What is an inside sales coordinator? As a sales coordinator, you manage the flow of products and services to customers. You do things like manage the schedules and territories of the sales team, set sales goals, and arrange training schedules. You may help team members improve their productivity by arranging mentorship programs and ensuring they […]
What is an inside sales coordinator?
As a sales coordinator, you manage the flow of products and services to customers. You do things like manage the schedules and territories of the sales team, set sales goals, and arrange training schedules. You may help team members improve their productivity by arranging mentorship programs and ensuring they have up-to-date support material.
Coordinator vs. sales managers
While sales reps work directly with clients, sales coordinators typically work their magic behind the scenes. Although they’re not managers, they’re often responsible for motivating sales staff and overseeing the team. Much of their job consists of writing invoices, administrative tasks, drafting reports, creating presentations, ordering products and equipment.
What’s a typical day like?
Your biggest tasks will revolve around the coordination of sales meetings. Sales meetings can be spontaneous, planned daily or weekly, long or short depending on the organization. Here’s everything a coordinator needs to have planned for a typical sales team meeting, whether online or in-person:
- Decide on the time: Studies have shown long, drawn-out meetings have a negative effect on salespeople. Get your most important information out at the beginning when they’re most alert, and don’t go over one hour.
- Share an agenda beforehand: You can significantly shorten meetings by sending out the agenda in advance. Now your staff will not take up time asking questions that they can find on their own and everyone comes in ready to hear new information.
- Let your salespeople speak: Give everyone one or two minutes to share the peak (high point) and pit (low point) of their day or week. Sales managers can use this to find common ground amongst their staff and utilize it to sharpen their training.
- Add an interactive element: Whether it’s a simple role play to help the team understand a unique case or a very common customer problem this is a great learning activity that’ll help them stay engaged throughout and bring them closer together.
- Make it relevant to everyone: Don’t let the conversation get derailed by a topic that applies to just one or two sales reps. An effective sales meeting involves everyone in the room, and makes each rep know their time is valued and appreciated.
What makes a great inside sales coordinator?
A great coordinator sees the whole puzzle and starts organizing the individual pieces to pull it all together. When they first start planning a meeting, the best coordinators don’t have their minds on getting coffee or setting up the meeting room; instead, they’re asking themselves, What’s one goal we’re trying to achieve? How do we want the sales team to feel when they walk away?
From there, the coordinator will start gathering everything they need: an agenda and outline, a presentation, sales reports, speakers to run the show, and of course the coffee. The final product, which is a laser focused meeting that everyone walks away from inspired, well informed, and satisfied is always their pride and joy.
