Inside Sales

Purpose of the role

As an Inside Sales Representative at Redgate you will be responsible for generating, managing and closing new business opportunities under $5000 USD, successfully aligning our software with customer needs and requirements.

Key Competencies

The Redgate Way

Acts as an ambassador for Redgate’s values and company strategy, including understanding the business, being tenacious in fulfilling our business goals, and being receptive to learn and adapt along the journey.

  • Brings and fosters positive energy with colleagues. Champions positive change in alignment with Redgate’s strategy.
  • Is determined to succeed. Takes a proactive approach to developing themselves.
  • Contributes to other’s growth. Provides expert advice, as well as feedback in a warm and growth-oriented manner.
  • Uses and contributes to the great calls folder on a regular basis.
  • Is seen as an ambassador for Redgate's values and company strategy, both internally and externally.
  • Actively pursues achieving Redgate’s commercial business goals through commitment and ongoing development.
  • Communicates with other departments and teams and provides new opportunities/improvements as a result.

The Redgate Mindset

Utilises the 3-dimensions of mindset (a balance of responsibility, resilience and rigour) to add value across the customer’s “Buying Cycle” and deliver successful outcomes.

  • Applies a balance of responsibility, resilience and rigour to add value across the Buying Cycle and deliver a successful outcome.
  • Takes responsibility and ownership for proactively influencing the outcome of a given situation, wherever possible.
  • Demonstrates resilience when dealing with setbacks, and proactively aims to reduce their impact through using a range of techniques and approaches to stay focused and continue to plan and execute.
  • Takes a rigorous approach to selling at each step in the customer’s experience of their Buying Cycle, and is prepared to go the extra mile in terms of applied effort, developing skills and following process discipline.
  • Has a good level of self-awareness. Is able to notice when thinking or behaviour is out of balance and then use this to change the pattern to become more productive.
  • Receptive to and incorporates feedback in order to improve.

Competitive Advantage

Balances appropriate use of insight, influence and trust across each stage of the customer’s buying cycle experience in order to create value for clients and stakeholders.

  • Connects ‘what’ Redgate customers buy, (e.g. products and services, company capabilities, people and other e.g. relationships), to the value it delivers for them (strategic, tactical, political and / or individual).
  • Throughout the sales process, focuses on the customer’s Buying Cycle and identifies opportunities to add value to each stage in order to influence the outcome of the sale.
  • Balances appropriate use of insight, influence, and trust across each stage of the customer’s Buying Cycle to create value for clients and stakeholders.
  • Is able to identify and share disruptive insights, and underlying motivational causes, into customer’s needs, solutions and decision process.
  • Influences desired outcomes within each account, through the ethical use of behavioural economics to support momentum in each stage of the customer’s Buying Cycle.
  • Has a good level of self-awareness into how to use insight, influence and trust to impact outcomes.
  • Gains access to key decision makers through demonstrating credibility and reliability. Builds trusting relationships that facilitate insightful and influential interactions.

Redgate Domain Expertise

Understands Redgate's offering and the value our products have for customers.

  • Demonstrates thorough understanding of Redgate’s product and solution portfolio.
  • Aligns solutions to client needs in a manner which is commercially favourable to Redgate.

Pipeline Management

Prioritises accounts and maximises the return on sales time for opportunities. Diagnoses common pipeline issues and identifies which leading and lagging key metrics to track.

  • Constantly assesses the health of the sales pipeline, taking into account both leading (e.g. conversion rates, stage, size) and lagging sales indicators (e.g. results against sales quota).
  • Proactively analyses the six key aspects that impact effective pipeline management, including; size vs plan, shape (deals at each stage of the buying cycle), leakage (drop offs at all stages), mix, velocity and always focuses upon those must-win deals that can have a significant impact business performance.
  • Successfully diagnoses each “at-risk” and/or significant sales opportunity, thus correctly identifying those factors that improve the likelihood of winning such deals.
  • Understands who is in the buying centre, understands decision criteria, and aligns insights into the decision criteria.
  • Uses influence and effective communication to enhance the likelihood of winning a deal.
  • Uses insight and feedback from the shape of the pipeline to reflect on territory plan / strategic account plans (as appropriate for the role). Refines and improves plans in order to impact the health of the pipeline.

Forecasting

Generates accurate revenue forecasts based on objective tests for different probability levels. Ensure that the reliability of forecasts is maintained as new information comes to light.

  • Consistently creates highly accurate sales forecasts using realistic estimates of ‘win probabilities.'
  • Is fully familiar with the most common causes of failure in sales forecasting. E.g. chronic under-estimation, over-estimation or inaccuracy in analysing forecasting risks early on. Consistently and accurately uses the MEDDPICC framework to guide forecasting accuracy.
  • Delivers an accurate individual sales forecast that considers the size, probability and timing of individual deals. Uses objective data based on observable buyer behaviour to create accurate probability estimates, in line with MEDDPICC traffic light requirements (red, amber, green).
  • Proactively uses win/loss analysis and a comparison of forecast vs. actual revenue to improve the accuracy of sales forecasts, recognising that any forecast only represents a moment in time and therefore requires regular refinement/revisions in order to be of predictive value.
  • Proactively works with key client team members impacted by the forecast, in order to align on client growth strategy, and diagnose growth limitation concerns as a collaborative team.

Prospecting

Explores the customer’s objectives (their KPIs, the challenges they must overcome, and their wider goals) and maps Redgate’s capabilities onto these objectives in order to identify potential opportunities.

  • Consistently prepares a clear and effective territory plan in which to execute prospecting efforts against. Reflects and measures success against the plan in order to refine and improve the approach.
  • Tactfully leverages social, digital and behavioural skills to connect with receptive contacts within the target company. Leads the contact to validate ideas around the value offered by Redgate, and helps to identify the problem owners.
  • Accurately and consistently reviews quota and systematically calculates the number of client opportunities needed to find (annually and weekly) in order to meet target.
  • Successfully uses a range of approaches including referrals, to identify, profile and connect with individuals at the target company who might be receptive.
  • Always clarifies the value of an initial meeting. Overcomes any resistance to securing a meeting through finding ways to increase the benefits to the prospect.

Essential Selling

Employs a natural selling style to link how customers buy with how you sell, and hones behaviour to best practice standard. Understands how customers see value and which stage of the Buying Cycle they are in.

  • Successfully identifies and maximises how customers see value.
  • Is able to correctly identify which stage of the Buying Cycle the customer / prospect is in.
  • Builds rapport through verbal and non-verbal mirroring, and can adapt to a myriad of social styles. Engages customers with positive and persuasive language, and is able to empathetically think from the shoes of the customer when creating and articulating value for them.
  • Accurately understands how buyers define what their needs are, and what they find valuable including the criteria on which a product/solution selection will be made.
  • Has a broad range of questioning techniques. Is an active listener which builds rapport, trust and understanding with the client/prospect.
  • Proactively scans a broad range of products/solutions and is able to match the suggested solution in alignment with the customer’s needs and decision criteria.
  • Ensures value is presented to the customer through a positive feel-good experience for the customer, reducing the effort needed for them to commit to the deal.

Key Metrics

  • Number of calls per week

  • Number of emails per week

  • New sales opportunities created

  • Closed won revenue

  • Win rate