ADRs to the ISR methodology.
Hit
Hit or exceed daily / weekly / monthly goals (average of 30-50 contacts per day).
Identify
Identify and acquire new customers via cold calling, prospecting, and developing new business.
Identify and pursue bulk sales opportunities for our books.
Identify and resolve client concerns through quality checks and follow-up.
Identify and solicit potential clients.
Identify defective products with a return goods tag.
Identify new selling opportunities.
Identify, profile, qualify and quantify key growth markets and accounts.
Identify, qualify, and nurture leads.
Implement
Implement best in class processes, practices, and efficiency.
Improve
Improve overall customer satisfaction.
Inform
Inform and educate clients on products that are available and will benefit them to meet their needs.
Inform customers of supply and price trends and assist in inventory control.
Inform customers of company promotions and upgrades.
Initiate
Initiate and receive customer calls and handle the sales cycle.
Initiate sales process by scheduling appointments.
Input
Input equipment list into spreadsheets to generate pricing for maintenance program quotes.
Input lead information in our CRM.
Interact with
Interact effectively with Customers to develop a personal awareness of their needs.
Interact with current clients and prospect clients in regards to sales orders and products.
Investigate
Investigate pricing discrepancies.
Keep
Keep pertinent customer information up to date via our internal software system.
Keep stocked areas and common spaces clean to portray a professional appearance.
Keep your company provided database of potential clients current.
Keep your technical knowledge up to-date.
Leverage
Leverage our CRM and sales automation tools to achieve maximum efficiency.
Leverage tools, reports and resources to maximize sales results.
Liaise with
Liaise with the credit department and funding department to resolve any dealer concerns regarding.
Maintain
Maintain account status and follow up with families to obtain missing documentation.
Maintain accurate and up-to-date 'open order' files in computer system.
Maintain accurate reporting, records, and files necessary for proper management of territory.
Maintain a high level of customer care and professionalism at all times.
Maintain a high level of product and service knowledge.
Maintain a high level of relevant domain knowledge to have meaningful conversations with prospects.
Maintain a large pipeline and track all account updates and forecasting in CRM.
Maintain and clean the counter area including any marketing displays.
Maintain and enhance product and technical knowledge in the plastics industry.
Maintain and expand your database of prospects within your territory.
Maintain and grow revenues for their accounts.
Maintain and tracks activity levels to ensure productivity.
Maintain a self-starter attitude while executing outreach strategies for new lead generation.
Maintain Call and Email Quality expectations.
Maintain customer profiles.
Maintain designated key customer accounts & manage all of their related requirements.
Maintain positive and enthusiastic attitude even in adverse situations.
Maintain positive supporting relationship with above mentioned colleagues and members of Operations.
Maintain product price point and identity tickets on shelf displays and hooks.
Maintain protocol information supplied from reference materials, memos, and training sessions.
Maintain quality service by following organizational standards.
Maintain regular communication with current customers.
Maintain regular contact with customers to ensure satisfaction.
Maintain relationships with vendors for pricing discounts & opportunity updates.
Maintain sales call funnel per region as assigned.
Maintain up-to-date records for territory in the CRM.
Make
Make follow up calls from sales made and courtesy calls to customers in search of future sales.
Make outbound follow-up calls to existing clients via telephone and email cross-sell and up-sell.
Make outbound prospecting calls to company provided leads.
Make outgoing calls and propose telecommunications and entertainment solutions.
Make product and shipment deliveries and pickups.
Make recommendations relevant to clients' business objectives.
Make storage space reservations over the phone or via email with prospects.
Manage
Manage 50+ new leads each week & work existing leads to convert into buying / listing appointments.
Manage a high-impact lead nurturing strategy to support growth and sales qualified lead goals.
Manage and respond to inbound inquiries via phone, email and website chat.
Manage a portion of the United States covering open markets while supporting covered markets.
Manage deadline within all aspects of projects from start to finish.
