However, inside sales is not simply about having sales staff work from home. Here, we will introduce the specific methods and systems
for making inside sales successful.
Table of contents
Basic knowledge of inside sales
Characteristics of Inside Sales
Benefits of Inside Sales
Specific methods for implementing and operating inside sales
Transform all sales activities into inside sales
Shift part of sales activities to inside sales
Specific operation methods after implementation
An ICT system that matches inside sales
CRM or SFA (storage and management of customer information and sales history)
MA tools (customer contact automation, scoring, lead nurturing, etc.)
Cloud-based telephone tools (improving call efficiency, improving response quality, etc.)
Web conferencing system
summary
Basic knowledge of inside sales
Inside sales is a sales technique that was invented in the United States and is gradually spreading in Japan. It
originally attracted attention in the vast land area of the United States because of its effectiveness in reducing the travel costs of sales staff.
However, the benefits of inside sales are not limited to reduced travel costs.
Although Japan's land area is only 4% of that of mongolia b2b leads the United States, the benefits of inside sales can be fully enjoyed.
So what are the benefits
? We will introduce them along with their features.
Characteristics of Inside Sales
Using ICT and communication systems, sales activities can be carried out remotely (from remote locations)
Combined with working from home or teleworking, sales activities can be carried out without being restricted by time or place.
Benefits of Inside Sales
This is expected to reduce travel time and transportation costs for field sales, and alleviate the shortage of human resources.
By making full use of ICT tools ( MA , CRM , access analysis , SFA , etc.) , it is possible to adjust the timing and frequency of approaches, which is expected to reduce sales costs .
Since team play is emphasized over individual play, it is expected that team strength will improve .
Because it is an in-house job, it is easy to accumulate and share the personal know-how of field aces (such as sales talk that relies on intuition, tricks, experience, and sense) as knowledge .
As you can see, inside sales can bring benefits other than cost reduction
However, in order to enjoy these benefits, it is essential to utilize the appropriate methods and systems
Here, we will introduce the specific methods of inside sales .
Specific methods for implementing and operating inside sales
There are several possible patterns for implementing inside sales.
The optimal solution will depend on the rules and practices of the company and workplace. Here, we will introduce two
possible implementation patterns.
Transform all sales activities into inside sales
This is a method that literally integrates all sales activities from start to finish into inside sales . It is suitable for
products and services that do not require face-to-face guidance or on-site visits , BtoC products , small-scale contracts , etc .
Merit
Since the field sales portion is almost completely eliminated, the cost reduction effect is high.
Also, since the time required for each sales session is significantly reduced, the number of sales sessions can be expected to increase.
Disadvantages
Depending on the product, specifications such as the feel and benefits may not be communicated well, leading to lower order and contract rates . There will be a demand for the ability to communicate verbally in an easy-to-understand manner
even from a remote location .
Shift part of sales activities to inside sales
It is suitable for products with high contract prices or complex content.
BtoB products and services (systems and solutions for businesses) are examples of this.
If you need to go to the site to explain specifications and contracts, we recommend inside sales, which only retains the field sales portion .
Merit
By focusing field sales on only prospective customers with a high probability of signing a contract, you can expect to reduce costs
In addition, by handing over the actual closing to field sales, it will be easier to maintain customer trust and the contract rate.
Disadvantages
If the collaboration between inside sales and field sales is not smooth, it may be difficult to feel the benefits . It is necessary to utilize a system that
makes the collaboration smoother .
As such, it is important to choose an implementation method that suits your products and the nature of your business .
Next, we will explain how to operate the system after it has been implemented .
Specific operation methods after implementation
Prepare the necessary infrastructure (lines, telephones, a system for recording results, etc.) .
Create and prioritize calling lists .
Vary your approach based on customer attributes (such as changing the way you speak depending on gender or age).
Be conscious of "dialogue" and check the other person's level of understanding and feelings at each moment.
Speak as if the prospect is right in front of you .
To cover all of these, the person in charge needs to have administrative skills , high-level sales skills
, etc. However, since some of these abilities and skills are highly personal, many people find it difficult to accumulate them as know-how .
