Insd Sales Conslt-Content Intm

Job Summary

Follett Content Solutions has been a trusted partner for educators since 1873. We support educators that touch more than 45 million students worldwide and help build a diverse collection of print and digital resources to support every learner. We are currently hiring for an Inside Sales Consultant.

This full‑time, non‑exempt position is located in McHenry, IL. The base pay is $20.00 per hour plus commissions. The role operates on a hybrid schedule with three days in the office (Monday, Tuesday & Thursday) and two remote days (Wednesday & Friday). The Inside Sales Consultant optimizes inbound/outbound telephone and e‑mail contact to promote the Follett value proposition across the customer base and sell Follett products and services to educational institutions in the assigned territory.

Each ISC is responsible for an individual monthly, quarterly, and annual quota as well as a shared territory goal.

• Achieve assigned overall territory and product portfolio mix revenue goals, including the achievement of Key Performance Indicators outlined in the annual Sales KPI metrics.
• Focus on achieving assigned revenue target through measurements of revenue growth on existing accounts, acquisition of new accounts, and competitive conversion of new customer accounts to meet or exceed territory goals.
• Provide product and service presentations and demonstrations via phone and internet.
• Uncover and qualify new opportunities by probing for needs, understanding requirements, and interpreting technical requirements of customers or prospects.
• Complete customer call expectations in the assigned territory using specific call campaigns.
• Identify cross‑selling, up‑selling, and lead generation opportunities.
• Develop and/or utilize target lists of prospects for telephone contacts in the assigned territory.
• Develop an effective territory plan and strategy within assigned responsibility and modify 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.
• Stay abreast of current K‑12 educational trends that impact sales, especially in the assigned territory, and develop and apply effective sales strategies to leverage market knowledge and portfolio offerings to identify and close revenue opportunities.
• Stay current on products and services across Follett by attending and actively participating in training courses and self‑education.
• Demonstrate successful knowledge and best practices through call evaluations, training assessments, and sales results.
• Understand the current pre‑K‑12 environment, including regulatory, funding, and competitive aspects.
• Research and conduct pre‑call preparation when necessary.
• Demonstrate the value proposition of Follett in its entirety, including products, content offerings, applications, and services.
• Manage all customer interactions in the CRM system with effective and accurate sales advancement documentation, including database updates.
• Ensure opportunities are recorded and updated based on the sales methodology to ensure accurate pipeline and forecasting.
• Participate actively in all scheduled team meetings and sales functions.
• Leverage Follett resources and sales support assistance to maximize sales time efficiencies.
• Help maintain the CRM system by troubleshooting, tracking, and reporting problems.
• Learn and apply all Follett sales activity protocols, system procedures, and interdepartmental processes to ensure accuracy and efficiency.
• Ensure all company values are upheld and policies are adhered to.
• Serve as a 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 experience required.
• Persistence, high energy levels, and strong interpersonal skills.
• Demonstrated negotiating skills.
• Adaptability in a dynamic, fast‑paced environment.
• We are…