How to Build an Inside Sales Dream Team
Selling more while spending less compared to field sales sounds great, but it is much easier said than done.
Apr 27th, 2021
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In recent years, inside sales has emerged as a highly profitable channel for distributors. “When appropriately utilized, inside sales reduces cost of sales by 40–90 percent relative to field sales, while revenues may be maintained or even grown,” according to the Harvard Business Review.
Selling more while spending less sounds great, but it is much easier said than done.
Hire the Right People
Over the past few years, the number of inside sales reps has increased by a few percentage points while the number of outside sales reps has decreased by a similar margin. At the same time, outside reps have seen a significant increase in remote selling time. Together, this suggests that some companies may be transitioning outside reps to inside roles instead of hiring new reps.