What is an inside sales executive? Inside sales executives work on closing sales. Some executives are full cycle, meaning they go from prospecting to closing, or they take a prospect from an SDR and close the deal. The term ‘executive’ means someone who’s reached seniority in the company; they’re experienced and have proven themselves to […]
What is an inside sales executive?
Inside sales executives work on closing sales. Some executives are full cycle, meaning they go from prospecting to closing, or they take a prospect from an SDR and close the deal. The term ‘executive’ means someone who’s reached seniority in the company; they’re experienced and have proven themselves to be the cream of the crop.
Inside sales executives vs managers?
A sales executive and a sales manager are both senior members of the sales department. However, a sales manager is more in charge of the day-to-day management of activities and staff. An executive focuses on executing the company’s sales strategies; another major aspect of their job is developing client relationships. That said, some companies may have a different meaning for their executive roles.
What’s a typical day like?
Your day may start with a meeting with your sales manager and the team to go over the day’s strategy. You’ll spend a significant amount of time looking over CRM reports, ensuring leads are being followed up on, and reviewing leads that are about to be dumped as well as current proposals.
Now it’s time to work on your personal pipeline by sending follow-up emails and messages to existing accounts.Your manager may have a minimum amount of targets you need to hit, like 40 outbound calls or 3-4 hour call times per day. You’ll spend a lot of time researching prospects and reviewing past messages; finding shared interests you can use to connect with them, reading company news etc.
Next, you may have a virtual presentation or demo where you get to negotiate a deal and draft out a proposal. As your day winds down, you’ll review what you accomplished and make a list of tasks you didn’t complete and will have to finish up first thing in the morning.
What makes a great inside sales executive?
A great inside sales executive knows how to collaborate and align with sales managers. The two work together to apply the sales strategies, and make sure everyone on the team has access to the same resources, data, ideas, and breaking news so they’re all on the same page.
They keep track of not only their competitors’ products, but the competitor’s sales strategies, their closing techniques, tactics, and best practices. Inside sales executives are focused on the future and eventually moving up in the company.
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