Inside sales has always been the prevailing sales model for “high-touch,” phone-based business-to-business (B2B) selling practices. In simple words, inside sales is predominantly virtual sales or sales done remotely. Inside sales role involves heavy volume of cold calling through telephone or mass emailing attempts to target prospects. Many of the sales organizations have failed to understand the true value of their inside sales team. They are more focused on achieving targets rather than working on the strategies that leads to sales enablement.
Sales enablement is considered as a systematic approach to increase the productivity of the sales team. It is one of the most effective methods to provide motivation and to educate the sales team. But with the change in sales processes and evolution of sales techniques and technologies, it is becoming difficult for companies to survive with the traditional method of sales. Thus enabling inside sales with the right technology will not only help in strategizing the complete sales process but at the same time will also help in closing more deals.
Inside Sales software is one such technology that not only provides sales intelligence, but at the same time helps in accelerating the complete sales process. Inside sales team must leverage this kind of technology in order to outperform competition and to manage the sales pipeline.
So, let’s discuss few benefits of inside sales software to better manage the sales troop:
Improving Connect Rates: According to a survey from DemandGen “80% of B2B purchases are unplanned and unbudgeted.” The statement truly signifies the value of using a proactive selling approach, but connect rates have always been a major drawback for inside sales team. Inside sales have been constantly struggling towards improving the call connect scores. Thus they are failing to achieve their quota, which is having a major impact on the ROI of the organization. With the use of a smart Inside sales technology, reps can increase their connect rates by successfully tracking the connected calls and thereafter analyzing the reason behind the success. This will not only help them in tracking buyer personas but will also help in measuring the effort that each sales rep is making towards achieving the ultimate goal.
Optimizing Sales Process: Inside sales need to understand the target customer’s buying process. This is only possible by effectively managing the sales funnel. Sales funnel is an inverted pyramid that draws potential customers through a company’s sales process that helps you understand the roadblocks and standstill time. An inside sales software will enable reps to predict sales month after month and will help them in strategizing their sales approach. Sales team can now break down sales value chain into distinct activities and at the same time can eliminate wasteful activities. A Inside Sales Software helps in Sales Pipeline Management.
Building Rapport: Nurturing relationships with prospects is not an easy task. Both inside and field sales reps take up a lot of measures to build credible relations with prospects. But inside sales have to put a lot more effort since they are mostly selling through phone. Building credibility in the initial sales process is very important as it helps in digging customers information, and getting tough questions answered. Inside Sales software helps in building instant credibility with prospects. Inside sales rep can go through the lead interaction history provided by the software to garnish their sales approach. They can also use the website behaviour pattern of the customer and can also use the social intelligence provided by the software to have more knowledge about the prospects.
Measuring Critical Inside Sales KPIs: Inside sales team emphasizes more on quantity of calls than quality of calls in order to complete their target quota. But ideally the main focus of managers must ensure that their team members are involved in making smart and productive calls. With the help of inside sales technology, managers have the power to effectively measure and track the KPI of their team. They can have actionable insights on the calling trends by their team, i.e, the no. of lead connect rates, lead response time, lead conversion score, and use this data to identify venues of performance improvement.
Sales Intelligence: Inside Sales team needs to focus more on strategies that help them in earning loyal customers rather than just completing their quota by adding customers from irrelevant verticals. They need to intelligently map their target customers, but with more number of competitors in the market it becomes difficult to focus on a single aspect. Inside sales software provides proactive insights about customer’s background and contact information of a prospect, company, or industry. Sales teams can use this information for identifying new leads or updating information for existing contacts. Sales intelligence tools can also integrate with social streams to provide additional information about a prospect, and many tools will integrate with Customer Relationship Management (CRM) platforms to link information with existing contacts.