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  Ex_Files_Inside_Sales_Managing_Sales_Rep_Personas

   Exercise Files

  [1] Introduction

   [1] Coach your inside sales team to maximum capacity.srt

  [2] 1. The Four Zones That Determine How People Listen and Learn

   [1] The four zones that determine how people listen and learn.srt

   [2] The dead zone They’ve stopped caring.srt

   [3] The comfort zone They’re complacent.srt

   [4] The panic zone They’re frantic.srt

   [5] The stretch zone They’re spirited.srt

   [6] The four zones in action.srt

  [3] 2. Skill Ranking Your Teams

   [1] Skills ranking criteria Raising the bar with your team.srt

  [4] 3. Coaching Strategies for Common Inside Sales Personas

   [10] Managing the rep who chases quantity over quality.srt

   [11] Managing the rep who is too needy.srt

   [1] Meet your team.srt

   [2] Motivating the rep who avoids proactive prospecting by phone.srt

   [3] Motivating the rep who makes unrealistic promises.srt

   [4] Motivating the rep who is stuck in the reactive zone.srt

   [5] Motivating the rep who demands special treatment.srt

   [6] Motivating the rep who struggles with time management.srt

   [7] Motivating the rep who needs to set boundaries.srt

   [8] Motivating the resistant rep who believes they know it all.srt

   [9] Managing the rep who gossips too much.srt

  [5] Conclusion

   [1] Coaching towards results.srt