I don’t think anyone would argue that the quality of the executive who leads your Inside Sales team makes or breaks its success.
A few times a month, companies will reach out to me looking for a “rockstar” Inside Sales Manager. I’ll ask a few questions about what the person will need to accomplish and, quite often, suggest they set their sights on a Director-level candidate. Better to spend more in compensation than to hire someone who lacks the skills to get the job done.
There is a real difference in aptitude and attitude between the two. Here’s my take:
Inside Sales Manager– Not to be cute, but a Manager does just that… they manage. They manage people, they manage metrics, and they manage processes.
Inside Sales Director – A Director has the skills and experience to not only execute, but to also identify issues and course correct. They take the overall goals and rough plan delivered by the executive team and drive results.
