Accredited Inside Sales Manager

AISM Logo Accredited Inside Sales Manager
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According to an HBR study, individual seller performance declines 7.5% when another salesperson is promoted to become their manager.

High performing sellers are often promoted into leadership roles. But becoming a great inside sales leader doesn’t happen automatically when you’re bestowed the title. Overseeing and guiding the performance of a team requires a mindset change and the skills to coach and develop others. You must know how to communicate value internally and report on performance.

There also tends to be fewer resources dedicated to the unique needs of running inside and digital sales teams. These teams operate differently from field sales and require tailored approaches to team management, strategic planning, and performance evaluation.

Business outcomes suffer when inside sales leaders don’t possess the right skills:

Teams don’t perform to their fullest potential.

Frustrated employees leave and apply their skills in competing firms.

The business misses important revenue targets and loses confidence in forecasts.

Demonstrate you have the knowledge, experience, and skills
Required for an inside sales leadership position

What if you could...

Raise your team’s and your own level of professionalism and performance?

Prove you are a passionate and determined inside sales leader?

Meet or exceed all the requirements and competencies required of a high performing inside sales leader?

Become an Accredited Inside Sales Manager AISM™

When you earn the AISM, you exhibit to your team, peers, and employer that you have the critical skills and competencies required to be an effective inside sales manager.

For the AISM designation, you must demonstrate you meet the high standards set by Emblaze and its Accreditation Board.

To earn the AISM™, you must complete two components:

1

Instruction

Complete Emblaze’s Accredited Inside Sales Manager
training course

2

Capstone project

Complete the AISM capstone project:

  1. Submit a real leadership challenge you’re facing
  2. Create an executive summary proposal to address this challenge using AISM concepts
  3. Present your overview and results (via a virtual platform) for approval from an AISM facilitator

Emblaze AISM certification including training course

(includes 12-month Exchange Membership access)

$2,250.00 USD

Accredited Inside Sales Manager training course

With the Accredited Inside Sales Manager training course, you’ll explore solutions to a wide range of the role’s most challenging issues, including hiring, coaching, performance management, and selling the value of inside sales internally.

AISM Course Screenshot

In this training, you will complete self-paced, online modules to:

  • Perform essential activities including pipeline reviews, 1:1s, team meetings, and quarterly business reviews
  • Manage performance of inside sales professionals
  • Understand different organizational structures that deliver optimal performance from inside sales teams
  • Construct a solid business case for building, leveraging, or expanding inside sales within your organization
  • Plan and implement a coaching cadence for a team performing at different levels
  • Assess, interview, hire, and onboard inside sales professionals
  • Setup and implement compensation plans as well as rewards and recognition programs

With the industry’s only credentialing program focused on the unique knowledge, experience, and skills required for leaders serving in an inside sales team, you’ll build upon your career achievement, develop yourself professionally, and embody leadership values that drive business results.

The self-paced, online training can be completed in roughly 18 hours. Once you’ve completed your online modules, you’ll have 30 days to create, implement, and present results of your capstone project to an Emblaze facilitator for certification.

THE ROLE & ESSENTIAL ACTIVITIES OF INSIDE SALES MANAGERS

In this module, you’ll understand how to complete key activities like pipeline management, 1:1s, team meetings, quarterly business reviews, and more. If you’re new to the role of inside sales leader, you will learn the goals and critical components of each activity. If you are an experienced leader, you will gain best practices, industry benchmarks, and insight into key relationships to maintain performance.

MANAGING PERFORMANCE OF INSIDE SALES PROFESSIONALS

To drive results, you must have a clear handle on how to use metrics, KPIs, and goals to manage the team’s performance. You will focus on managing performance, using scorecards, and implementing corrective action to enable each team member to hit goals and deliver their best performance.

CALL COACHING FOR INSIDE SALES

In this module, you will explore the call coaching process, best practices for effective interactions, and the tools to strategically plan and implement a coaching cadence for team members performing at different levels.

SELLING THE VALUE OF INSIDE SALES

It is not always simple to gain buy-in on new or expanding inside sales programs. You will learn how to build a solid case for building, leveraging, or expanding inside sales within your organization. You’ll identify benefits, likely challenges, and ways to overcome common resistance from key positions within your organization.

INSIDE SALES ORGANIZATIONAL MODELS

Whether you are new to inside sales management or have years of experience, you’ll benefit from understanding different models and structures that deliver optimal performance from inside sales teams. Use industry insights to help improve your current model, expand your competency to manage new types of inside sales teams, or take advantage of best practices from different structures for your business today.

HIRING STRATEGIES FOR INSIDE SALES

Great programs start with great hires. In this module, you’ll gain tactics for you to assess, interview, hire, and onboard team members. With the right tools and strategies, you will spend less time interviewing the wrong candidates, reduce attrition, and increase performance results.

INSIDE SALES COMPENSATION PLANS

Driving and rewarding performance through an effective compensation plan is an important part of leading an inside sales team. You will review different strategies within the industry and gain tools to help you design and implement new approaches to reward performance within your group.

DESIGNING & IMPLEMENTING A NEW INSIDE SALES TEAM

You need practical direction when building a new inside sales program. You’ll start by scoping the sales process, selecting the model and roles needed to achieve business goals, and planning for scalability and success.

INSIDE SALES REWARDS & RECOGNITION PROGRAMS

Compensation is one component of reward and recognition, but there are many other drivers to help ensure the optimal and consistent performance of your team. You’ll learn how to set up and implement rewards and recognition programs unique to inside sales.

Explore Additional Certifications

CSDR®

Certified Sales Development Representative

For early stage sales development reps

CISP®

Certified Inside Sales Professional

For early-mid stage sales reps

AISM Certification Application Request

Once submitted, a member of our team will reach out within 48 hours to share next steps to complete your payment and registration.

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