What are you likely to see as you peer into the future of
your sales strategy? The growth of the importance of inside sales.
As customers get more sophisticated and more comfortable
with buying online and researching options on their own, there is less of a
call for field sales reps and more need for inside sales reps. Current stats
reveal that inside sales folks are being hired at a 3 times greater rate than
external sales experts. And the trend is likely to continue.
Of course, field sales expertise will always be a part of a
successful sales strategy when complex sales are concerned or when face-to-face
interaction is required to build trust when a long-term purchase is proposed.
It depends on what you are selling. Consider that a field rep can be limited by
time and geography with only a certain number of on-site meetings possible per
day. The inside sales rep has no such limitations. The phone is just an arm’s
length away and can be utilized 24/7.
However you configure your team, the key is to have a clear
sales process and the best sales reps you can build and buy. While inside sales
teams were once given only perfunctory training on how to answer the phone and
on company products, today’s teams need much more in-depth inside sales
training if they are to be effective and carry the bulk of your opportunities.
You need inside salespeople who have a deep understanding of
the business and the product line. They need to know how to interact with
customers in a courteous, helpful manner and move the sales cycle forward with
each touch point. Give them the technological tools they need to be successful.
But over and above the high-tech support, they need to have learned the
attitudes and behaviors that win over customers and guide them to a purchase.
To be ready for the inevitable shift toward inside sales,
take a close look at your current sales team. Are they as well-trained and
effective as they could be? Do you know what sales competencies matter most? Do
you focus on those critical few job and cultural competencies as you hire? Ask
these questions and come up with answers so your sales future looks as bright
as the one above through the cartoon character’s telescope.
For more information about inside sales training best practices, please visit: http://www.lsaglobal.com/inside-sales-training-coaching/
