Adam Sand explains what inside sales does in roofing: intake leads, set appointments, follow up after presentations, and own the pipeline from start to close. It's not a task person or CRM babysitter. Done right, it multiplies what outside sales can do.
As an inside sales, there are things that you're responsible for which is new client intake and appointment setting, post presentation, follow up. So after the roof's been quoted, you're doing the follow up, not the outside sales pipeline management and reporting on sales. So you're responsible for the pipeline of business from lead intake through to the being a sold roof. You're the one reviewing that pipeline and reporting on the success of your activities. So you have to align to the sales and service goals of the company. So you have goals in how much you're going to sell and goals and how well you're going to service the our customers. And finally, you're a force multiplier for the outside sales role. We have to define what inside sales is and is not. You're not a task chick. You're not a CRM babysitter and you're not a sales assistant. You are a teammate who needs to be competent and also needs to be incentivized to be that force multiplier to help the outside salespeople make more money for the company by contributing to that and giving customers better experience.
