The Great Potential of Inside Sales
If your business is implementing an inside sales strategy, then there are a number of important factors that you should consider.
You company should have a set of specific objectives. It helps to know what you want to accomplish as a whole. If you want to add inside sales to your business agenda, then it is not enough to simply tell your customer service people to try to make the customers that they are helping to get them order again. The business should have objectives that are well thought out, measurable, and specific. Make sure you know what the results will look like and then you can work back from there. Your objective can be repeat customer sales or a prospect effort. You should have expectations of hourly, daily and weekly orders. You should also have expectations of how much sales you expect in terms of dollar amounts. You should also have a goal of how many dials to do per day, and how many contracts. You should also suggest products to your clients and determine how much of each you want to sell. If you don't do this thought process, then within 6 months your operations will be a muddle mess, check it out!.
Next, determine the people whom you will call or your target audience. When you are writing down your objectives, it is important that you know whom you will want to call. If you want to start a customer sales unit, determine your priorities. You can divide your customer list into segment. You can also segment by product line. Segmenting by product line would be easier if you sell products that requires a lot of ongoing knowledge. Then your sales line will be experts in specific lines. IF you want to begin a prospecting effort, then you should first analyze your current customer base. Look at what is common from among your customers. Then you can create a profile of your average customer.
Then you will need a list source . If you are calling existing customers then this will be easy. But if you want to add inside sales for prospecting purposes, you will need a source of names to call. Decide how to get lists of enough names to make your prospecting worthwhile. There are many list broker you can buy lists from and there are also online options, you can use directories from your local chamber of commerce or business organizations. Make sure that you have a criteria for your prospective. It is a waste of time to be calling people who are not interested or don't need your products or services. Look at your best customers and replicate them.
These are just some topics that can give you a starting point for any discussion of inside sales in your company.
Get further details at this link: https://blog.insidesales.com/prospecting/quality-prospecting-at-scale/
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