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Key Responsibilities and Required Skills for Inside Sales Coordinator

💰 $ - $

SalesInside SalesCustomer SuccessB2B

🎯 Role Definition

The Inside Sales Coordinator is a customer-facing sales support role responsible for qualifying inbound leads, managing the sales pipeline, generating accurate quotes and proposals, processing orders, and driving timely follow-up to convert opportunities. This role partners closely with outside sales, marketing, operations and customer service teams to ensure a seamless buyer experience, optimize sales workflows, and meet revenue and KPI targets. Strong CRM discipline, excellent communication, and an ability to multitask in a fast-paced B2B/B2C environment are essential.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Sales Support Representative
  • Customer Service Representative
  • Marketing or Inside Sales Intern

Advancement To:

  • Senior Inside Sales Representative / Account Executive
  • Outside Sales Representative
  • Sales Operations Analyst
  • Account Manager / Customer Success Manager

Lateral Moves:

  • Sales Enablement Specialist
  • Sales Operations Coordinator
  • CRM Administrator

Core Responsibilities

Primary Functions

  • Qualify inbound and outbound leads using established BANT (Budget, Authority, Need, Timeline) or MEDDIC-like criteria, documenting qualification notes and next steps in the CRM to accelerate pipeline conversion.
  • Respond to customer inquiries by phone, email and chat within SLA targets, providing product information, pricing, technical details and value propositions tailored to prospect needs.
  • Build, maintain, and advance the sales pipeline in Salesforce/HubSpot/Microsoft Dynamics by creating opportunities, updating stages, assigning tasks and logging all customer interactions.
  • Prepare and deliver accurate quotes, proposals and statements of work using CPQ tools or quoting templates; ensure margin, discount approvals and pricing compliance with company policies.
  • Process sales orders end-to-end in ERP/order management systems, verify pricing and availability, coordinate shipment schedules and liaise with operations to ensure on-time delivery.
  • Support account transitions by preparing account briefing materials and handoffs for outside sales or account management, ensuring continuity of customer experience.
  • Run weekly and monthly sales reports and dashboards (pipeline velocity, conversion rates, average deal size, quota attainment) to provide actionable insights to sales leadership.
  • Conduct targeted outbound prospecting via phone and email cadences to reactivate cold leads, book discovery calls and qualify pipeline opportunities in collaboration with marketing.
  • Coordinate product demos and virtual meetings by scheduling resources, preparing collateral, and following up with decision-makers to advance opportunities.
  • Manage renewal and upsell touchpoints for smaller accounts, creating renewal quotes and coordinating with customer success to reduce churn and increase expansion revenue.
  • Support channel and partner sales activities by providing partner quotes, tracking partner-led opportunities and ensuring accurate deal registration.
  • Maintain up-to-date product and pricing knowledge by attending internal training, reading product updates and sharing competitive intelligence with the sales team.
  • Administer CRM data hygiene activities: duplicate management, lead routing rules, territory assignments and data enrichment to maximize sales productivity.
  • Escalate and troubleshoot post-sale issues (billing, shipping, technical) with cross-functional teams and ensure timely resolution and communication back to the customer.
  • Execute promotional campaigns and special pricing programs in coordination with marketing and pricing teams, tracking results and updating campaign performance in CRM.
  • Assist sales leadership with territory planning, quota calculations and capacity forecasting by providing accurate pipeline inputs and historical trends.
  • Prepare formal proposals and coordinate approvals for non-standard commercial terms, collaborating with legal and finance to manage risk and compliance.
  • Monitor key performance indicators (KPIs) such as calls per day, lead-to-opportunity conversion, sales cycle length, and quota attainment; implement process improvements when needed.
  • Train and mentor new inside sales hires on CRM best practices, call scripts, qualification frameworks and company sales processes to ensure consistent execution.
  • Facilitate internal communication and alignment across sales, marketing, customer success and operations through daily stand-ups, pipeline reviews and post-mortem analyses.
  • Maintain and distribute sales enablement materials — playbooks, objection-handling guides, competitive battlecards and ROI calculators — to drive consistent messaging.
  • Ensure accurate commission and incentive reporting by reconciling closed deals with payroll/comp plans and flagging discrepancies to Sales Ops/Finance.
  • Support ad hoc bidding activities for RFPs/RFQs by assembling technical, pricing and commercial inputs, ensuring timely and competitive submissions.

