Inside Sales Consultant

Follett Corporation   •  

Woodridge, IL

Industry: Business Services


Less than 5 years

Posted 331 days ago

This job is no longer available.

Job Description The FSS (Follett School Solutions) Inside Consultant-Content position optimizes inbound/outbound telephone and e-mail contact to promote the FSS value proposition across the customer base and sell FSS products and services to educational institutions in their assigned territory.  Each ISC (Inside Sales Consultant) is responsible for an individual monthly/quarterly/annual quota and shared territory goal.  The ISC will work with field representatives within assigned region to divide and conquer focused sales opportunities.  Key responsibilities of the ISC positions include achievement of assigned overall territory and product portfolio mix revenue goals; those goals include the achievement of Key Performance Indicators as outlined in the annual Sales KPI metrics. 

  • Inside Sales Consultant-Content focus on achieving their assigned revenue target through measurements of revenue growth on existing assigned accounts and acquisition (expansion), and competitive conversion of new customer accounts to meet/exceed territory goals.
  • Provides product and service presentations/demonstrations via Phone & Internet.
  • Dependent on territory assignments, works with the outside sales partners to achieve territory goals via partnership territory planning and agreement.
  • Uncovers and qualifies new opportunities by probing for needs, understanding requirements and interpreting technical requirements of the customer or prospect.
  • Completes customer call expectationss in assigned territory using specific call campaigns. Identifies cross-selling, up-selling, and lead generation opportunities.
  • Develops and/or utilizes target lists of prospects for telephone contacts in assigned territory.
  • Develops an effective territory plan and strategy within assigned responsibility; modifies quarterly as needed to actualize execution .
  • Secure competitive and market information to leverage and share with Sales and Marketing.
  • Travel to trade shows, conferences, workshops and meetings as required.


  • Stays abreast of current K-12 educational trends that impact sales, especially in their assigned sales territory, and is able to develop and apply effective sales strategies to leverage market knowledge and portfolio offerings to identify and close revenue opportunities.
  • Stay current on products/services across FSS by attending and actively participating in training courses as well as self-education.
  • Demonstrates successful knowledge and best practices through call evaluations, training assessments, and sales results.
  • Understands current Pre K-12 environment, i.e., regulatory, funding, competition.
  • Demonstrates ability to research and conduct pre-call preparation when necessary.
  • Demonstrates the value proposition of FSS in its entirety including our products, content offerings, applications and services.


  • Manage all customer interactions in CRM system with effective and accurate sales advancement documenttion, including customer data base updates.
  • Ensure opportunities are recorded and updated based on sales methodology to ensure accurate pipeline, forecasting.
  • Is an active participant in all scheduled team meetings and sales functions.
  • Leverages FSS resources and sales support assistance to maximize sales time effieciencies.
  • Help maintain CRM system by troubleshooting, tracking, and reporting problems.
  • Learns and applies all FSS sales activity protocol, system procedures, and interdepartmental processes to ensure accuracy and efficiency.
  • Ensures all company values are upheld and policies are adhered to.
  • Serves as liaison between customers and appropriate company departments to resolve customer questions and problems.


  • 3-5 years of sales experience (preferably within the education industry) with a proven capability to develop and close both existing and new business while executing all stages of the sales process
  • Bachelor's Degree or equivalent experiencerequired 
  • Persistence, high energy levels and strong interpersonal skills
  • Demonstrated negotiating skills 
  • Adaptability in a dynamic, fast-paced environment