Skills of inside sales representatives
Reps working in inside sales have to be quick on their feet, excel in solving the prospect’s business challenge through your product, and should have a positive outlook that isn’t put down by objections. Some of the other skills to look out for when hiring sales development representatives for your inside sales team are:
Since most of the communication is over the phone, tonality and clarity in speech is an essential sales skill. Sales reps need to know when to speak and when to listen. They should be able to talk the buyer's language—features and functions.
Sales reps should actively listen to conversations and understand not only what the prospects are saying, but also what they are not saying. With great listening skills, sales reps can empathize with prospects and learn more about their business and pain points.
Instead of just picking up the phone and calling numbers in line, reps in inside sales should conduct pre-call research to learn a thing or two about the prospect and their business, and use the information as talking points in their conversation.
Sales reps should have adequate knowledge of how the product works, what business value it offers, and the reasons it appeals to the ideal customers. With good product knowledge, reps can craft a compelling sales pitch, highlighting the best features of the product.
In B2B landscape, sales reps should not only have a good understanding of the product, but should also be able to showcase its capabilities to prospects through demos. Reps should discover what benefits will solve the customer’s business challenges, and highlight the value of those features during the demo.
Objection handling skills
Sales reps can’t prevent objections, but it’s essential to learn how to handle them. Reps need to understand the prospect’s problem, ask for more information, and offer clarity on how your solution helps solve their business challenge to help them overcome their objection.