In these competitive times, having an inside sales team is one of the best and fastest ways to sell. It may all appear very challenging at the start for new employees. It takes skills to find and approve leads, answer objections and conclude sales on the phone or through digital means.
That is when inside sales training is most valuable.
If you are either new to sales or moving from another field, this guide will help you understand important steps, expectable outcomes and the best way to leverage courses and training for inside sales.
What Is Inside Sales?
Products or services are sold through inside sales when companies reach out to potential buyers often using the phone, email or video calls, instead of meeting in person. It reduces expenses and makes the process more efficient and for B2B and tech companies, it is rapidly becoming the norm.
Importance of Training Inside Sales
Having charisma is not enough to do well in inside sales. You need routine, knowledge and continued skill development to be successful. Through training, those starting in inside sales training can learn important abilities.
- Qualifying leads and handling the sales pipeline
- Discussing your concerns and actively listening to what the staff say
- Identifying what causes customer problems
- By using CRM and sales automation tools
- Navigating objections
- Developing effective ways to close deals
By training sales staff inside, companies get more leads converted, faster sales and improved returns.
Step-by-Step Guide: Where to Start Inside Sales Training
1. Be familiar with the Sales Process.
Carrying out investigation and study
Reach out to people on LinkedIn, by email or over the phone (cold calls).
Lead qualification
Needs analysis
The product’s showcase or importance gets explained here.
Handling objections
Getting the approval
Post-sale follow-up
Learning the stages gives you a way to understand what you will be trained on in inside sales.
2. Decide the topics or skills you want to focus on.
Ask yourself
Is there a chance to improve my ability to make cold calls?
Am I often unable to get sales?
Have I not used sales tools such as Salesforce or HubSpot?
Your training should match what you are good at and what you need to work on. Knowing what you would like to learn helps you choose the right inside sales course.
3. Go with a proven training program for inside sales.
Many resources for sales training can be found in the market. Here’s how to choose a program that is easy for novices:
Structured Curriculum
Make sure the program offers a clear learning path covering foundational skills like communication, discovery calls, and sales funnels.
Practical Exercises
Role-plays, call reviews, and mock demos are invaluable for hands-on learning.
Industry Relevance
Look for training tailored to your niche, whether it’s SaaS, eCommerce, B2B services, or something else.
Certified Instructors or Proven Track Record
Quality instructors bring industry experience and can offer real-world tips.
Post-Training Support
Access to mentors, alumni communities, or continuous learning modules helps reinforce your knowledge.
A great place to explore these options is Insadec Training, which offers a range of inside sales training programs designed for beginners, complete with live sessions, role-plays, and industry-specific strategies.
4. Learn Core Skills Every Inside Sales Rep Needs
Focusing on these topics is very important:
Reaching Potential Customers by Cold Calling or Emailing
Get better at grabbing attention and encouraging productive conversations.
Objection Handling
Counter objections in a calm and effective way.
CRM Navigation
Know how to handle leads and keep an eye on the leads in your pipeline.
Sales Metrics
Get accustomed to understanding KPIs such as how many deals a salesperson closes, how often deals are made and how much revenue is made from each deal.
5. Try out Role-Plays and Actual Scenarios
Learning from theory is good, but practicing is even better. Practice sales conversations by role-playing with peers, mentors or your instructors.
For example:
Qualify your prospect by looking at BANT (Budget, Authority, Need, Timeline).
Respond to someone who says they are not interested in a mock conversation.
Do your best to present what your company does in 30 seconds.
Several inside sales training schemes build these scenarios to help you improve your confidence before taking on live calls.
6. Get Comfortable with Sales Tools
Inside sales reps rely heavily on digital tools. As a beginner, aim to become proficient in:
CRM software: HubSpot, Salesforce, Zoho
Email outreach tools: Mailshake, Outreach, Salesloft
Video conferencing: Zoom, Google Meet
Call recording & analytics: Gong, Chorus.ai
Learning to use these tools not only boosts your productivity but also helps you analyze and improve your performance over time.
7. Track Your Progress and Seek Feedback
Growth in inside sales doesn’t happen overnight. Track your own progress by keeping a simple journal or spreadsheet that logs:
Number of calls made
Emails sent
Positive conversations
Deals closed
Ask your manager, peers, or instructors for feedback regularly. Constructive criticism helps you fine-tune your approach and become a better salesperson.
8. Keep Learning Through Micro-Courses and Sales Communities
Even after your initial training, continue to learn. Join LinkedIn groups, sales forums, and webinars. Follow sales influencers and consume content through podcasts, YouTube, and newsletters.
Some recommended communities:
Sales Hacker
RevGenius
SDR Nation
Also, consider enrolling in micro-courses to build advanced skills in areas like sales psychology, negotiation, and personal branding.
Final Thoughts
Beginning a job in inside sales is thrilling, however, it also needs a strong base. Proper coaching, practical practice, the right technology and long-term support will change you from someone new to an experienced sales professional.
Thus, if you are student, looking for work or are just starting your career, right now is the perfect moment to explore solid inside sales courses and begin your adventure.
You’re ready to get started? Insadec Training is a good place to discover sales training that matches your goals.
