Inside Sales: what it is, how to apply, benefits and a complete guide!
The inside sales model relies on technology to become more and more popular among companies. Depending on the segment, this is the only model currently used as it is a much cheaper alternative to the traditional ones.
This is because it takes place within companies and is supported by phone calls, emails, video conferencing, chat applications, among others.
But wait a minute. Selling over the phone I know what it is. This is… telemarketing!
In fact, both are confused in some respects, as the negotiation takes place at a distance. But the truth is, their similarities stop there.
And it is important that you make this clear if you are thinking about applying inside sales in your business.
In this post, we’ll talk about what is called “inside sales”, as it differs from the traditional method we mentioned above.
More than that, how it is applied in everyday life and how companies can adopt this model.
How to be a good salesperson? Disciplined people are above average, you know?
Understand the role of inside sales in companies.
So what is inside sales?
Selling over the phone is nothing new, and you know it very well. You, like me and probably anyone else, has been approached via phone call to offer a product or service that you possibly had no interest in.
But that’s not inside sales.
It is, yes, remote sales, without making a physical presence with the prospect. However, in inside sales, it only occurs if the potential customer somehow shows a previous interest in buying.
It is opposed to the field sales model, the professional who went out into the field. It is that classic salesperson who goes door to door visiting customers and showing the product that the company sells.
And then, you can already think about the cost of the professional’s hour and, in case you don’t close sales, how expensive it is.
Inside sales cannot be seen as a trend anymore. This is because in some segments – such as SaaS, for example – this method is already fully consolidated.
Its objective is, in general, to retain the customer and make him a brand evangelist – when he defends the company and recommends it to other customers.
How does it work?
To understand how inside sales work in practice, let’s take a practical example. Let’s say a salesperson has an appointment with a manager to demonstrate how the software the company is selling works – yes, we’re talking B2B sales.
If the method is not inside sales, what would happen? The seller would have to go to the prospect’s company (at the time and date he can, after all, he has other demonstrations to do).
He would also have to show how the tool works and clarify doubts at that time.
But if the person is unfamiliar with technology, how much time will it take? And if the sale doesn’t happen, how big is the loss?
At inside sales, the potential customer is identified and the pre-sales team makes a qualifying call. The aim is to know the level of interest in the service and also the level of understanding about it.
If the conversation evolves, then an agenda (at the time that is best for this customer) will be scheduled and a video call will take place to demonstrate the platform.
Did the prospect have any questions about usage? You can pull content and immediately upload to it.
But what if the question is technical? Well, then you can call someone from the area to join the call and quickly clarify any points.
As soon as the conversation is over, the seller sends an email thanking them for their time and remains available to the potential customer to evolve into a proposal and, consequently, the closing.
Understand the advantages of having inside sales within the business.
The Advantages of Implementing Inside Sales
We have already mentioned some advantages of this model above and you have already noticed that cost reduction is the main one, right? With the salesperson working internally, many more prospecting, qualifying, and closing calls can occur.
This is pretty clear to you, correct? But this benefit triggers many others. Here are some advantages for you who are thinking of adopting the inside sales model in your business.
Check out the benefits of inside sales:
Reduction of CAC
One of the clearest advantages of implementing internal sales is the reduction of CAC, the Customer Acquisition Cost. This refers to how much was spent, throughout the operation, for a person to make the purchase.
When the seller is internal, there are no travel costs, such as travel, gas, meals, among others. All this goes into the CAC account and, if the visited customer does not buy, the cost is even higher for a period of a week or a month.
Greater productivity of the sales team
Once again, we get into the issue of displacement. In big cities, it is impossible to escape from traffic jams. And how will professionals be able to produce if they are stuck in traffic, towards a customer who might not even buy?
Productivity in inside sales, however, will not depend on any “third party”. It is solely up to the sales team to make as many calls, e-mails and presentations as possible in a working day.
The quality of the sale also increases. Without the stress of going back and forth, and with all the structure that the sales routine within the company offers, the salesperson can approach prospects more calmly.
