Manager of Inside Sales

Job Summary:

The Manager of Inside Sales is responsible for leading and developing a team of inside sales representatives, both in-office and remote. This role focuses on driving sales performance through effective coaching, KPI management, and process improvement. The team under management is responsible for creating quotes, opportunity follow-up, maintaining product knowledge, and providing support to field sales personnel. The Manager of Inside Sales will ensure the team delivers a high level of service, meets sales goals, and effectively supports assigned geographic regions 

Duties/Responsibilities:

  • Lead, manage, and develop a team of inside sales representatives, including both in-office and remote employees.
  • Set clear performance expectations and goals, and monitor progress through regular KPI tracking and performance reviews.
  • Oversee the team’s activities related to quote creation, opportunity follow-up, and customer inquiries, ensuring timely and accurate responses.
  • Provide day-to-day coaching, feedback, and support to the inside sales team to enhance performance and professional development.
  • Ensure team collaboration with field sales personnel to ensure effective communication and alignment on customer needs and strategies.
  • Manage / coordinate training needs for team to maintain in-depth product knowledge and ensure the team is up to date with current products, pricing, and industry trends.
  • Coordinate the distribution of leads and opportunities based on team members’ areas of responsibility and assigned geographies.
  • Develop and implement sales strategies, processes, and best practices to increase efficiency and effectiveness.
  • Analyze sales data and KPIs to identify trends, opportunities for improvement, and areas needing additional support.
  • Conduct regular team meetings to review performance, share updates, and facilitate continuous learning and knowledge sharing.
  • Address escalated customer issues and concerns, providing effective resolution and ensuring customer satisfaction.
  • Prepare and present regular reports on team performance, sales metrics, and progress toward goals to senior management.

Supervisory Responsibilities:

  • Directly supervise a team of inside sales representatives, including both in-office and remote staff.
  • Responsible for hiring, training, and onboarding new team members.
  • Conduct regular performance evaluations, provide constructive feedback, and support career development.
  • Manage team schedules, ensuring adequate coverage for all assigned regions and responsibilities.
  • Lead performance improvement plans when necessary and handle disciplinary actions in accordance with company policies.

Required Skills/Abilities:

  • Proven leadership and coaching skills with a focus on team development and performance management.
  • Strong sales acumen and understanding of inside sales processes, including quoting, follow-up, and customer service.
  • Excellent communication skills, both verbal and written, with the ability to effectively collaborate across teams and functions.
  • Proficient in sales CRM software (e.g., Salesforce, HubSpot) and Microsoft Office Suite (Excel, Word, PowerPoint).
  • Strong analytical skills, with the ability to interpret sales data, identify trends, and make data-driven decisions.
  • High level of organization, attention to detail, and ability to manage multiple priorities in a fast-paced environment.
  • Ability to adapt to change and implement process improvements effectively.

Required Education and Experience:

  • Bachelor’s degree in Business, Sales, Marketing, or a related field.
  • 5+ years of experience in sales, with at least 2 years in a managerial or supervisory role.
  • Proven track record of leading a high-performing inside sales team and achieving sales targets.

Preferred Education and Experience:

  • Experience managing both in-office and remote sales teams.
  • Experience in call center management or other related inside sales experience.
  • Sales training experience is a plus.

Travel Required:

  • Travel is required up to 10% of the time, primarily for team meetings, training sessions, and customer visits.