Before settling on a revenue growth model, sales managers need to rethink their preconceptions about everything. And one more thing: Sales cycles, deal size, and even quotas are not the determining asia mobile number list factors they once were. But it’s still true that as much as 50% of new sales go to the vendor that responds first. So, whether inside sales or traditional field reps, everyone needs the training and tools to sell remotely.
While inside sales likely will be a critical component of your sales strategy going forward, let your customers’ needs and business objectives determine precisely how this sales function should fit into your revenue growth model.Inside sales reps were usually considered ideal for handling simple transactions, such as low-dollar purchases or returning customers. However, most sales managers doubted that inside sales agents could close complex, high-dollar deals.
It took the 2020 lockdowns to change the opinions of both sales leaders and B2B buyers. There’s no doubt that post-pandemic remote, virtual, digital business is here to stay. And yet, in terms of your revenue growth model, a holistic changeover to inside sales may not make sense.
That’s because both field and inside sales functions have their unique strengths. And from the standpoint of products, services, and expectations of buyers, every business is different. For this reason, modeling your revenue growth and determining how inside sales fits in that model requires you to assess several variables.
