A Day in the Life of a North American Inside Sales Manager at Integrated DNA Technologies
An Inside Sales Manager's day at Integrated DNA Technologies is filled with meetings, from individual check-ins with sales reps to strategizing and "reporting up" to the VP of Sales and other sales leaders, including forecasting to ensure the company meets targets for Wall Street, as it's a publicly traded company. The role also involves data analysis to identify sales gaps and supporting the team by "triaging situations that come up" and being constantly available on Microsoft Teams.
Sales Strategy, Data Analysis, Team Management, Customer Relations, Forecasting
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Austin Jacobs
Inside Sales Manager, North America
Integrated DNA Technologies
University of San Diego
Finance, Marketing
Biotechnology & Pharmaceutical
Sales and Client Management
Honors Student, Scholarship Recipient
Video Highlights
1. A significant portion of the role involves meetings, both with individual sales representatives to discuss their territories and progress, and internal meetings to strategize for the upcoming quarter.
2. The role requires strong data analysis skills to identify sales gaps, track performance, and forecast future sales, which is crucial for reporting to upper management and external stakeholders like Wall Street.
3. The manager must be readily available and responsive to support the sales team, troubleshoot customer issues, and address unplanned situations that arise daily, often using communication platforms like Microsoft Teams.
Transcript
What does a day in the life of an in-sales SA sales manager look like?
My day is a lot of meetings, and they're long days. I start my week by meeting with each of my individual sales reps. These meetings are 30 minutes to an hour long and go over what's happening in their territories and what they're working on for the week. This helps ensure we're on track to hit our goals.
I also have a lot of customer calls. I work fully remotely, but I do have some in-person meetings with customers. Most of my meetings are virtual, so I'm on camera for most of the day.
There are also a decent amount of internal meetings to help set strategy for the next quarter. We do a lot of reporting on data, and it looks different depending on the time of week. Today, on a Thursday, I'm crunching data as we're nearing the end of the quarter. We need to see where we have any sales gaps and where we can continue to push.
It's a lot of data analysis and then reporting up. I meet with my manager, who is the VP of sales, and other sales leaders to discuss what's happening in each of our territories. We also do forecasting to figure out how much money we expect to bring in. My company rolls up into a company that reports to Wall Street.
We're a publicly traded company, so hitting our targets is pretty important for Wall Street and our stock price. We need to understand performance from the ground up, on an individual company-by-company level. We look at how we're performing, how we're projecting to perform based on potential sales opportunities in the pipeline, and how we're tracking to those goals.
A lot of it involves conversations with individual sales reps and triaging situations that come up with customers. We work through these with different manufacturing teams to make things as good as possible. There's also always something unplanned that comes up each day. I'm someone who's constantly on. We use Microsoft Teams, and I'm answering questions and making sure the team is supported with what they need to keep moving forward.