The Importance of the Inside Sales Rep

by | Jun 1, 2015 | Sales and Marketing Integration, Sales Tips

Historically, many organizations have severely undervalued the importance of a well-established inside sales team. The old way of thinking would sound something like this:

“Field Sales is more strategic, meeting with C-level executives and developing strategic business innovation to help them grow their business, versus inside, which is more quantity but not as in depth the majority of the time.”

I would argue (strongly) that this is no longer the case. In my time at NuGrowth, I’ve seen firsthand how it is inside sales that can make or break an organization. This observation is not mine alone. In fact, a 2013 Harvard Business Review article focused on the changing tides in sales, noting that, “Over the past two years, 46% percent of study participants reported a shift from a field sales model to an inside sales model.”

Study participants also cited the following advantages of an inside sales model compared to field sales model:

  • 84% believe it is easier to onboard new salespeople and share best practices.
  • 79% responded that inside sales allows the organization to scale faster.
  • Increased call activity and selling volume was cited by 78% of responders.
  • 76% acknowledge that inside sales provides a better strategy to penetrate small businesses and mid-markets.

Why the shift in perspective? Many organizations are finding that a well-supported, well-trained inside sales representative can provide more tangible market feedback than an outside sales force.

In the end, it’s all about results. Growth organizations are learning that lead management, integrated systems, and tighter coaching practices lead to increased productivity and performance. With the relevant data at their fingertips, inside sales reps have a natural advantage in these critical competencies.

If a results-oriented inside sales force is part of your vision, consider partnering with NuGrowth Solutions. NuGrowth creates integrated sales and marketing teams designed to grow sales with pace and purpose. Contact the NuGrowth team at 800-966-3051 or fill out a contact form to find out more.

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Author: Kyle Tillar

Kyle Tillar works to ensure that clients’ target goals are reached and that the inside sales team is meeting objectives. Kyle is able to leverage his sales expertise and extensive training to help inside sales executives advance their career development and achieve client commitments.