Some inside sales programs produce marginal results, while others are veritable home runs. What is different in the execution of these home run programs? The superior performance happens in their day-to-day activities as inside sales reps contact customers and prospects, understand their needs, position your products against those needs, close sales and ultimately build strong long-term customer relationships. Hosts Ian Heller and Jonathan Bein welcome Mark Peck to discuss the following core elements in highly successful inside sales programs. Building and using a structured sales coverage model and plan • Allocate your most valuable asset • Apply the pareto principle • Set expectations with inside sales staff Managing with a systemic inside sales performance model • Manage the elements of sales rep performance that drive revenue performance • Develop an understanding of individual sales staff strengths and weaknesses • Use the performance model to coach to achievement of high sales goals Listen now to learn how these two business models can help drive superior execution in your inside sales program.