And for that matter, since the corporate landscape is moving away from traditional hours, many inside sales reps are closing deals from their mobile devices or homes after hours. In fact, many designated field reps are still spending time in the office closing deals, returning phone calls and sending emails. An MIT Lead Management Study reports that inside sales hiring is outpacing traditional (or outside) sales hiring 15:1. There are two primary ways that inside sales has evolved. Inside sales reps also tend to earn a much higher salary than telemarketers, often based heavily on their sales commissions. In fact, inside sales reps are often highly trained, adept salespeople possessing acumen and ingenuity comparable to outside sales reps-a far cry from the average telemarketer. While inside sales reps might use campaign-specific talking points, they don’t rely on full-on sales scripts.
Inside sales, on the other hand, focuses on high ticket items and is most prevalent in the B2B landscape. A deal is quickly closed or lost, and then the agent moves on to the next lead. Telemarketing is almost always scripted, it focuses on selling relatively low-ticket items (such as extended warranties and insurance policies) and almost never involves multiple touches. But telemarketing is vastly different from inside sales. As far back as the 1950s, companies have used telemarketing, those over-the-phone selling techniques that have, for decades, interrupted family dinners. Of course, selling over the telephone from remote locations is nothing new. This article explores the history and evolution of inside sales, reveals the reasons that inside sales has become the dominant B2B sales model and offer some predictions for how sales will continue to evolve. Martin cites a survey in which twice as many participants reported moving to an inside model. How massive? In an HBR article, sales coach and author Steve W. Over the past fifteen years there has been a massive migration to the inside sales model. Former field sales reps have been discovering for the first time what many companies discovered long ago: while no form of communication is as powerful as in-person communication, even high-ticket sales can be handled successfully from remote locations.īefore we take a look at what the future holds for the inside sales model, let’s briefly examine the history of inside sales. So in many ways, inside sales is not simply sales. In the wake of the Covid-19 pandemic, virtually all salespeople have migrated to a remote model. Even reps that do on-premises sales typically handle parts of their business remotely, utilizing many of the same tools that inside reps have used for years such as CRM, sales dialers and more. While there was a time when there was a clear demarkation between inside (remote) sales and field sales, those lines have started to blur. Thanks to advances in communications technology, inside sales reps can give presentations, conduct demos and perform most of the functions traditionally handled by reps in the field. Contrary to telemarketers, inside sales professionals are highly skilled and knowledgable. An inside sales model routinely involves high-touch transactions over phone and email. Over the past decade, inside sales has come to be the dominant sales model for reps in B2B, tech, SaaS, and a variety of B2C industries selling high-ticket items. Remember ABC– Always be closing.The definition of inside sales refers to any type of sales that are handled remotely. Share your favorites with your colleagues and have a good laugh. Here is a collection of funny sales memes that people in sales can relate to. Sales people often joke around to distract themselves from the nagging thought of reaching sales targets and showing quarterly reports. If you’re part of a sales team or work in Marketing, you’ll definitely appreciate a funny sales meme.
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