This is the second part of a series exploring inside sales, how it works and what makes it a successful part of the sales organization in your business.

Part 1 addressed the definition of inside sales (interaction between buyer and inhouse sales representative, using phone, email or other media channels). Here we look at what is needed for a successful inside sales organization. This is a brief list of 17 resources you will need to organize a well-run operation.  It’s the core setting of a complete picture that help to ensure inside sales success.

To deliver the results you need, your inside sales program requires:

  • Specific Structure and Processes
  • Guidelines; a plan; a roadmap
  • Inside sales management
  • Highly targeted marketing initiatives
  • Construction and refinement of workable, simplified processes

Clear Definitions

  • Definition of your target market
  • Understanding of your target audience
  • Highly targeted and engaging messaging for each target audience
  • Development to an ideal prospect/customer profile
  • Knowledge of your customer pain points/ solutions provided by your company that address the prospect /client pain points
  • An approved universal lead definition

Integration with other teams and information systems:

  •  Strong and synergistic relationships with key departments such as sales, marketing, IT
  • Collaboration with other key departments such as customer service, product development, professional services, human resources, finance, etc.
  • Utilization of an SFA solution to record centralized data collection
  • Compelling sales and marketing tools

Planned Staffing and Training

  • Hiring the best and the brightest
  • Motivating incentives
  •  Creative and interactive training

The list provides a rough sketch of the structure you need to support inside sales activity that remains productive. Stay tuned to part three our final post on the topic how to get internal support for your inside sales organization.

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