Beyond a shadow of a doubt, Inside Sales is growing in recognition and credibility as companies realize the many benefits of having a high performing sales team plugged in and accessible to their prospects and customers.
If you’re one of the many companies out there wanting to start an Inside Sales team, feel free to leverage the following questions to start and facilitate a conversation internally. (These are by no means the end all be all of questions, however, they’re a start.)
- What are the strategic initiatives for the company? 1, 3, 5 years?
- What is the plan to achieve your strategic initiatives? How do you know you’re successful?
- What do you think an Inside Sales team does?
- What do you want your Inside Sales team to do?
- Current organization structure? (What does Sales and Support currently look like?)
Essentially what you’re hoping to do with the right information is assign the right sales resource, to the right prospect or customer, at the right time in their buying arc.
- Level set on the definition of Inside Sales within your company
- Brainstorm as a company the best place to start
- Figure out the best next steps to get you to the starting line (remember to assign roles, responsibilities, and due dates)