The Ultimate Guide to Inside Sales

Building your Inside Sales Team – A Guide for Sales Managers


Are you a sales manager who’s new to inside sales? Or, are you already running an inside sales team but just want to polish up your knowledge? The Ultimate Guide to Inside Sales is the place to start. You’ll learn how to staff, train, organize, motivate and optimize your inside sales team for peak performance.

What is inside sales?

Inside sales is the process of selling products or services by a team of sales representatives over the phone, by email or by other online channels. Inside sales reps generally serve as the “tip of the spear” and are often the first members of your sales team to engage with new prospects and represent your brand. They provide essential product information, answer questions and qualify new leads to ensure they are a good fit for your offering before handing them over to a more experienced account executive.

Inside sales managers recruit, train and coach one or more teams of inside sales representatives and are measured by the number of calls made, leads engaged, meetings booked and opportunities created.

Expanding businesses have crowded the market and are petitioning for the ever shrinking slice of buyer attention. Consequently, the role of insides sales is growing in importance. Businesses are now looking for new ways to improve conversion rates at all stages of their sales funnel and many are finding one of the most effective ways to build more pipeline is to build and nurture a skilled inside sales team.

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Did you know that just 5 minutes of preparation prior to calls boosts successful outcomes by 88%?

Why did we write the Ultimate Guide to Inside Sales?

Backed by Salesforce Ventures, NewVoiceMedia is one of the leading providers of inside sales software. We have worked with hundreds of insides sales organizations to deploy solutions that drive higher engagement rates and improved lead conversion. These companies have reported impressive results. For example, internet retailer Six Pack Shortcuts was able to cut training time down from 3-4 months to 3-4 weeks,increase the average number of calls made each month from just over 10,000 to 62,000 and increase deals closed per day by 127%. Luxury retailer, Ritani saw a 30% increase in sales performance in the first three months.

Not only do we license and distribute inside sales software, we also use it for our own insides sales team to drive the growth of our business.

We wrote this guide to share some of the insights we’ve collected over the years while developing our own sales team and working with insides sales organizations from companies around the world.

Who is the Inside Sales Guide for?

This guide was written for anyone interested in inside sales but is primarily geared toward sales managers and those who want to build and nurture their inside sales team. The content contained in this guide will also be valuable for sales operations managers who license and deploy software to support inside sales teams.

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