The introduction of inside sales is progressing! among companies that mainly do BtoB sales. The fact that many companies! are introducing it is proof that there! are many benefits. Companies that are considering introducing inside sales in the future are! probably wondering what “other companies are doing”?
This is partly due to work style reforms! and the diversification of values among workers, but what has accelerated this trend! is probably the COVID-19 pandemic that began in 2020.
For those who are currently considering! introducing inside sales, we will explain the reasons and background for the widespread! adoption of inside sales, as well as the effects it can have.
What is inside sales?
2.Factors behind the accelerated adoption of inside sales
3. Benefits of implementing! inside sales
4. Problems with Introducing Inside Sales
5. Summary
What is inside sales?
Let’s briefly review what inside sales is. Inside netherlands whatsapp number data sales is an in-house sales activity conducted by the internal department rather than the sales department. Nowadays, there are a wide variety of online tools that can be used for inside sales, so it is possible to approach leads (potential customers) using communication methods such as email without having to frequently visit them. Inside sales is the activity carried out by the internal department to increase the lead’s desire to purchase until the sales department takes action, such as final closing or follow-up upon contract completion.
Factors behind the accelerated adoption of inside sales
Inside sales has the advantage of reducing labor costs by making sales activities smarter and being able to respond to customer needs in detail, but these benefits have existed for some time. The sudden popularity of inside sales in recent years is deeply related to the COVID-19 pandemic. In an age where people are shying away from contact with others, it is self-evident that inside sales, which can continue sales activities even under such circumstances, has attracted attention.
A major trend that has been observed even before the COVID-19 pandemic is the division of labor in sales activities. Traditionally, field sales, who visit customers and sell products and services, were responsible for all sales activities, but in fact this is only catherine gailey direkteur van menslike hulpbronne a part of sales activities, and activities such as daily communication and building trust can be done by people other than the field sales department, so the division of labor between inside sales and field sales has progressed.
America, where inside sales was born, is a large country with a land area 30 times larger than Japan. It is impossible to cover such a large area with field sales alone, so the division of sales work was the beginning. Japan’s land area is not that large, but it will undoubtedly contribute to reducing travel expenses. Inside sales will likely become the mainstream of sales activities in the future, performing processes that do not require face-to-face contact.
Benefits of implementing inside sales
How do companies that have actually implemented inside sales feel about its effects? According to a survey conducted by a company that sells MA (marketing automation) tools, about 40% of companies said that they felt that the number of sales negotiations had increased.
There is a rational reason for this. Until now, the field sales department has been handling all sales activities, including making sale leads appointments, so they simply could not reach out to all customers. Inside sales can efficiently approach even leads with low prospects, so it is only natural that the number of sales opportunities will increase, as the field sales department will negotiate for the appointments they make.