Manage identified call activities.
Manage incoming phone calls by responding to request and assisting with inquiries.
Manage Licence Compliance internal communications.
Manage multiple projects and competing priorities.
Manage multiple projects with tight deadlines from start to finish.
Manage quotes, quote follow up and customer service to build a repeat customer base.
Manage sales activities within our CRM (Salesforce).
Manage sales pipeline via SFDC Platform.
Manage your leads / calendar / time efficiently to ensure that all monthly sales goals are met.
Manage your quarterly pipeline and complete forecasting reports with your manager.
Mature
Mature and optimize automated workflows.
Meet
Meet and exceed established sales and revenue targets.
Meet and exceed monthly targets.
Meet and exceed sales goals and targets.
Meet established sales goals in an individual player-roll, as part of North American Sales Team.
Meet financial objectives by maximizing partner activity to drive net new channel sales revenue.
Meet monthly, quarterly, and annual revenue goals.
Meet or exceed monthly, quarterly and annual goals.
Meet or exceed required selling activity metrics set by management.
Monitor
Monitor and report sales activity within the system.
Monitor / call sales leads.
Monitor customer satisfaction and provide prompt, professional conflict resolution.
Negotiate
Negotiate offer with potential customers, close the sale, and track results.
Nurture
Nurture and expand the company's relationship within customer accounts within geographic territory.
Nurture, develop, maintain sales opportunities and close where necessary.
Obtain
Obtain new business through warm and cold calls to generate new qualified leads.
Onboard
Onboard customers and effectively managing customer information in the applicable database.
Participate in
Participate in a sales training and promotional efforts to improve sales skill set.
Participate in assigned team functions, attend trade shows occasionally.
Participate in cold call, role play, activities and shadow cold calls with colleagues.
Participate in industry tradeshows as required to generate awareness and sales opportunities.
Participate in proactive team efforts to achieve departmental and company goals.
Participate in product knowledge sessions and ensure that all product knowledge is current.
Participate in regular training and skill sessions.
Participate in sales training and sales support group.
Participate in special sales functions and trade shows as required / requested.
Participate in the Powder Safety Journey.
Participate in the preparation of shows and other events.
Participate in training sessions, trade shows, branch meetings and sales meetings as requested.
Perform
Perform effective online demos to prospects.
Perform follow-up to ensure timely shipment of materials and customer satisfaction.
Perform marketing and sales functions as needed.
Perform online demos for prospects.
Perform other duties as assigned.
Perform other tasks as assigned.
Perform other tasks assigned by manager.
Perform outbound sales calls, including cold calling, lead follow-up, and sales qualification.
Plan
Plan routes for delivery and follow Company's safety policies diligently.
Prepare
Prepare and administer sales contracts.
Prepare and generate reports as required / requested.
Prepare a variety of status reports, including daily activity, call cycle, and follow-up . &#.
Prepare 'comparable market analysis' to establish market value.
Prepare cost proposals of services for clients, using applicable questionnaires & worksheets.
Prepare customer proposals.
Prepare ECO's as required.
Prepare monthly sales reports.
Prepare quotes and invoices for customers.
Prepare standard quotations and proposal information as required.
Present
Present our company in the highest regard to potential clients.
Preserve
Preserve client confidentiality and comply with all federal and state regulations.
Prioritize
Prioritize and plan work activities.
Process
Process and enter incoming sales.
Process customers problems and translate their need into business opportunities.
Process orders correctly, accurately and back-order account maintenance / combination.
Promote
Promote complementary solutions according to customer's needs and habits.
Prospect
Prospect and develop new client relationships through direct selling.
Prospect, qualify and hand-off new sales opportunities.
Provide
Provide accurate and timely billings forecasting and updates to sales managers.
Provide accurate information, guide product selection and close sale.
Provide accurate information to customers and troubleshoot when required.
Provide assistance and product support to customers when required.