Secondary Functions

  • Assist in continuous process improvement initiatives to streamline quote-to-cash and lead-to-pipeline workflows using automation and workflow tools.
  • Participate in cross-functional projects such as CRM migrations, new product launches or pricing model roll-outs to ensure inside sales readiness.
  • Conduct periodic market and competitor research to help refine target lists, messaging and objection-handling strategies.
  • Support trade show and event logistics by qualifying leads generated at events, coordinating follow-up campaigns and linking leads to marketing efforts.
  • Maintain a knowledge base and FAQ repository for common sales inquiries to reduce response times and increase first-contact resolution.
  • Create and manage email nurture sequences in marketing automation platforms for MQL-to-SQL progression when aligned with demand-gen teams.
  • Support contract renewals and amendments by preparing change requests and coordinating with legal and finance for approvals.
  • Participate in coaching sessions and performance reviews, providing input on training needs and personal development plans.
  • Assist Sales Ops with small-scale data import/export tasks, and run ad-hoc queries to support business reporting needs.
  • Coordinate with supply chain and inventory teams to communicate product availability and lead times for customer expectation management.

Required Skills & Competencies

Hard Skills (Technical)

  • CRM proficiency: Salesforce, HubSpot, Microsoft Dynamics or similar — ability to create/update opportunities, manage tasks and generate reports.
  • Quoting and CPQ tools knowledge: Salesforce CPQ, Apttus, or comparable platforms for building complex quotes and proposals.
  • Order management/ERP exposure: NetSuite, SAP, Oracle, or comparable systems for order entry and tracking.
  • Advanced Excel/Google Sheets: VLOOKUP/XLOOKUP, pivot tables, data cleansing and basic macros for sales reporting and analysis.
  • Familiarity with sales engagement and automation tools: Outreach, Salesloft, Yesware, or marketing automation platforms such as Marketo, HubSpot.
  • Experience with calendar scheduling and virtual meeting tools: Calendly, Zoom, WebEx, Microsoft Teams.
  • Basic understanding of pricing, discounting workflows, margin calculations and approval routing.
  • Ability to generate and interpret sales dashboards and KPIs using BI tools or native CRM reporting.
  • Experience preparing RFP responses, SOWs and commercial proposals with attention to legal and financial requirements.
  • Knowledge of lead-scoring models, qualification frameworks (BANT/MEDDIC) and pipeline management best practices.

Soft Skills

  • Strong verbal and written communication with polished phone etiquette for high-volume calling environments.
  • Organized multitasker with excellent time management and the ability to prioritize tasks under tight deadlines.
  • Customer-focused mindset with empathy and the ability to de-escalate issues and provide clear next steps.
  • Problem-solving and critical-thinking to identify gaps in process and propose data-driven improvements.
  • Team player who collaborates cross-functionally and accepts feedback to improve sales effectiveness.
  • High attention to detail and accuracy in pricing, order processing and contract documentation.
  • Resilience and persistence in follow-up activities while maintaining professionalism.
  • Coachable with a growth mindset and willingness to learn product, market and sales techniques quickly.

Education & Experience

Educational Background

Minimum Education:

  • High school diploma or equivalent; relevant sales certifications or vocational training desirable.

Preferred Education:

  • Bachelor's degree in Business Administration, Marketing, Communications, or related field.

Relevant Fields of Study:

  • Business Administration
  • Marketing
  • Sales & Customer Relationship Management
  • Communications
  • Supply Chain / Operations (helpful for order coordination)

Experience Requirements

Typical Experience Range:

  • 1–4 years of inside sales, sales support, customer service or order management experience.

Preferred:

  • 2+ years of B2B or technical inside sales experience, demonstrated CRM proficiency (Salesforce/HubSpot) and track record of quota support or sales-oriented KPI achievement.
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