Inside sales, which involves approaching a company’s prospective customers through internal communication rather than visiting them directly to discuss business, is attracting attention.
There is a growing trend towards systems that efficiently carry out sales activities from outside to inside, using methods different from traditional processes.
We will analyze the points necessary to lead a company’s inside sales to success, such as the reasons why inside sales have begun to be emphasized in various companies and the points to be noted when setting KPIs necessary for sales success.
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What are inside sales KPIs? Also introduces key points for setting KPIs
What is inside sales?
In recent years, many companies have been focusing on inside sales.
Inside sales
, also called internal sales, is a process in marketing and sales operations.
This is a sales method that involves independently assessing the likelihood of a company’s customers and the probability of closing a deal, prioritizing sales, and maintaining relationships with each of them.
Approach customers who have high prospects and are likely to close a deal soon, and create a system that allows you to respond immediately to customers with low prospects while waiting for a sales opportunity to arise. Since it is possible to conduct sales efficiently without face-to-face contact, starting with the customers with the highest probability of concluding a business deal, many companies that want to acquire their own customers while saving time and costs are taking initiatives to introduce in-house sales. It’s progressing.
Build relationships with customers
What is important in inside sales is “what kind of relationship do you want to build with your customers?”
Each person in charge discovers customer needs and proposes their own products and services. In this process, the key points will be how to build a relationship of trust with customers and when to propose a business negotiation (conclude a contract), which is called closing.
If the person in charge decides that it is not yet time for a business negotiation, they should focus on maintaining a good relationship while maintaining a distance from the customer, and gradually increase the frequency of contact to create a time for proposals. go. Of course, setting KPIs is also important in order to accurately understand the situation.
Below, we will explain the points you need to know when setting KPIs for inside sales.
Points for setting KPIs in inside sales
In online sales such as inside sales, it is necessary to establish a relationship with a customer and then determine the specific timing to conclude a contract. It is important to numerically manage the number of prospective customers you are responsible for and the conversion rate, and to correctly set KPIs for closing a contract.
When setting KPIs, it is important to keep in mind that the goals of in-house sales and out-of-house sales should be unified and shared, as shown in the diagram above. It is necessary for both internal and external parties to work together to follow up on customers and work toward the goals they have set. Detailed criteria will need to be clarified, such as how likely the prospects are to pass the baton from inside sales to field sales and conduct business negotiations to conclude a contract. Internal and external collaboration is an important point that can be said to be the key to achieving KPIs.
It may also be helpful to refer to the KPI settings of other companies with similar products and services. Another method is to learn about initiatives that can be adopted from companies that have achieved significant growth, and review and improve the company’s KPIs that have been set so far. It is also important to set reasonable and realistic numbers towards your goal.
summary
In order for business negotiations to be successful, it is necessary to communicate all information to the person in charge of each department and create a smooth flow up to the conclusion of a contract. In order to achieve the KPIs set for each department, the entire company aims for the same goal and shares information. By collaborating within the organization, the chances of business negotiations going smoothly will increase.
Companies aim to grow with customer success as the top priority and engage in profitable sales activities by introducing inside sales that saves time and costs.
Reference source:
What are inside sales KPIs? Also introduces key points for setting KPIs