Source of Infographic: SAP
A Proven Framework For Inside Sales Success
Changes in selling and buying behaviors have forced us to rethink the way that we operate and build winning sales organizations. The winning formula now includes implementing and adopting new tools and practices, segmenting and specializing your sales force, and automating a lot of your sales processes – you are able to accomplish all of these by building a powerhouse within a sales team.
Specializes Sales Roles
Make field sales teams, inside sales, and sales development of which work together in order to increase the buyer’s journey at different stages.
The Buyer’s Journey Stage by Stage:
Stage One: Pre – Awareness
Ask the correct questions and suggest new ideas.
Stage Two: Awareness
Continue to provide valuable information.
Stage Three: Consideration
Ask qualifying questions and more relevant information.
Stage Four: Ready to Buy
Address open issues and confirm goals in order to have success.
Stage Five: Purchase
Assist customer in purchasing process and schedule internal resources.
Stage Six: Re – Purchase
Find results, build the relationship, and be aware of the appropriate and helpful time that you should introduce the customer to additional services or products.
Data and Metrics Impact Productivity
Inside, sales teams are bettering their use of large data and analytics in order to understand who it is that is most likely going to buy from your company, when they are most likely going to buy, and why they are most likely going to buy. They are able to instantly find activities and outcomes, prioritize calls and online connection attempts, and tap integrated back – office systems.
With analytics, companies are seeing 75 percent more pipeline growth, 3 times the sales cycle conversion rates, and 2 times more win rates.
Embrace Social Selling
Due to the efficiency and ease of sharing referrals and broadcasting information, half of the global CEO’s expect social channels to be a basic form of customer engagement within five years.
How to Gain the Advantage
Inside sales teams are able to use social sites in order to learn and understand their prospects, keep active social media profiles, integrate social media with existing selling processes for deeper sales intelligence, and measure revenue impact of social engagement.
Sales Enablement and the Role of the Sales Playbook
Poor sales enablement wastes 26 percent of the average work week, which is the reason that a good sales playbook involves coaching, training, and on – boarding.
Your inside sales team needs to have an intuitive CRM application of which facilitates team collaboration and automates a lot of processes. With real time customized information access, high volume sales teams are able to accelerate revenue growth with sales orders, quotes, and prices.
Better Hiring Strategies
Make sure that you are getting the best of the best by searching for traits such as the ability to ask incisive questions, an aptitude for technology, and a performance driven attitude when you are hiring inside sales representatives. Also make certain the you consider each role’s career path, fast track results by hiring experienced management, and work with your recruiter.