Episode 27:

Is your inside sales team a strategic asset? Mike Conrad shares how he manages his ISR teams for improved performance and increased tenure

About this episode

In this episode of the Thoughts on Selling podcast, Mike Conrad and I dive into the nuanced world of inside sales. Mike, a seasoned sales professional with extensive experience in inside sales management, shares his lessons learned.

We explore the evolving landscape of inside sales and the importance of strategic leadership and development within inside sales teams. We discuss the transformative impact of thoughtful sales approaches, mentorship, challenges of adapting to modern sales tools, and advice on career pathing.

Mike and I share our experiences with inside sales teams at a variety of tech companies, highlighting the balanced approach between human interaction and technological advancements in achieving sales success.

Key Takeaways:
  • Inside sales is a fundamental and highly productive sales segment, if managed properly and rules of engagement are well thought out
  • Inside sales people need specific management due to their high transaction/high pressure role and (sometimes) relative lack of sales experience
  • Inside sales can be a stepping stone to field sales…or it can be a long term vocation for experienced sales people
To follow up with Mike, you can reach him on ⁠⁠LinkedIn⁠⁠.


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