Skills & Competencies for Inside Sales Manager

Inside Sales Manager job profile

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JOB SUMMARY for Inside Sales Manager

Oversees the activities of sales representatives with an assigned territory or portfolio of existing customers that primarily conduct remote sales calls.

JOB RESPONSIBILITIES for Inside Sales Manager

Coordinates closely with marketing and field sales to gather insights and understand customers' unique needs, market conditions, and competitors. Develops sales strategies and supporting activities, including renewals, special offers, and discounts. Provides appropriate product information to meet the needs of individual customers, support upselling, and achieve sales targets. Trains and coaches staff in selling and relationship-building skills needed to grow and maintain sales pipelines.

Inside Sales Manager SALARY RANGE

BASE 50%
$103,482
TOTAL 50%
$120,442
Job Level
M02
Job Code
SM15000416
Education/Degree
Bachelor's Degree
Reports To
Director

Inside Sales Manager Skills and Competencies List

Proficiency Levels and Behavioural Indicators
Salary.com identifies five increasing levels of proficiency for each skill/competency. Some jobs require only a relatively low level of proficiency in each skill/competency, while other jobs will require a more advanced level of proficiency in the same skill/competency. These levels rate the degree of proficiency (skill level, expertise) we expect the incumbent to perform in the given skill/competency for the given job. Note that we intentionally do not associate timeframes or years of experience in performing the skill/competency because that can be misleading. Proficiency levels identify what the incumbent knows and can do rather than how long they have been doing it. Also, note that the proficiency levels are cumulative, e.g., a level 4 proficiency implies the ability to perform all the behaviors at the lower levels.
Check each Inside Sales Manager skill and competencie below to view definitions.
JOB FAMILY COMPETENCIES CORE COMPETENCIES
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12 general skills or competencies (Job family competencies) for Inside Sales Manager

1 Job Family Competencies – Outbound Sales Calls
Proficiency Level -4
Skill definition-Initiating calls to prospective customers to sell products and services that prioritize the needs and interests of buyers.
Level 1 Behaviors
(General Familiarity)
Discusses the different types of outbound sales calls.
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Level 2 Behaviors
(Light Experience)
Supports the management in writing sales call scripts to increase outbound call quality.
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Level 3 Behaviors
(Moderate Experience)
Helps outbound calling campaigns to generate new leads and drive sales pipeline.
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Level 4 Behaviors
(Extensive Experience)
Directs the development outbound call sales activities to increase lead conversions and meet sales goals.
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Level 5 Behaviors
(Mastery)
Champions the adoption of advanced tools and methods to improve the efficiency of outbound call sales.
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2 Job Family Competencies – Cold Calling
Proficiency Level -3
Skill definition-Prospecting techniques used in search of potential customers and to boost sales.
Level 1 Behaviors
(General Familiarity)
Identifies the methodologies of cold calling in our organization.
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Level 2 Behaviors
(Light Experience)
Generates leads through aggressive daily cold calling and independent research.
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Level 3 Behaviors
(Moderate Experience)
Generates sales through outbound cold calling to lead follow-up using various techniques.
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Level 4 Behaviors
(Extensive Experience)
Monitors the market research to collect accurate and complete customer information.
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Level 5 Behaviors
(Mastery)
Creates overall metrics and KPIs to assess the performance of cold calling activities.
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3 Inside Sales Manager - Skill and Competency
Proficiency Level - 3
4 Skill and Competency - Inside Sales Manager
Proficiency Level - 4
5 Competency for - Inside Sales Manager
Proficiency Level - 5

12 soft skills or competencies (core competencies) for Inside Sales Manager

1 Core Competencies – Key Performance Indicators (KPI)
Proficiency Level -3
Skill definition-Knowledge of and ability to apply a set of quantifiable measurements to determine how effectively an individual, team or organization is achieving a business objective.
Level 1 Behaviors
(General Familiarity)
Describes the concepts and purposes of Key Performance Indicators (KPI).
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Level 2 Behaviors
(Light Experience)
Gathers internal and external benchmarks for KPI development.
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Level 3 Behaviors
(Moderate Experience)
Defines KPIs in terms of Specific, Measurable, Achievable, Realistic, and Timely (SMART) goal criteria.
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Level 4 Behaviors
(Extensive Experience)
Develops and delivers training programs on KPI practices to employees and managers.
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Level 5 Behaviors
(Mastery)
Establishes organizational Key Performance Indicators (KPI) frameworks and management processes.
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2 Core Competencies – Planning and Organizing
Proficiency Level -4
Skill definition-Managing and prioritizing resources and workloads by creating well-organized plans to attain organizational goals and objectives.
Level 1 Behaviors
(General Familiarity)
Documents best practices in planning and organizing work to address important tasks.
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Level 2 Behaviors
(Light Experience)
Discusses the positive and negative outcomes of planning and organization in the workplace.
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Level 3 Behaviors
(Moderate Experience)
Helps set up new practices to anticipate and address the needs of planning and organization initiatives.
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Level 4 Behaviors
(Extensive Experience)
Facilitates the adoption of advanced tools to streamline the process of planning and organization.
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Level 5 Behaviors
(Mastery)
Develops best practices in planning and organizing activities to improve organizational efficiency.
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3 Inside Sales Manager - Skill and Competency
Proficiency Level - 3
4 Skill and Competency - Inside Sales Manager
Proficiency Level - 4
5 Competency for - Inside Sales Manager
Proficiency Level - 5

Summary of Inside Sales Manager skills and competencies

There are 0 hard skills for Inside Sales Manager.
12 general skills for Inside Sales Manager, Outbound Sales Calls, Cold Calling, Inside Sales, etc.
12 soft skills for Inside Sales Manager, Key Performance Indicators (KPI), Planning and Organizing, Coordination, etc.
While the list totals 24 distinct skills, it's important to note that not all are required to be mastered to the same degree. Some skills may only need a basic understanding, whereas others demand a higher level of expertise.
For instance, as a Inside Sales Manager, he or she needs to be skilled in Key Performance Indicators (KPI), be skilled in Planning and Organizing, and be skilled in Coordination.

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