Inside sales training must always be based on the sales process and directed by current
observable strategic and tactical errors. Basing your inside sales training efforts on
a single sales methodology or on pure general sales skills is far less effective.
Quality inside sales training consists of three very distinct parts; sales training,
(general selling and communication skills), telephone sales training (skills specific to
the selling environment of the telephone, and, of course, job / product skills and training.
My expertise and this site are focused on the first two and on sales development in general.
Sales Training
The distinction between "sales training" and "telephone sales
training" are critical to the success of inside sales training as the latter, skills
focused on the uniqueness of the telephone selling environment not commonly taught by most
trainers. Most telephone sales training focuses on general "sales" skills as they are applied
to telephone selling, rather than the specific skills that apply to only the telephone
selling environment. It is these specific telephone selling skills that make the biggest difference.