You can easily organize yourself and adapt your speech to the needs of each client.
That’s the benefit: working better and having more persuasive power.
Set aside hours to prospect, qualify, to follow up, to sell and to ensure the client’s success are also easier to be done.
Inside sales depend on a well-structured sales process.
Organized sales funnel
It is only possible to increase the productivity of the sales team when you have control over sales. This is only possible with an organized sales funnel . But how to do this while away from the company all day?
In inside sales there is (or at least there should be) a structured sales process . There are steps that need to be taken.
They ensure that every contact with the customer generates value for him, educating him a little more and preparing him for the moment of purchase. And then the customer’s success will be assured.
And this is also essential so that sales metrics can be tracked and, in feedback meetings, any defects can be corrected together with the entire commercial sector.
The consequence of the item above is the predictability of sales. Through a constant number of contacts made and opportunities opened, it will be possible to measure how much is expected for each company to earn monthly sales.
And this is essential for the security of any business.
From there, lead generation strategies need to be able to meet the needs of the sales team. Don’t forget, of course, to qualify them.
The decision-making will be much more assertive. Knowing when predictably will enter your company every month, it is possible to have security to invest in a certain area, hire professionals or, then, reallocate funds and / or people.
Standardization of sales
Another factor that inside sales bring is the standardization of sales. This is not a closed script that must be blindly followed by sellers.
It is, rather, the work based on the mission, vision and values of each business. To show the customer not only what the company sells but what it is. It’s a standard sales pitch, but not a closed one.
And for this to happen in the best possible way, the inside sales need to be supported by the sales playbook. This document will contain requirements that need to be fulfilled by sellers when they are in contact with the customer.
Closing triggers, objection contouring, email templates… whatever. All the best practices need to be there.
Only with the internal sales model can it be consulted. You don’t imagine this happening in field sales, do you?
Some points are important when building your inside sales structure.
The application of the inside sales model
But, how then to sell internally in companies? That may be the question you are asking at this point, especially after reading the benefits that inside sales bring to organizations.
For this, it is necessary to structure:
Initially, invest in headsets for salespeople. They need to take notes while calling. So you both need to have a free hand and not need to lean over, holding the phone against your shoulder, right?
Then hire a sales system such as CRM Online to take control of the business process and organize the sales funnel.
Don’t forget, of course, to physically structure the place. Adequate workstations, quality internet, new computers and video conferencing tools – most are free.
Finally, don’t overlook 3 important points:
1 – Produce quality content
The work of inside sales is heavily supported by inbound marketing strategies. You need to attract potential customers with quality content.
Let the creativity flow. The most common forms are texts on blogs, eBooks, infographics, webinars, among others.
Attract people by giving them things that make sense. By gaining your trust, she will feel safer to give her contact and later buy from you.
2 – Invest in training – lots of training
Training, training and more training. The inside sales model depends a lot on constant improvement by everyone involved.
This part can be assigned to a sales consultant, for example. Coaching and agile methods are also good ways to bring out the best in each salesperson, as well as accelerating knowledge and sharing within the field.
3 – Give time to time
It is not overnight that this model will be successful in the company. As mentioned above, process improvement needs to be constant.
There must be discipline from the sales team when filling out the CRM. It is through the data entered there that it is possible to identify which opportunities are open and at what level they are.
Only then will it be possible to have complete reports on what each salesperson did and how the work was performed. And from there, have insights to make your business inside sales work even more effective.
So, how can we help you?
If you have any questions about the text or want to understand the role of CRM in your inside sales strategy.
Take the opportunity and read two articles that will help you in your day-to-day in the commercial area.
The first talks about how to create a healthy sales routine in companies.
The second is about how to set realistic goals and objectives for any business.
The inside sales model relies on technology to become more and more popular among companies. Depending on the segment, this is the only model currently used as it is a much cheaper alternative to the traditional ones. This is because it takes place within companies and is supported by phone calls, emails, video conferencing, chat applications, among others. But…