PLENTY OF DIALS. NOT ENOUGH DEALS.
Your inside sales reps own the whole sale, from first dial to signed deal, and every gap in that cycle shows up in the number. Factor 8’s inside sales rep training builds the skills that turn activity into revenue.
Call reluctance
Reps avoid the phone, and activity drops when the list gets cold.
Brush-offs end the call
“Not interested” shuts the conversation down before it starts.
Pitching before qualifying
Reps jump to the product before they know there’s a fit.
No next step
Calls end without a commitment, and deals drift between conversations.
Slow ramp, high turnover
New reps take months to hit quota, and too many leave before they do.
More dials won’t fix it. Better conversations will.
FIVE SKILLS THAT WIN NEW BUSINESS
ISR training follows the sale the way your reps work it: from the first dial to the signed deal.
Prospecting
Plan smarter call blocks, and open every call with value.
Engaging + qualifying
Get past the brush-off, and sort real opportunities fast.
Discovery
Uncover needs, goals, and what each customer values most.
Selling value
Propose with value, and handle objections without discounting.
Closing
Secure a next step on every call, and ask for the business.
What a typical program looks like
FROM 50% TO 150% OF GOAL
The challenge
A newly formed team of 15 inside sales reps stayed below half of its quota target for three months.
What we did
A customized sales process and value propositions, then a five-day custom curriculum on phone tactics, product value, playbook execution, and sales skills.
“Factor 8’s sales program was an integral part of moving our new sales agents from 50% to goal to well over 150% to goal. Even tenured field reps wanted the training.”
Hugh J., SVP, Call Center Operations, Oakwood WorldwideNO TWO PROGRAMS ARE THE SAME
Every program starts with your team’s real calls. Here’s an example of how we turn what we hear into a plan. Yours will be built from your calls.
We listen first
We review your team’s real calls to find the patterns costing you new business.
We prescribe
Each gap maps to specific courses, so your team only trains on what it needs.
We sequence it
Skills build from the first call to the signed deal, in the order reps use them.
We make it stick
Managers coach the same few behaviors every week, and we check progress with fresh calls.
HOW IT WORKS
- AssessInterviews and call reviews set the roadmap
- CustomizeBuilt from your calls, customers, and objections
- TrainLive workshops, virtual or on-site, with real calls
- ReinforceManager coaching and AI call scoring
- MeasureQuarterly reviews against your KPIs
ISR SKILLS STICK WHEN MANAGERS COACH THEM
Managers get trained before their reps do, then get coaching cheat sheets, call scoring forms, and a call library to reinforce every new skill in huddles, 1:1s, and call coaching.
“I got my life back!”
“It can be like pulling teeth to get sales managers to coach, but Factor 8’s tools and tips absolutely fixed it. Now managers are coaching new skills consistently.”
Heather F., Sr. L&D Manager, HSIprogram that trained managers only
AI-POWERED SALES TRAINING
Our methodology is built into AI at every step. AI amplifies the skills we teach. It never replaces them.
FROM THE PEOPLE WINNING NEW BUSINESS
Nothing has compared
We’ve had many other sales training programs over the years, but nothing has compared to the Factor 8 program. Our reps have been able to embrace and implement the new sales tools Factor 8 has provided to our sales force.
Laura M., Sales Director, New Pig Corporation“The quality of our sales opportunities improved tremendously… our client’s conversion rate went from 19% to 35%, surpassing the competitor’s rate.”
“The time Factor 8 took to customize the material with current examples of the obstacles we encounter helped create buy-in.”
“I learned more during my 2-day Factor 8 training than at any other training course I’ve had.”
Want to take a deeper dive into our ISR training?
SEE OUR TRAINING IN ACTION
Take a quick look inside our virtual and in-person workshops. This short highlight reel shows the energy, interaction, and hands-on practice that make Factor 8 training different; from reps building real skills to managers learning how to coach with confidence. It’s a fast way to see what your team will experience.
PICK THE MODEL THAT FITS YOUR TEAM
On-Demand Training
Unlimited self-paced sales training for individuals and small teams
Best for: sellers, managers, or teams with more bandwidth than budget
- 40+ interactive, role-based eLearning courses for reps and managers
- Scripts, templates, coaching guides, and call recordings built in
- Real-world examples and interactive practice
- New training resources added regularly
Classes + Coaching
Virtual sales training with expert guidance and accountability
Best for: small teams (under 10) needing ongoing skills coaching
- On-demand courses paired with live group coaching
- Call grading and skill development from Factor 8 experts
- Manager involvement and certification upon completion
Full-Service
Your trusted partner for customized, high-impact virtual sales training
Best for: growing sales teams (10+) ready for customized training
- Fully tailored live workshops and coaching sessions
- Real-time calling and skill application
- “Coach the Coach” manager training
- Ongoing support and performance tracking
Everboarding℠
Customize and deliver Factor 8’s award-winning sales training internally
Best for: enablement teams building or scaling in-house training
- Exclusive to Factor 8: soft copies of our instructor-led sales workshops
- Train-the-trainer and manager coaching support
- LMS-ready content you can brand, edit, and deliver as your own
- Long-term license with ongoing updates and partnership support
Not sure which model fits? We’ll help you choose.
Build sales career paths, funded by grants
Factor 8 is an Approved Training Provider for a Registered Apprenticeship program, so eligible teams can have training costs subsidized.
See how our inside sales rep training works
Download the brochure to share with your team, and we’ll reach out to talk through your goals.
FREQUENTLY ASKED QUESTIONS
What is inside sales rep training?
Inside sales rep training, also called ISR training or sales acquisition training, teaches reps who own the full sales cycle to prospect, discover, and close net-new business, usually over the phone or video. Factor 8 builds each program from your team's real calls and includes live practice, role play, and coaching, because reps learn best by doing.
What's the difference between inside sales reps and BDRs?
BDRs focus on setting meetings and creating pipeline. Inside sales reps often own more of the sales process, from prospecting through closing. Because of that, inside sales reps need training in both pipeline creation and closing.
What skills do inside sales reps need most?
Inside sales reps need prospecting, engaging and qualifying, discovery, selling value, and closing skills. They also need to balance activity with quality, so they create real opportunities instead of making a high number of calls that go nowhere.
How do you train inside sales reps to close more deals?
Factor 8 trains inside sales reps to build better conversations, uncover what buyers care about, handle objections, and confidently ask for commitments. When reps stop relying on generic scripts and start having real conversations, conversion rates improve.
What results can you expect from ISR training?
After Factor 8 built a custom sales process and a five-day curriculum for Oakwood Worldwide's new inside sales team, quota attainment rose 200% within one month and reps reached 150% of goal. At ARI, rep and manager training led to a 29.6% increase in overall sales revenue within six months.