For more and more organizations, inside sales, and inside sales training, has gained importance as part of a successful sales growth strategy.
The main reason is that many sales are now made remotely. As technology becomes more widespread and familiar, customers feel more confident making more purchases and sealing bigger deals over the phone and over the internet. There will always be a need for face-to-face transactions but, if you want to keep up with the times, you would be wise to build up your inside sales organization at the same time you maintain the effectiveness of your outside sales reps.
When working with our clients who recognize the potential of a strong inside sales organization, we have learned a lot about the most effective way to grow inside sales teams. A first step should always be a training needs assessment and organizational review of what the team is currently doing well and where they need to improve. Putting your team through a proven, customized inside sales training program will give the team the skills they need to succeed. They will emerge from the inside sales training with a common sales language, a common sales methodology and a clear picture of the activities and behaviors that will increase revenue. With good sales performance coaching, the inside sales training will “stick” and become embedded in their sales process.
But there is more you can do.
- Raise expectations.
Now that you have invested in building the sales skills of your inside sales force, you should not be afraid to ask more of them. They should be better at following up on leads, qualifying, discovering customer priorities, and closing. Be realistic in the targets you set but don’t underestimate their potential to deliver. A bit of a stretch is challenging and a high performing inside sales team will strive to deliver. - Speed up time to contact.
The sooner a lead is followed up, the warmer it is and the higher probability of closing the deal. Sales reps should follow up on prospects without delay. Research shows that companies that contact a prospect within 5 minutes showed significant revenue growth. - Use technology to capture and distribute leads.
Don’t overlook the tools that can support the inside sales team. Good technology that is correctly implemented and fully utilized can significantly boost revenue. Not only will it save time but it will also allow team members to share knowledge and capitalize on the experience of their colleagues.
