Short talk by Adam Sand on maintaining discipline in inside sales operations. Emphasizes owners' responsibility to enforce processes: immediate connection with outside sales after appointments, documenting deal details, performing a ‘post inspection’ debrief and follow-up call, and executing 24–48 hour follow-up or enrollment in a follow-up sequence when contacts are missed.
This is the first thing that goes to die in an inside sales department. Owners. If you watch this process and never let it fall off and kind of choose how you lead, manage, hold people accountable, hire, develop and fire people around maintaining a high level of discipline around this activity, you will be successful. You want to connect with the outside sales immediately after they leave the house. You're going to collect and document the relevant deal details to create a successful sale. You're going to perform the post inspection follow up call. So we kind of call this the post inspection debrief and then the post inspection inspection follow up call. This is where you call the homeowner to either try and sell them again or thank them for the business. If there's no sale, 24 to 48 hour follow up happens immediately after. So that's another human effort. If they don't answer or you don't get a hold of them then you enroll them in a sequence.
