Thursday, February 29, 2024
HomeBusiness System5 steps to start up inside sales|Introducing the method and main KPIs!

5 steps to start up inside sales|Introducing the method and main KPIs!

Inside sales 

Inside sales refers to sales activities conducted non-face-to-face with prospective customers . In particular, it is attracting attention due to this corona wreck, and an increasing number of companies are launching inside sales.

However, even if you want to start inside sales, you may not know where to start. So this time, I will explain the steps and points to launch inside sales.

After reading this article, you will know what you need to do to launch inside sales.

Table of Contents

  • What is Inside Sales
  • 3 benefits of inside sales
    • (1) Travel time can be shortened
    • ②Increase the number of business negotiations that can be held in a day
    • (3) Improved contract rate
  • 5 steps to launch inside sales
    • Step 1 Understand your company’s issues and current situation
    • Step 2 Development of inside sales system
    • Step 3 KPI setting
    • Step 4 Introduce sales tech
    • Step 5 Start operation of inside sales
  • Three points when starting up inside sales
    • ① Start with a small number of people
    • ② Clarify the division of roles
    • ③ If you are unsure, use support services
  • Consulting is recommended if you are worried about starting your own business
    • Konica Minolta Japan, Inc. | Recommended for BtoB companies
    • MOLTS Co., Ltd. | Inside sales/MA operation support
    • Celebrix Co., Ltd.|Sales agency service
  • Summary

What is Inside Sales

Inside sales are sales activities conducted non-face-to-face using telephone, e-mail, video conferencing systems, etc. to prospective customers who are interested in the company’s products and services .

The main role of inside sales is to provide customers with relevant information and increase their willingness to buy . Regular email newsletters and phone calls will deepen customer interest in your products.

With inside sales, you can carefully nurture prospective customers during the non-face-to-face communication stage. In addition, since it is possible to shift to face-to-face sales activities (field sales) only for customers who have a particularly strong desire to purchase , sales efficiency will be greatly improved.

3 benefits of inside sales

Here are three benefits of inside sales.

  1. Reduce travel time
  2. Increased number of business negotiations that can be held in a day
  3. Increased close rate

(1) Travel time can be shortened

Inside sales primarily use non-face-to-face communication tools. Therefore, unlike field sales that visit customers in person, it does not take time to travel.

Since it doesn’t take much time to travel back and forth, you can spend more time planning your sales activities and writing emails. When approaching customers, we mainly use telephone, email, and video conferencing systems, so we can also support telework.

It can be said that it is also suitable for infectious diseases in the corona misfortune.

②Increase the number of business negotiations that can be held in a day

Video conferencing systems, etc. are used for business negotiations in inside sales, so it does not take time to travel. Therefore, the number of business negotiations that can be carried out per day will increase.

If you increase the number of deals you can conduct in a day, you will be able to handle even more prospects over time . In addition, by having business negotiations with more customers, it becomes easier to extract customers who are particularly motivated to buy.

(3) Improved contract rate

In inside sales, we provide information that meets the customer’s needs and issues, and then increase the customer’s willingness to purchase. Then, based on a comprehensive judgment based on the open rate of emails distributed over multiple times and the reaction when talking on the phone, we will conduct full-scale business negotiations only with customers who have a particularly high desire to purchase.

There is an advantage that business negotiations are easy to go well because they move to business negotiations when the willingness to purchase is sufficiently high. Since you don’t need to carry out business negotiations unnecessarily, the efficiency of sales activities will be greatly improved.

5 steps to launch inside sales

Here are five steps to launching inside sales in your company.

  1. Understand your company’s issues and current situation
  2. Establishment of inside sales system
  3. KPI setting
  4. Introduction of sales tech
  5. Start of inside sales operation

Step 1 Understand your company’s issues and current situation

First of all, let’s understand the current situation in the issues and sales activities that you have in your company. Analyze the current situation from the perspective of how many prospective customers are there and what is the closing rate of business negotiations.

