Thursday, February 29, 2024
HomeBusiness System7 Benefits of inside sales!

7 Benefits of inside sales!

inside sales

What are the benefits of working on “inside sales,” which has been attracting attention in recent years? I think there are people who want to work on inside sales, but don’t know if the effort and cost are worth the effort.

In this article, we will introduce the advantages and disadvantages of inside sales and what kind of companies it is suitable for. Read this article to find out why you should engage in inside sales.

Table of contents

  • What is Inside Sales
  • 3 reasons why inside sales are attracting attention
    • (1) Development of online sales during COVID-19
    • (2) Labor shortage
    • ③Increase in lead acquisition online
  • 7 Benefits of Working Inside Sales
    • (1) Travel time can be shortened
    • ②Increase the number of business negotiations that can be held in a day
    • (3) Able to cope with labor shortage
    • ④ More leads can be approached
    • ⑤Improve the rate of successful negotiations
    • ⑥ It becomes easier to grasp the progress of sales activities
    • ⑦ Measures against infectious diseases are also possible
  • 3 Disadvantages of Working Inside Sales
    • ① Online communication is difficult
    • ②It is necessary to prepare IT equipment and systems
    • (3) Coordination with field sales takes time
  • Companies suitable for inside sales
    • A company with extensive know-how in sales activities
    • Company with sustainability
    • Companies that can handle sales tech
  • 3 key points for successful inside sales
    • (1) Set goals and plans well in advance
    • (2) Strengthen cooperation with field sales
    • (3) Utilize sales tech
  • summary

What is Inside Sales

Inside sales refers to sales activities carried out using telephone, e-mail, and online negotiation systems for leads (prospective customers) . Inside sales are basically non-face-to-face communication, so they are also suitable for measures against infectious diseases during the corona crisis.

In addition, compared to face-to-face sales activities, there is an advantage that travel time can be shortened.

3 reasons why inside sales are attracting attention

I will explain why inside sales are attracting attention for three reasons.

  1. Development of online sales during the corona crisis
  2. labor shortage
  3. Increased lead generation online

(1) Development of online sales during COVID-19

From around 2020, the spread of the new coronavirus has forced companies to change their business methods. Many companies have shifted to telework, making face-to-face communication difficult.

Under such circumstances, an increasing number of companies have introduced video calling tools such as Zoom and Skype. These tools have come to be used for meetings and business negotiations.

Many companies have established an online communication system, making it possible to carry out sales activities without face-to-face contact.

(2) Labor shortage

Currently in Japan, the working population is declining due to the declining birthrate and aging population. As a result, many companies are suffering from labor shortages. In inside sales, communication is done by email, telephone, and video call, so it does not take much time to travel compared to face-to-face sales activities.

Therefore, the number of business negotiations that can be held in a day increases, and it can be handled even if the number of employees is small. It may be difficult to tackle inside sales right away, but it is especially recommended for companies that want to conduct sales activities efficiently even with a small number of people.

③Increase in lead acquisition online

Today, with the development of the Internet, many companies collect information and receive inquiries through websites. In the inquiry form, enter personal information such as company name, personal name, department, title, and email address.

And the company that sent the inquiry form or document request form becomes the lead (prospect customer) for the company. Lead information is managed centrally and shared internally.

If you get a lead online, we will first approach you based on the email address and phone number you filled out in the form. In this way, non-face-to-face sales activities (inside sales) begin.

7 Benefits of Working Inside Sales

What are the benefits of working inside sales? Here are 7 benefits:

  1. Reduce travel time
  2. Increases the number of business negotiations that can be held in a day
  3. Able to cope with labor shortage
  4. Reach more leads
  5. Improving deal closing rate
  6. Easier to grasp the progress of sales activities
  7. Infectious disease control is also possible

(1) Travel time can be shortened

In inside sales, sales activities are basically conducted by email, telephone, and video call. Therefore, travel time can be shortened compared to when visiting the partner company and conducting face-to-face sales activities (field sales).

By reducing travel time, you can spend more time on other tasks. Your business efficiency will be greatly improved.

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

Because inside sales can reduce travel time, the number of deals that can be done in a day also increases. Even if there is an increase in the number of potential customers, it can be handled without difficulty to some extent.

By increasing the number of business negotiations that can be conducted in a day, more efficient sales activities can be realized.

(3) Able to cope with labor shortage

Since inside sales do not require travel time, the amount of work each employee can perform increases. As a result, operational efficiency is greatly improved, and even when there is a shortage of manpower, many customers can be served.

④ More leads can be approached

If you communicate non-face-to-face, you can approach more customers than if you visit and communicate face-to-face. For example, if you use IT tools, you can send emails all at once, so you can provide information to a large number of customers while shortening the time.

In addition, the number of leads you can get will also increase by enriching the content of your site and increasing the number of advertisements. Securely manage and share the acquired leads so that you don’t miss the opportunity for business negotiations.

⑤Improve the rate of successful negotiations

Reaching out to more customers increases your chances of closing a deal.

Furthermore, by listening to customers’ needs and opinions at the non-face-to-face communication stage and extracting customers with high purchasing motivation, efficient sales activities can be carried out. It is effective to carry out face-to-face sales activities for customers who are highly motivated to purchase .

⑥ It becomes easier to grasp the progress of sales activities

In field sales, one salesperson makes an appointment with a customer, actually visits the customer, carries out sales activities, and then follows up. Therefore, each person in charge is aware of the progress of sales, and there are cases where it is not shared.

However, since inside sales use e-mails and telephones, in most cases, sales activities are carried out by dividing the work among multiple persons in charge. Share what kind of actions you have taken with customers for each sales activity it becomes easier to grasp the progress of sales activities.

