Create Profitable, Predictable, Measurable and Scalable results.

Your inside sales (or telesales) operation should be a revenue machine built around carefully managed processes, manned by well-trained professionals, and supported by smart technology that delivers actionable information. InTelegy’s inside sales expertise will make that happen for our clients by focusing on customizing our proven inside sales methodology to your unique product and market needs.

Utilizing InTelegy methodology, our experts will put you on the fast track and deliver a scalable infrastructure that will drive profitable, predictable and measurable results.

Comprehensive Strategy

Phase I – Strategy and Plan

Utilizing InTelegy’s sales process, qualification and forecasting methodology, a comprehensive plan is developed to implement an inside sales team or re-align a team for success. InTelegy will:

• Analyze market opportunity and create realistic revenue and resource requirement projections, utilizing our tested benchmarks for productivity and sales conversion
• Create standards, goals, and key performance indicators (KPI) tied to the forecast for accuracy and ‘bottoms up’ forecasting
• Analyze current tools, support materials and infrastructure to document what is needed going forward

Efficient and Responsive Infrastructure

Phase II – Implementation

With the strategy and plan as the blueprint, the inside sales operation is then methodically designed and implemented. Implementation includes collaboration among your key subject matter experts, InTelegy’s expert consultants and your organization’s executive support. During this implementation phase, InTelegy will:

• Customize InTelegy’s’ pipeline management methodology to meet the unique buying and selling cycles specific to the industry, market and sales tactics
• Document the reference tools to aid in an immediate and effective ramp of a sales team: contact process, call guides, web demos, email templates, ideal customer profiles, pain matrix, lead handoff processes
• Customize InTelegy’s qualification methodology. Develop qualifying questions for: NEED, AUTHORITY, BUDGET AND DESIRE TO PROCEED at each stage of the sales cycle

Optimized Performance

Phase III – Ongoing Operations Management Support

Now that the systems are built, the sales team is trained and calling has begun, InTelegy further accelerates results through managing the metrics and optimizing representative performance. InTelegy will:

• Forecasting, Pipeline and KPI Analysis – review current and future quarter goals against current pipeline and growth goals. Work with management to implement recommendations and next steps
• Monitoring Action Plans – monitor inside sales for adherence to process and sales skills. Immediate and documented feedback and recommendations for coaching will be provided to the inside sales lead
• Skill Reinforcement – weekly skill building and re-enforcement mini training modules, InTelebytes, can be stand-alone training or integrated in the weekly staff meeting as the skill building portion of your meeting agenda
• Transfer of Knowledge – work side by side with your inside sales supervisor to assist in preparing the productivity and pipeline reports, analyzing the data and coaching the representatives in using the sales tools and process effectively
• Marketing Liaison/ Lead Analysis – act as liaison with marketing to ensure open communication of required campaigns, define hot and warm lead criteria, report and analyze leads and lead lists in support of generating increased sales
• Quarterly Revenue Analysis – customer, productivity and marketing results and recommendations for improvements
• Sales Contest Management and Tracking – incentive ideas, creation and/or coordination of regular motivation contests or games to assist in maintaining a high level of motivation and focus on daily and weekly productivity targets