If you don’t have a clear goal when working on something new, it’s hard to get motivated. Also, it can be hard to know where to start.

If you have a specific numerical target, it will be easier to work on it. Numerical targets will be introduced in Step 3.

Step 2 Development of inside sales system

Before you start inside sales, let’s set up a system within your company. First of all, let’s solidify the policy on the management side and gradually spread it to the field side.

◉ Secure human resources

First of all, let’s secure human resources to work on inside sales. If you don’t have people with sales or marketing knowledge, consider hiring new people or training them in-house.

Inside sales may introduce sales tech, so it would be even more desirable to have DX human resources. The introduction of sales tech in inside sales will be introduced in Step 4 below.

Step 3 KPI setting

Set concrete numerical goals before you commit to inside sales. Here are the KPIs.

◉What are KPIs?

KPI is an abbreviation for “key performance indicator”, and is an indicator that evaluates the performance of a company or organization to achieve its goals. KPIs can be set not only for long-term goals, but also for each daily task.

By setting KPIs, which are specific numerical targets, it will be possible to clarify what needs to be done to achieve the targets, and it will also lead to an increase in employee motivation.

By setting KPIs, you can easily review and evaluate your company’s efforts.

◉Specific examples of KPIs

Here are some examples of KPIs. For example, the sales department may have the following goals:

  • Acquisition of new customers
  • number of potential customers closed
  • Customer unit price
  • Promising prospective customers (number of prospective customers with high willingness to purchase)

Instead of setting KPIs and ending it, measure the results after conducting sales activities to some extent and try to improve them. By reviewing the results of the entire sales department and reviewing the performance of each person in charge, the quality of sales activities will gradually improve.

Step 4 Introduce sales tech

Deploying sales tech will make your inside sales better. Here are three types of sales tech.

◉What is MA?

MA is an abbreviation for marketing automation, which means automating a part of the marketing process .

The main functions of the MA tool include analysis of purchasing intentions based on customer behavior history, support for creating e-mails and forms, pop-up display on the website and push notification functions.

In inside sales, it will be useful for mail distribution and customer purchase intention analysis. However, since it is a tool that automates only a part of the process, keep in mind that the final decision on marketing strategies and measures will be made by humans.

◉What is SFA?

SFA stands for Sales Force Automation and is a service that supports sales activities . The main functions of the SFA tool include recording and managing customer information and business negotiation information, and visualizing the progress of each sales activity.

In inside sales, it will be useful for recording conversations with each customer and managing the progress of sales activities. If you record the actions taken with the customer and what the customer was talking about, it will be useful when multiple people approach the customer.

◉What is CRM?

CRM is an abbreviation for customer relationship management, and is a tool for collectively managing customer information and relationships with customers . The main functions of CRM tools include managing customer information, recording customer interactions, recording customer purchase history, and recording information on business negotiations with customers.

For inside sales, it will be useful for recording the content of interactions with customers. In particular, if you record the information delivered by e-mail and the content of conversations in telephone and video conferences, the entire department can grasp the interaction with the customer.

If you keep a record of the relationship with the customer and the content of the exchanges, it will be safe even when multiple people in charge share the sales activities.

Step 5 Start operation of inside sales

Set goals in line with your company’s objectives, and start inside sales operations as soon as you complete the preparation of systems such as securing human resources and introducing tools.

◉Regular review and improvement

After starting operation of inside sales, it is necessary to implement regular reviews and improvement of measures .

Merely sending emails to customers and making phone calls will not sufficiently nurture prospective customers and will not lead to business negotiations. Evaluate the performance according to the KPIs set before starting inside sales , and if the results are not as expected, look for improvements.

For example, if the opening rate of emails sent to customers is low, try to improve by reviewing the content and title of emails, or by using MA tool email creation templates.

Three points when starting up inside sales

Here are three points to consider when launching inside sales.

  1. Start small
  2. Clarify division of roles
  3. If in doubt, use support services

① Start with a small number of people

When launching inside sales, start with a small group.

