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)
Explains the importance of outbound sales calls in achieving business goals.
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Level 2 Behaviors
(Light Experience)
Works with specific tools used in handling outbound calls to meet sales quotas.
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Level 3 Behaviors
(Moderate Experience)
Performs call monitoring to outbound calls to identify new sales opportunities and generate more leads.
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Level 4 Behaviors
(Extensive Experience)
Oversees outbound sales activities to ensure teams' adherence to industry standards and call center metrics.
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Level 5 Behaviors
(Mastery)
Forecasts future trends on outbound calling to gain competitive advantage on the market.
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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)
Lists the new tools and techniques required to perform successful cold calling.
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Level 2 Behaviors
(Light Experience)
Tracks all the records in cold calling and sales prospecting.
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Level 3 Behaviors
(Moderate Experience)
Maintains partnerships with clients through cold calling.
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Level 4 Behaviors
(Extensive Experience)
Provides training to employees on cold calling and outreach tactics to enhance their performance.
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Level 5 Behaviors
(Mastery)
Establishes the latest and effective cold calling strategies from basic research to follow-up.
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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)
Lists some typical KPIs from own industry, business, and function.
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Level 2 Behaviors
(Light Experience)
Produces standard and ad-hoc KPI reports following standard procedures.
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Level 3 Behaviors
(Moderate Experience)
Participates in regular KPI reviews to evaluate goals, performance, and growth opportunities.
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Level 4 Behaviors
(Extensive Experience)
Works with external stakeholders, such as key clients and vendors to determine complicated KPIs.
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Level 5 Behaviors
(Mastery)
Reports on up to date industry and market benchmarks and trends in KPI best practices.
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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)
Lists commonly used tools in workplace planning and organization.
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Level 2 Behaviors
(Light Experience)
Works with specific tools in prioritizing and allocating resources to ensure task accuracy.
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Level 3 Behaviors
(Moderate Experience)
Prepares schedules to plan, organize, and complete priorities promptly.
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Level 4 Behaviors
(Extensive Experience)
Sets short- and long-term objectives to organize team workload and improve efficiency.
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Level 5 Behaviors
(Mastery)
Leads the development of new techniques and strategies to drive effective planning and organization.
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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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