Provide B2B pre-sale and post-sales services to customers.
Provide continued support for the North American Sales team while they are on vacation as needed.
Provide customer feedback to Branch Manager in a timely fashion.
Provide customer service to key accounts.
Provide customers with product and delivery information.
Provide customers with relevant product information and service.
Provide daily internal sales reports.
Provide detailed product and technical information to customers.
Provide estimates and quotations on repairs, parts, projects and customer repairs.
Provide estimates and quotations on\u0026nbsp.
Provide estimates and solutions to clientele.
Provide excellent follow-up and customer service towards all customer requests.
Provide guidance / training to resellers in selling and supporting SYNNEX solutions.
Provide Management with accurate forecasts of potential sales on an on-going basis.
Provide outstanding customer experience that exceeds customer expectations.
Provide price quotes for stock items.
Provide pricing and delivery information.
Provide rapid response to client inquiries and requests.
Provide specific package and promotion details for members.
Provide specific package and promotion details for members of ADT Affinity Partnerships.
Provide superior customer service while ensuring sales and profit goals are met.
Provide support to mitigate issues as it pertains to SP, reimbursement and acquisition.
Provide technology training and demonstrations for optimal customer understanding.
Provide timely and correct information to others in order to achieve desired results.
Pull
Pull orders from the warehouse when necessary and help with loading into customer's vehicle.
Pursue
Pursue leads provided by managers via telemarketing.
Pursue opportunities for personal growth and development through meetings and educational program.
Qualify
Qualify the leads aligned to our strategy and business rules.
Qualify prospects and attempts to close the sale.
Reach
Reach out to current and past customers to introduce additional products and services.
Reach with hands and arms.
Read
Read and bid government procurement contracts.
Receive
Receive inbound sales calls from existing and new customers.
Receive orders and cross-reference with packing slips.
Recommend
Recommend and assist in the development of new customer needs and principal relationships.
Recommend products, services, and technical solutions for new and existing customers.
Record
Record all sales and operational activities and report activities to supervisor on a weekly basis.
Record of being goal-oriented and achieving objectives.
Record relevant information within Salesforce for tracking and sales planning.
Release
Release future shipment orders according to delivery date required from booking orders.
Remain
Remain knowledgeable about all organization's products and services to facilitate sales efforts.
Remain knowledgeable and up-to-date on current and new products.
Remote
Remote selling, including calling existing and potential new customers.
Replace
Replace merchandise on the shelves.
Represent
Represent the company on-line with our corporate values and policies.
Represent the company at the occasional tradeshow, in varied markets.
Represent the company in a professional manner and achieve specified sales goals.
Research
Research accounts, identify key players and generate interest.
Research accounts, identify key players, and generate interest.
Research credits, returns, and late payments as needed.
Resolve
Resolve customer issues by providing solutions which are mutually beneficial.
Resolve issues related to customer orders in accordance with our policies and procedures (SPIs).
Resolve product and service related problems.
Resolve customer service issues.
Respond
Respond and follow up on website inquiries.
Respond promptly to customer inquiries.
Respond to client inquiries in a timely manner.
Respond to customer questions and concerns.
Respond to customers via phone, fax or email for quotes, purchases, etc. in a timely.
Respond to inbound sales queue inquiries from phone or webform submissions.
Review
Review customer purchase orders and identify opportunities for upselling.
Run
Run product demos for Marketing and Sales Qualified Leads.
Schedule
Schedule follow up inquires.
Schedule on-site meeting and product demonstrations for members of the field sales team as necessary.
Seek
Seek opportunities to increase company revenues and market share in specific product lines.
Send
Send emails and provide updated information about products to customers.
Send emails to prospects and leads to build awareness before and after cold-calls.
Setup
Setup and train prospects on demo environments.
Show
Show excitement and readiness to take ownership of projects and opportunities.
Solve
Solve customer problems and complaints to maximize satisfaction.