It would be ideal if we could gather people who are familiar with sales, marketing, and DX and form a team. By working with a small number of people at the initial stage, it is easier to formulate policies for inside sales initiatives and to facilitate cooperation.

Once you have a lead, try working with them on your inside sales. If you stumble, fix it right away, and once you get used to it, increase the number of potential customers you handle and the number of people in charge.

Ideally, people with knowledge of sales, marketing, and DX can gradually expand the size of the team in such a way as to train other employees.

② Clarify the division of roles

When launching inside sales, clarify the division of roles with the field sales (face-to-face sales activities) department.

For example, if you decide that “these prospective customers will be nurtured by inside sales” or “the field sales department will be in charge of customers who are highly motivated to buy”, you will be able to carry out sales activities while coordinating smoothly. .

Face-to-face sales activities and business negotiations are effective for customers who have increased their willingness to purchase through inside sales. Let’s aim for flexible sales activities, such as shifting to field sales depending on the situation.

③ If you are unsure, use support services

I think there are cases where there are few human resources related to sales, marketing, and DX, and there are cases where you do not know where to start when launching inside sales. In such cases, take advantage of Inside Sales’ start-up support services.

Below is a list of consultants who can help you get started with inside sales.

Consulting is recommended if you are worried about starting your own business

If you use consulting, you can rest assured even if you are worried about launching inside sales. Professionals with extensive knowledge and know-how will support the launch and operation of your company’s inside sales.

This time, I will introduce three recommended concerts.

  1. Konica Minolta Japan, Inc. | Recommended for BtoB companies
  2. MOLTS Co., Ltd. | Inside sales/MA operation support
  3. Celebrix Co., Ltd.|Sales agency service

Konica Minolta Japan, Inc. | Recommended for BtoB companies

Konica Minolta Japan Co., Ltd.’s consulting service provides inside sales design, support for creating talk scripts with customers, and regular scoring.

It is not only support for the launch of inside sales, but also staff training and follow-up after the start of operation . Since you can score your conversation skills with customers, you can visualize how much skill you have acquired.

In addition, it supports KPI setting, regular performance evaluation, and suggestions for improvement. So even if you don’t know how to approach your inside sales, you can gradually improve your approach.

Not only can you get support for launching inside sales, but you can also absorb the know-how that professionals have accumulated. Also, since it specializes in the BtoB model, it is especially recommended for BtoB companies.

MOLTS Co., Ltd. | Inside sales/MA operation support

MOLTS Co., Ltd. Images

In the inside sales operation support of MOLTS Co., Ltd., we aim for better sales activities by utilizing MA tools.

You can receive feedback on the launch of inside sales, support for creating talk scripts, and communication. In addition, since MA tools are used for customer analysis and confirmation of results such as email delivery and calls, you can also receive support for establishing MA tools.

It is especially recommended for companies that want support not only for the launch of inside sales, but also for the operation of MA tools.

You can request from 200,000 yen per month for inside sales scenario construction and design support. Please refer to the following website for details and fee structure.

Celebrix Co., Ltd.|Sales agency service

Celebrix Co., Ltd. Official Website

Inside sales support service of Celebrix Co., Ltd. can take care of some of the work for you.

Our staff, who have a wealth of knowledge about sales, will carry out some operations on your behalf while keeping in close contact with your company. With a dedicated team attached to your company, you can receive support in various aspects such as target selection, phone calls, and analysis of prospective customers’ purchase intentions.

Even if you don’t have inside sales or sales know-how, you can get customers and appointments smoothly because professionals will proceed with sales activities to some extent. It is also ideal for infectious disease countermeasures because all operations can be performed non-face-to-face.

Summary

This time, we introduced the steps to start up inside sales, points to note, and support services.

When launching inside sales, it is necessary to have clear goals and a system in place. Please use this article as a reference to prepare for launching Inside Sales.

RELATED ARTICLES

LEAVE A REPLY

Please enter your comment!
Please enter your name here

Recent Posts

Most Popular

Recent Comments