(This post is part of an ongoing series of Ask the Experts questions, put to members of LinkedIn's Inside Experts Group - request to join here. Whether you are a member or not, please share your thoughts and experiences by posting comments!)
Mark Moore is a member of the LinkedIn Inside Sales Experts Group. He is about to start a new venture and has a 2-part question to pose to Inside Sales practitioners.
Background:
Mark is creating an inside sales group for a technology company. The focus is on the SMB - selling products/services, maintenance renewals & education/training.
Question:
What pitfalls/wins others experienced that he could avoid/emulate in establishing the group? (whether with compensation, metrics, quotas, or even just the basics such as databases and CRM software)
This is a very broad question so to narrow it down, please provide the following:
- What is the one thing that you did right when you were building your group that you would always do again?
- What is the biggest mistake you, or your company made, that you would never repeat?
Thanks in advance for your answers and for participating in the discussion!
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