The sales game plan has changed dramatically in the last ten years. Before the disastrous financial downturn in 2008, companies relied heavily on their outside sales force for revenue. As money got tight, many organizations saved by slowly shifting from outside to inside sales in order to generate business. These companies recognized that inside sales folks cost less and were easier to train and manage. Outside reps commanded bigger salaries, their expense travel budgets were huge and, when they left, they often took clients with them.
Experienced and productive outside sales reps will never be without a job but even they have had to change the way they do business. They spend more time on the phone and on the Internet selling remotely than when they had to travel to maintain and build client relationships. The good news? By leveraging the strengths of both sales groups, you can save money and still grow business.
Inside sales reps sit between marketing and sales and, when properly trained on on-boarded, can generate and qualify leads. And, if you provide targeted, high quality, interactive inside sales training and coaching, your inside folks can not only fill the pipeline, but they can also handle many of the tasks that take time away from what outside reps do best…closing deals.
Are you making and supporting the shift?
Learn more at: http://www.lsaglobal.com/inside-sales-training-coaching/
