The field of inside sales is already thriving in pandemic, and it will continue to empower businesses’ sales processes in the coming years. It is, in essence, when a team of people sells a specific product or service while working from home. As a result, inside sales teams rely heavily on electronic means of communication such as emails, phone calls, and texts.
This generation is dominated by Millenials, with Generation Z trailing close behind. In this way, inside sales can prove to be a highly effective business strategy because it not only saves you time but also allows you to save money.
Customers nowadays prefer to communicate via phone calls or text messages rather than meeting in person. Because we are all working from home at the moment, an inside sales strategy is the most effective at this time.
Within high-growth companies, inside sales constitutes the primary sales strategy, compared to 27 percent who use field sales, 23 percent who use internet sales, and only 8 percent who use distribution channels as their primary sales strategy.
Isn’t that interesting? Inside sales is becoming more and more popular among businesses, and we’re here to share our thoughts on how it will continue to grow in the future.
What is Inside Sales and how does it work?
Inside sales, in its most basic definition, is the process of capturing, converting, and nurturing leads without physically visiting the customer’s location for a face-to-face conversation. A revolution has occurred in the creation of businesses that can be run entirely from home and do not require any on-the-ground work. That is one of the reasons why inside sales representatives are growing at a rate three times faster than outside sales representatives.
Inside sales is, in fact, one of the most popular sales models in the industry, owing to the fact that customers increasingly prefer to purchase online. Because it is simple to handle high-ticket sales from remote locations, it is the most preferred strategy for businesses.
Now that you have a better understanding of how inside sales affects a company, we have compiled a list of reasons why inside sales will continue to grow and assist more companies in increasing their revenue.
It’s difficult to manage communication when you’re in an office or on a field trip. Inside sales teams are experts at communicating without even meeting other team members; they can quickly resolve issues using digital methods.
With sales software, your inside sales team can easily collaborate on projects, share customer information, and assign leads.
For example, if a customer contacts you with a question, you can join a group chat, mention the person, and quickly resolve the issue. Each team member can see the entire sales process.
Digitized Sales (CRM)
“Those who master the virtual channel will excel.”
Inside sales teams benefit greatly from a digitized sales process. A cloud-based platform for inside sales management can help reduce manual paperwork and improve customer engagement.
By automating your sales process, you can focus on nurturing and delighting your customers.
A cloud-based sales CRM also helps you create centralized customer data for easy access, receive real-time notifications whenever a deal progresses, and send automated series of emails to nurture your customers.
Now that the business is digital, you can create content that engages your customers and visitors. To connect with the targeted audience, keep sharing valuable content on your website or social media platforms.
You can try out different online platforms where your target customers are. You can study your leads’ behavior and preferences to better understand their needs.
For example, if your target audience uses Twitter, you must create content that conveys your company’s value in a few words. So, when trying to sell to a Twitter audience, the first sentence or two counts.
Easy contact management
When working remotely, it’s critical to keep track of all contacts and data. Manually entering and updating contact information may result in a fragmented process and data loss.
Don’t worry about losing contact information with a centralized database. Using cloud-based software, you can also add or delete contacts from anywhere and at any time. This ensures that all client data is securely stored and accessible by all team members.
Working remotely has its advantages. And one of them is work efficiency. Inside sales increases team productivity by working from home.
Outside sales reps also spend a lot of time on the road, which reduces their efficiency. It helps to capture more leads, engage with them regularly and close the deal to gain a long-term customer.
Inside sales reps only sell 33% of the time, leaving more time to focus on streamlining the sales process to close deals faster.