The Coaching Effect Blog

What's Up With Inside Sales?

Posted by Kristi Shoemaker

December 29, 2010

Posted by Kristi Shoemaker, EcSELL Institute

Our December sales management webinar titled "What's Up With Inside Sales" was very well received. Our featured instructor wasSally Duby, Phone Works, sales management webinar Sally Duby, General Manager and COO of PhoneWorks. Request a copy of the PPT deck by leaving a comment at the end of this blog (include your email address)  Here are some highlights from the webinar. Enjoy!

Sales Management Webinar objectives:

•Gain a better understanding of the importance of inside sales in today’s social or Sales 2.0 selling culture, and definition of Sales 2.0
•Share companies that have been successful with inside sales
•Talk about how you can get started with a new inside sales initiative or optimize your current inside sales model
Based on a recent compensation survey PhoneWorks conducted- Inside sales grew over 40% from 2009 and is expected to grow over 30% in 2011. It’s hard to find unemployed inside sales talent, they are all working. 

What is driving Inside Sales? 7 Factors Driving Change.

1.Changing communications preferences
2.Shifting power from sales to customers
3.Rising cost of sales
5.Different markets, different economics
6.Decreasing sales effectiveness
7.Increased demand for trust
Inside sales is a key component driving many organizations into a Sales 2.0 culture.  This is the organization that is innovating the fastest and if you are in inside sales, your skills are now in high demand and will be in the future as well.
The types of Sales Executives that are in demand today are people that have experience and backgrounds with inside sales organizations and can figure out what the right sales channel is based on the target market, best way to reach the market, their buying preferences and product packaging and price points- not automatically saying it all has to be sold via a field sales channel.
There are 2 distinct functions within inside sales:
Sales Development which is also called lead qualification or previously called telemarketing- not quota carrying
Inside Sales which is quota carrying revenue generating sales reps who sell via phone and the web.
How do you know which one fits your sales organization?  Here are some clues.

Sales Development role if your sales process:

•Needs consistent pipeline
•Needs a bigger pipeline
•Needs improved lead quality
•Needs better feedback on programs for sales and marketing
•Does nothave enough marketing generated inquiries

Inside Sales role if your sales process:

  • Targets the Small Medium Business market
  • The Customer base who already knows your product and value is a great place for inside sales for add ons, and upgrades.
  • High volume, low $ transactional sales with a short sales cycle
  • Products that are bought by departments within large enterprises are good inside sales candidates
  • Typically average deal sizes of 50k and under are more cost effective done by inside sales.  Inside sales can sell deals much larger than

Request a copy of the PPT deck by leaving your email in the comments box below.

PhoneWorks has a Inside Sales Score Card that looks at people, process, strategy, and technology. Download a sample Inside Sales Scorecard to see how you are doing in each area.

This webinar was the first in a two part series on "What's Up With Inside Sales".  The second one will be in February 2011.  Leave your email if you would like an invitation to this sales management webinar.

Topics: EcSELL Institute Partner, Inside Sales, Resources for sales managers, ideas for sales leaders

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