Inside Sales: Managing Sales Rep Personas

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Josiane Feigon

45:19

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[1] Introduction

[1] Coach your inside sales team to maximum capacity.mp4

01:52

[2] 1. The Four Zones That Determine How People Listen and Learn

[1] The four zones that determine how people listen and learn.mp4

01:35

[2] The dead zone Theyve stopped caring.mp4

03:09

[3] The comfort zone Theyre complacent.mp4

02:27

[4] The panic zone Theyre frantic.mp4

02:27

[5] The stretch zone Theyre spirited.mp4

01:54

[6] The four zones in action.mp4

02:19

[3] 2. Skill Ranking Your Teams

[1] Skills ranking criteria Raising the bar with your team.mp4

03:49

[4] 3. Coaching Strategies for Common Inside Sales Personas

[1] Meet your team.mp4

01:43

[2] Motivating the rep who avoids proactive prospecting by phone.mp4

02:28

[3] Motivating the rep who makes unrealistic promises.mp4

02:36

[4] Motivating the rep who is stuck in the reactive zone.mp4

02:30

[5] Motivating the rep who demands special treatment.mp4

02:33

[6] Motivating the rep who struggles with time management.mp4

01:55

[7] Motivating the rep who needs to set boundaries.mp4

02:37

[8] Motivating the resistant rep who believes they know it all.mp4

02:06

[9] Managing the rep who gossips too much.mp4

02:02

[10] Managing the rep who chases quantity over quality.mp4

01:56

[11] Managing the rep who is too needy.mp4

02:00

[5] Conclusion

[1] Coaching towards results.mp4

01:21

Description

As a sales manager, do you sometimes feel overwhelmed by managing so many different personalities? This course helps you identify the best and most effective ways to manage the different personality types on your team. In this course, experienced inside sales leader Josiane Feigon shows you how to set a higher standard for performance and coach from the inside out as a manager. Josiane goes over the four zones that determine how people listen and learn. She explains skills ranking criteria and how to raise the bar with your team. Then Josiane dives into coaching strategies that help you redirect challenging personalities on your team. For example, how would you manage a sales rep with call resistance, a rep who talks big but falls short of the mark, one who’s a great reactive “fixer” but never has time for proactive sales activities, and so on? This fun course covers many of the personalities you’re likely to encounter and how to bring them to their best.

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Sales Skills

Sales Management

Personas

Josiane Feigon

Instructor's Courses

I am the founder and President of TeleSmart- a global inside sales training organization that develops sales talent for the fastest growing high-tech companies in the world. Since 1994, I’ve trained over 50,000 salespeople and published two internationally best-selling sales books. My two LinkedIn Learning courses just launched and are the only courses for inside sales. As a sales futurist, I publish an annual Inside Sales Trends Report designed to help sales leaders get “future fit.” These reports are loaded with trends, predictions and forecasts on the future of the sales industry and how to build a multi-generational workforce. Always a storyteller, I love writing human and relatable content; telling stories- especially ones that change behaviors and changes minds. I’m passionate about raising the visibility and viability of ageism- raising the voices of the 55+workforce. Areas of Expertise -Author, writer, content curator -Speaker and storyteller -Inside Sales Training -Workforce Futurist -Change the aging narrative -Swimming the San Francisco Bay

Linkedin Learning

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LinkedIn Learning is an American online learning provider. It provides video courses taught by industry experts in software, creative, and business skills. It is a subsidiary of LinkedIn. All the courses on LinkedIn fall into four categories: Business, Creative, Technology and Certifications. It was founded in 1995 by Lynda Weinman as Lynda.com before being acquired by LinkedIn in 2015. Microsoft acquired LinkedIn in December 2016.