If you send e-mails or communicate by phone, etc., record and share the contents.

⑦ Measures against infectious diseases are also possible

Inside sales are basically non-face-to-face, so there are few opportunities to meet face -to-face -to-face . Face-to-face contact with a large number of customers increases the risk of the spread of infectious diseases, but there is no need to worry about that if it is not face-to-face.

As long as the environment is in place, remote work can be handled, so you can work with peace of mind. If you decide to hold face-to-face business negotiations, do so while paying attention to infection control measures.

3 Disadvantages of Working Inside Sales

Here are three disadvantages of inside sales.

  1. Difficult to communicate online
  2. It is necessary to prepare IT equipment and systems
  3. Coordination with field sales takes time

① Online communication is difficult

Online, there is a disadvantage that it is difficult to grasp the feelings and true intentions of the other party. In particular, when exchanging emails or telephones, communication is done without looking at the other person’s face, so it is difficult to read emotions from facial expressions. .

Especially in the early stages, you do not know how much the other party is willing to buy, so you need to be careful not to force the purchase promotion. Full-fledged business negotiations should be conducted only with customers who have increased their willingness to purchase after repeated non-face-to-face communication.

②It is necessary to prepare IT equipment and systems

Time lags and connection failures often occur online so careful preparation is required in advance. Although it costs a little, let’s prepare the Internet environment and introduce the most suitable equipment.

If you’re in the middle of an important conversation with a potential customer and the connection drops, you may not be able to hear what the customer is trying to say. In particular, before making a video call, make sure that there are no problems with the Internet environment each time.

In addition, it would be even better to prepare a dedicated booth for telephone and video calls to avoid background noise.

(3) Coordination with field sales takes time

At the inside sales stage, we mainly conduct nurturing of prospective customers, listening to their needs, and analyzing their willingness to purchase. It is effective to conduct face-to-face sales activities for customers who have approached non-face-to-face and who have become particularly motivated to purchase .

When conducting face-to-face sales activities (field sales), it is necessary to share customer data and interviewed information with the field sales representative . It takes a little time to set up a system for sharing and collaborating on this information, but let’s carefully prepare it for a smooth transition to field sales.

Companies suitable for inside sales

What kind of companies are suitable for inside sales?

A company with extensive know-how in sales activities

Inside sales are characterized by a wide variety of tasks to be performed, such as inputting and managing customer information, delivering emails and communicating by phone. Therefore, a company that has a wealth of know-how in sales activities and is accustomed to sales will be able to carry out business more efficiently .

It is necessary to make a list of the tasks to be done and to keep track of the progress of the tasks. Also, use SFA (sales activity support tool) as necessary to record the history of sales activities.

Company with sustainability

The purpose of inside sales is to nurture leads over time, gradually increase their willingness to buy, and connect them to face-to-face business negotiations. We recommend a company that can continue tenaciously to approach leads slowly through non-face-to-face communication.

Let’s provide the necessary information for customers by referring to the customer’s behavior history and information heard. Rather than promoting purchases when the customer’s willingness to purchase is not sufficiently high, it is important to make a careful judgment and lead to business negotiations.

Companies that can handle sales tech

In inside sales, if you can use sales tech well, it will be easier to get more results.

For example, when distributing e-mail magazines, you can use mail creation templates for MA (marketing automation) tools and simultaneous distribution functions for each customer attribute (industry, position, etc.). In addition, you can smoothly manage the progress of sales activities by using the SFA (Sales Activity Support) tool.

In this way, by automating some processes using sales tech as needed, you can aim to further improve the efficiency of your operations.

3 key points for successful inside sales

I will explain three points for not failing inside sales.

(1) Set goals and plans well in advance

Setting clear goals and planning is essential when starting a new initiative. Let’s organize the points such as “Why are you working on inside sales” and “What kind of results do you want to achieve?” Furthermore, if you can prepare specific numerical targets, it will be easier to carry out your work.

For example, setting KPIs (Key Performance Indicators) for each task increases motivation for each task. KPIs in sales activities include the following goals.

  • Acquired Leads
  • lead close rate
  • Customer unit price
  • Number of contacts with leads (number of phone calls, video calls, etc.)

(2) Strengthen cooperation with field sales

When the customer’s willingness to purchase increases to some extent at the inside sales stage, we shift to face-to-face sales activities (field sales). Being able to share all the necessary information with your field sales department during this transition stage will help the deal go smoothly.

In order to share customer information smoothly, be sure to record the information obtained in the conversation with the customer .

(3) Utilize sales tech

“Sales tech” is indispensable for managing, analyzing, and sharing customer information. By using Sales Tech, you can collectively manage and analyze a huge amount of customer information, and information sharing between other departments will be smoother. There are three types of sales tech that can be mainly used in inside sales.

  • MA (marketing automation tool)
    Equipped with customer behavior history analysis function and mail delivery function
  • SFA (Sales Activity Support Tool)
    Equipped with sales activity progress management function
  • CRM (customer information management tool)
    Equipped with customer information management function

By properly using these tools, you can automate some of your sales and marketing activities, greatly improving your operational efficiency. Please refer to the links below for the features of each tool.

Summary

In this article, I explained the benefits of inside sales and the points to work on.

By working on inside sales, you can carefully nurture leads and have the advantage of making it easier to connect them to business negotiations. We can also provide information that meets the needs of our customers during business negotiations.

In order to work on inside sales, it is necessary to prepare a little, such as improving the Internet environment and introducing sales tech. Create an environment that suits your company and start with a perfect system.

RELATED ARTICLES

LEAVE A REPLY

Please enter your comment!
Please enter your name here

Recent Posts

Most Popular

Recent Comments