The
best news on Inside Sales is the low cost compared with traditional outside
sales. That is one of the reasons why this mode of reaching out to the customer
grew so quickly during the economic downturn.
And
for those who have been through inside sales training, the news is still good. Inside
sales folks are in demand, being hired at a fast clip, and have multiple
opportunities for promotion.
Far
from the much maligned telemarketing, inside sales can be defined as sales done
remotely. Inside sales folks are well trained professionals with a strategy that
makes effective use of current technology. They have a sales contact strategy…they
know who to contact and when for the best chance of interesting customers in
their big ticket items.
Their
biggest challenge? Finding good leads.
In
fact, Forbes reports that a recent study by InsideSales.com found that seven of
the top ten problems faced by inside sales reps involved issues with
leads…generating and contacting leads that will prove productive. This is where
the rubber meets the road in any sales effort. Find the decision makers and let
the “games” begin.
