High performing sellers are often promoted into leadership roles. But becoming a great inside sales leader doesn’t happen automatically when you’re bestowed the title. Overseeing and guiding the performance of a team requires a mindset change and the skills to coach and develop others. You must know how to communicate value internally and report on performance.
There also tends to be fewer resources dedicated to the unique needs of running inside and digital sales teams. These teams operate differently from field sales and require tailored approaches to team management, strategic planning, and performance evaluation.
Teams don’t perform to their fullest potential.
Frustrated employees leave and apply their skills in competing firms.
The business misses important revenue targets and loses confidence in forecasts.
Raise your team’s and your own level of professionalism and performance?
Prove you are a passionate and determined inside sales leader?
Meet or exceed all the requirements and competencies required of a high performing inside sales leader?
When you earn the AISM, you exhibit to your team, peers, and employer that you have the critical skills and competencies required to be an effective inside sales manager.
For the AISM designation, you must demonstrate you meet the high standards set by Emblaze and its Accreditation Board.
Complete Emblaze’s Accredited Inside Sales Manager
Complete the AISM capstone project:
(includes 12-month Exchange Membership access)
In this training, you will complete self-paced, online modules to:
With the industry’s only credentialing program focused on the unique knowledge, experience, and skills required for leaders serving in an inside sales team, you’ll build upon your career achievement, develop yourself professionally, and embody leadership values that drive business results.
The self-paced, online training can be completed in roughly 18 hours. Once you’ve completed your online modules, you’ll have 30 days to create, implement, and present results of your capstone project to an Emblaze facilitator for certification.
In this module, you’ll understand how to complete key activities like pipeline management, 1:1s, team meetings, quarterly business reviews, and more. If you’re new to the role of inside sales leader, you will learn the goals and critical components of each activity. If you are an experienced leader, you will gain best practices, industry benchmarks, and insight into key relationships to maintain performance.
To drive results, you must have a clear handle on how to use metrics, KPIs, and goals to manage the team’s performance. You will focus on managing performance, using scorecards, and implementing corrective action to enable each team member to hit goals and deliver their best performance.
In this module, you will explore the call coaching process, best practices for effective interactions, and the tools to strategically plan and implement a coaching cadence for team members performing at different levels.
It is not always simple to gain buy-in on new or expanding inside sales programs. You will learn how to build a solid case for building, leveraging, or expanding inside sales within your organization. You’ll identify benefits, likely challenges, and ways to overcome common resistance from key positions within your organization.
Whether you are new to inside sales management or have years of experience, you’ll benefit from understanding different models and structures that deliver optimal performance from inside sales teams. Use industry insights to help improve your current model, expand your competency to manage new types of inside sales teams, or take advantage of best practices from different structures for your business today.
Great programs start with great hires. In this module, you’ll gain tactics for you to assess, interview, hire, and onboard team members. With the right tools and strategies, you will spend less time interviewing the wrong candidates, reduce attrition, and increase performance results.
Driving and rewarding performance through an effective compensation plan is an important part of leading an inside sales team. You will review different strategies within the industry and gain tools to help you design and implement new approaches to reward performance within your group.
You need practical direction when building a new inside sales program. You’ll start by scoping the sales process, selecting the model and roles needed to achieve business goals, and planning for scalability and success.
Compensation is one component of reward and recognition, but there are many other drivers to help ensure the optimal and consistent performance of your team. You’ll learn how to set up and implement rewards and recognition programs unique to inside sales.