How to Spot an A-­Player Inside Sales Rep


That way, you refine and accelerate your search. Great candidates are easier to see.


But how do you establish the qualifications for your A-player inside sales rep? That’s what we’re going to discuss. We’ll look at capabilities and characteristics. We’ll help you pull the image of a great inside sales pro into focus. The perfect Inside Sales rep could be right under your nose.


Here’s the Inside Sales Rep You Want:

We’re talking about a true sales pro. This is a rep who finds opportunities, takes leads and qualifies them. Who goes through the sales process and closes deals.


Quick tool:  Before we dig in, download our Inside Sales Rep Scorecard.  The scorecard will give you an objective way to identify and evaluate your next inside sales rep.  Download the Inside Sales Rep Scorecard here.


Three Keys to the Role:

To match the professional to the position, consider three important elements.


  • Who’s Your Candidate? – Second, shift to focus on the person you’re considering for the job. Think about the competencies and interpersonal skills you expect. Look for good verbal and written communications. 


  • Set Your Metrics – First, determine three to five metrics and performance conditions for this role. What’s the revenue goal? How many opportunities will you expect this rep to put in the pipeline? Do you have – or will you create – a sales process for inside reps?


    Over-the-phone sales is more than just talking, it’s collaborative conversation. Do you see technological capability – videoconferencing, email prospecting, leveraging social networks? Does the rep have a strong Linkedin profile? Is there an “outward-in” orientation?


Inside sales is a tough business. Is your rep assertive, competitive and driven enough to hit it every day? What’s your rep’s track record? How does this rep approach new accounts and new territories? Is this someone who’s good at leveraging a network? Ask for examples during the interview to show they’ve done it.


  • Does Your Rep Mean Business?Third, evaluate your rep’s overall attitude. Is this someone whose motivation is evident? Is there a get-it-done quality – a sense of urgency? Is this a passionate, high-energy individual who will knock down barriers? Attitude counts.


Inside Sales Is Vital to Business Now:

More and more, businesses are bringing sales reps inside. An A-player inside rep can close multimillion-dollar deals on the phone.


Relying on inside sales is less expensive than putting outside reps on the road. But there’s a better reason for increasing the inside sales presence: Buyers have changed.


Inside Sales Equal Outside Sales in Importance:

Today’s buyer is busy and doesn’t want or have time for an office visit. For this prospect, the phone is better. And that’s the domain – along with today’s technologies  — of the inside sales rep. 


Once, outside sales was the name of the game. It’s still a key part of the sales picture. But it no longer holds a dominant position. Now, inside sales has leveled the playing field, fitting into the overall organization. 


With an A-player inside sales rep, that’s becoming ever more important.


Josh Horstmann

Brings a deep level of experience and insight in helping organizations develop and execute their corporate, sales and marketing strategies.
Learn more about Josh Horstmann >

Josh specializes in helping clients solve demanding sales and marketing challenges through aligning functional strategies within an organization. He has worked with clients in manufacturing, ecommerce, software, financial services and technology sectors.


Recently he helped transform an international services company ‘go to market’ strategy, which included assessing talent, re-organizing the sales force, increasing team productivity, reducing the cost of sale and aligning the marketing and sales strategies.


Josh continues to provide thought leadership to his clients advising them on how to build inside sales teams, develop compensation programs, share best practices on social selling, transform sales organizations, drive demand generation programs and acquire and cultivate talent. Along with this he helps organizations align functional strategies.


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