So, the first answer to the question of how you get inside sales to become proactive is, “Don’t bother trying.” You will be swimming against the current, expending great quantities of time and energy trying to make something work that is probably not going to work. You’ll find yourself and your inside salespeople becoming increasingly frustrated. And this frustration can spill over into other portions of the job, poisoning an otherwise positive work
atmosphere.
An Alternative Approach
Instead, hire someone who can be totally dedicated to proactive work. Keep their job description pure: no reactive work, only proactive calls.
There is a rule here: When a person has responsibility for both reactive and proactive calls, the reactive will always swell disproportionately, crowding out the proactive.
As an alternative, it
is possible that you have one customer service person who is a bit different from the rest, whose personality leads you to believe that he/she might actually enjoy proactive calling. If that’s the case, then consider creating a new job for this person and having him/her do all the proactive work for the department.
Now, it may be
that the circumstances of your situation will not allow you to hire a new person and or create a new position for an existing employee. If that is the case, then you need to consider my second answer.
Second: How do you get inside sales to be proactive?... READ THE FULL ARTICLE HERE