Intro to Inside Sales

Inside selling occurs remotely: sales reps mainly interact with customers principally from their office. 

Inside sales reps utilize the communication tools that have come with modern technology, namely phone calls and emails, to reach out to customers. 

As customers become more tech-savvy, the volume of consumers that have (and favor) online communication has increased. As a result, companies increasingly use inside sales as their primary strategy. Inside sales has become the favored choice because of its convenience and its typically lower cost.

Relative to outside sales, inside sales techniques allow companies to connect with a larger volume of customers in a shorter period of time. 

What Do Inside Sales Representatives Do?

Inside sales reps must have extensive knowledge of the product they’re selling and the company for whom they’re selling. Outside sales reps can rely on visual demonstration and in-person conversations, but an inside sales rep more often than not has to deliver the same information through a medium such as an email or a phone call. 

Because inside sales reps don’t have the luxury of meeting prospects face to face, they often adopt a kit of online tools to build relationships with customers, one that increasingly includes video conferencing tools like Zoom, or even personalized video messages. 

Another trending strategy used by inside reps is social selling: using social media channels and platforms to engage with potential leads and establish a relationship. 

Examples of social selling are sending a Direct Message to a potential lead, or leaving a comment on something that a lead posted. While it sounds like a modern invention, social selling is essentially just online relationship building. 

If you decide to go the inside sales route, it’s standard practice to set target numbers for your reps’ activities, such as the number of calls made, the number of meetings scheduled, and the number of deals closed. 

Tracking the effectiveness of each of these activities over time allows you to identify strengths and weak spots in your sales process, as well as over performing and underperforming inside sales reps.