article | January 31, 2017
6 Reasons You Should Rethink Inside Sales
Selling to customers directly when they want to buy from partners is a surefire way to miss the revenue goal. Selling to customers through partners when they want a direct relationship with your company is equally devastating. And within the direct and indirect channel model, there are multiple sub-models to consider. Coverage model decisions have never been this complicated for we live in the omni channel era. It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. Leverage the How to Make Your Number in 2018 to access a revenue growth methodology to hit your number quarter after quarter, and year after year.
Perhaps you’ve tried putting more (or different) feet on the street. You’ve done things like:
In the end, it’s not working. It takes too long to hire them. It takes too long to make them productive. It doesn’t make an impact on the in-year number.
You want to cover the market completely with direct and indirect sales channels. Maybe it’s time to re-think how you’re organized. But how? You’re wondering if your competitors are re-organizing to respond to these changes.
The answer is “yes,” but many aren’t putting more feet on the street. They are putting more feet in the building. Their own buildings. In the form of inside sales.
Get a jump on this by downloading the Inside Sales Test It has 5 critical questions to ask your customers about what they want. It will help determine if you should consider inside sales.
6 Reasons to Consider Inside Sales
Centralized inside sales increases field adoption and execution. You have a captive audience. Training, process improvement and enablement can be done daily, if needed. Ramp-to-productivity is shortened, getting you results faster from new hires.
What to Do Now
50% of solving a problem is defining it correctly. If you’re seeing some of these signs, it warrants further investigation. Start by downloading the Inside Sales Test. The customer is the #1 indicator of a market shift. You should start with them before thinking about re-organizing. This should take you about 3 weeks.
If the test approach validates your assumptions, you’ve now defined the problem. With your competition having already done this, you have catching up to do. If you would like a hand with this topic, visit us in Dallas at The Studio, SBI’s multimillion dollar, one-of-a-kind, state-of-the-art executive briefing center. A visit to The Studio increases the probability of making your number because the sessions are built on the proven strength and stability of SBI, the industry leader in B2B sales and marketing.