SalesFitRx BLOG

[RESEARCH] THE INTERESTING FUTURE OF INSIDE SALES & OUTSIDE SALES

Teamwork_290_shadowDoes your organization primarily think and act in terms of separating inside sales from outside sales, or is it more simply viewed as sales within your company’s culture?

Across the sales industry, lines are being blurred and discoveries are being made which are helping some sales teams achieve a higher and more consistent rate of quotas being met by connecting inside and outside sales in new and effective ways.

CSO Insights (@CSOinsights) recently took a look into their 2015 Inside/Telesales Performance report and revealed some of the findings in their blog post titled, Is Inside Sales Replacing Field Sales?

The research shows, in a variety of ways, that many professional sales organizations are maturing in their ability to let go of the mindset of doing what they’re doing because that’s what they’ve always done, and find ways to be more effective, even if it’s a new approach for them.

With the interconnectivity of the Internet, organizations can easily learn from the lessons of other companies. At the very least, sales teams can learn new or alternate ways of trying something to see if it can make a positive impact on their sales.

That’s not to say that sales organizations should be constantly trying so many new things that the business’ sales process is perpetually tampered with. An increase in sales process adoption is a great need for most sales teams.

What I do believe in is creating an unofficial Research & Development Laboratory within your sales department in order to structure pilot programs which can bring about some significant lessons and benefits.

Many forward-thinking sales organizations are blurring the lines that have been drawn by tradition and are finding new successes to multiply. Some of those sales teams [certainly not all] have gone as far as to designate the [right] sales team member who can create measurable experiments. The tests start small and organically expand as success after success occurs in each round of testing.

This wasn’t nearly as feasible in the early days of my career, but the information available online makes it relatively easy to discover where organizations similar to your own are chalking up wins, and then you can adapt it for your own team.

One clear conclusion from the report is that inside sales reps have become more strategic; they are less boiler room “dialing for dollars,” instead focusing on partnering with field/channel reps and/or an independent sales channel. This group is professional, skilled, well-equipped, and focused on nurturing or advancing prospective opportunities—not simply making as many dials as possible each day.

Only you know best if your sales team is prepared, at this time, to strategically take on some new approaches to gaining more sales.

Without a doubt, it would be ideal to have a team that consistently adheres to your organization’s sales process before launching out on occasional experiments with part of your team. This would ensure a more credible baseline against which to measure results.

Please check out the full blog post over at CSO Insights in order to learn more about many of the report’s findings. You’ll be glad you did.

QUESTION ::: Do your inside or outside sales teams have a process of implementing trials of strategies or tactics in order to discover better ways of working together to gain more sales, or do you more or less shoot from the hip? If you don’t currently rarely use lessons from other organizations, what’s holding back you or your organization?

Let’s talk about it…

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