Stay current on
Stay current on all related industry best practices relating to sales.
Strive
Strive to build the team rather than yourself.
Support
Support customer service team with order entry and other tasks when required.
Support customers with navigating and escalating vendor support calls.
Support marketing efforts and educate customers on products.
Support the field sales reps to help grow sales.
Support the Internal Sales department in meeting its growth targets.
Support the Project Management team as needed.
Support the sales process, providing.
Support with projecting and updating sales opportunities in CRM.
Take
Take advantage of opportunities including course work, training and conferences, and career tracks.
Take advantage of product training and information sessions.
Take appropriate action to efficiently resolve issues.
Take calculated risks and has the ability to influence others to action.
Talk
Talk with customers by phone concerning orders, returns, shipments, and products.
Target
Target and penetrate Enterprise Accounts utilizing outbound prospecting skills.
Track
Track activity using our CRM.
Track all activities and potential deals through the Hubspot CRM pipeline.
Track opportunities through the customer buying cycle from opportunity identification to close.
Track progress of the Genetec Advantage sales.
Track weekly, monthly, quarterly, and yearly performance sales metrics.
Train
Train customers on benefits of the website.
Uncover
Uncover new opportunities and expand your contacts within existing accounts.
Understand
Understand and emphasize product features and benefits.
Understand and perform all company policies and procedures.
Update
Update customer contact information notes in the in house system (AGS).
Update customer relationship management software (CRM).
Uphold
Uphold and demonstrate our company core values, tenets, and commitments.
Use
Use CRM (customer relationship management) software to complete quotes.
Use innovative, creative approaches when necessary (to meet novel needs and / or solve problems).
Use creativity and ingenuity to overcome objections.
Utilize
Utilize a consultative sales approach to explain our programs and services.
Work with
Work in a clean and organized environment by maintaining our product displays.
Work in a clean room environment.
Work independently on sales projects and convert leads for book sales.
Work is performed under supervision with detailed instructions.
Work to reactivate accounts with no sales activity within a defined period.
Work well both as part of a team or independently.
Work with a diverse group of products and customer base.
Work with ‘C-Suite' Executives at Fortune 2000 companies.
Work with Field sales in developing and closing opportunities in a team based sales model.
Work within the limits of standard or accepted practices.
Work with Larger Sales Organizations.
Work with management to help solve client challenges.
Work with multiple departments within SYNNEX (customer service, shipping, credit departments).
Work with new customers to manage the full onboarding process and all registrations.
Work with other team members and leaders to ensure a high-quality customer experience.
Work with outside sales representatives to ensure customer satisfaction.
Work with the Marketing Department on point of sale materials.
Work with various product teams to close deals.
Write
Write and submit weekly highlight reports.
Most In-demand Hard Skills
The following list describes the most required technical skills of an Inside Sales Representative:
MS Excel
CRM
MS Word
Microsoft Office Suite
Salesforce
Business
Outlook
Marketing
MS Powerpoint
Account Management
Computer Literate
Telephone
Business Administration
CRMS
Business Development
Sales Environment
Generating Interest
Cold Calling
Manufacturing
SAP
Qualifying Prospects
As400 System
Wholesale Distribution Environment
Corporate Productivity
Manage Entire Sales Process From Prospecting Through Close
Sales / Office Based B2B Sales
Territory Responsibility
Most In-demand Soft Skills
The following list describes the most required soft skills of an Inside Sales Representative:
Written and oral communication skills
Organizational capacity
Interpersonal skills
Multi-task
Problem-solving attitude
Time-management
Presentation
Attention to detail
Priority management
Bilingualism
Listening
Organized
Self-motivated
Team player
Manage time effectively
Detail-oriented
Self-starter
Negotiation
Analytical ability
Positive attitude
Planning
Work ethic
Energetic
Work independently with little direction
Initiative
Goal-oriented
Professionalism
Enthusiastic
Integrity
Flexible
