Inside Sales 2017-05-22T17:26:30+00:00

Inside Sales

Understanding Inside Sales

Dials To Connects:

  • 12.73 dials to get a connection with a direct phone number.
  • 18.83 dials to get a connection when calling a general number.

Dials To Conversations:

  • 22.5 dials to get into a meaningful conversation.
  • 30+ dials required if it is a highly solicited division such as marketing, IT, or Senior Executives.
  • 3 Meaningful conversations required to get one appointment.

This means 60-90 dials to get one appointment!*

Inside Sales has redefined the sales process as much as the internet has redefined the buyers’ journey. Building a successful inside sales team is the right choice because the customer is now open to the remote selling process. Inside sales allows for a sales team to be more efficient and productive yielding a reduced sales cycle, faster scaling ability and a higher ROI.

However, there are many challenges to actually setting up an inside sales team.  Inside sales is much more than just metrics and kpis. Inside sales is a combination of art and science that requires the organization to invest in sales training and sales coaching beyond “smile and dial”.

The Harris Consulting Group will help you avoid the mistakes others have made. We have built, trained, and scaled 20+ inside sales teams. We will train your sales reps to professionally control the conversation. We will save you money, increase pipeline volume and velocity while reducing opportunity costs and driving real revenue.

Contact us for a no obligation discussion.
Ask us anything, we are here to help.

Schedule Your Analysis

The Harris Consulting Group

Give Your Inside Sales Team The Tools For Success
Get Started Today

Early Stage Startup:

Pre-Series A or less than $2 million in Funding

  • We may not have an office space yet.
  • We have no official sales process or sales methodology.
  • We know metrics and KPI matter, but they are not yet mission critical yet.
  • We are tracking sales on a white board or in excel.
  • Our CEO has been doing most of the sales up until now.
  • Our board is asking for forecasts but understands we are still early.
  • Our forecasting is 90% gut, 10% data.

Early Stage Start-Up Challenges:

Common Pains That We Hear:

  • We need to better manage inbound leads
  • We want to begin formalizing our sales process.
  • We think we need sales training.
  • We need to start doing some outbound prospecting.

Inside Sales Teams have changed the sales process to generate higher revenue in half the time as traditional sales.  The Buyers’ Journey has transitioned to a sales process where they expect instant access to resources before speaking with someone in sales.  Have you capitalized on this changing environment? Are you giving your Inside Sales team the edge they need to succeed? The Harris Consulting Group specializes in teaching your sales reps how to understand your buyer personas and match their pains with your solution.

Schedule Your Analysis

Expansion Stage Start-Up:

Post-Series A and Up to Series B

  • We have 2+ sales representatives.
  • We think we have a sales process.
  • We have a handful of use cases and logos to reference.
  • Some metrics and KPIs are being collected but we are not making data driven decisions.
  • We have no sales methodology, everyone is doing it their own way.
  • We are ready to divide and conquer inside sales team responsibilities.

Expansion Stage Start-Up Challenges:

Common Pains We Hear:

  • We are not sure what’s next: Sales Training, Hire Management, Hire Sales-Operations?
  • We know the inside sales team lacks the confidence to ask tough questions.
  • We know the inside sales team needs to improve their sales skills.
  • No sales coaching is happening other than a manager being a part of the sales calls.
  • Should we separate inbound leads from outbound prospecting?
  • We know we need more outbound prospecting.
  • 1:1’s are just glorified pipeline meetings.
  • Our board expects us to have a grip on sales forecasts.
  • We handle forecasting outside the CRM.

Inside Sales Teams have changed the sales process to generate higher revenue in half the time as traditional sales.  The Buyers’ Journey has transitioned to a sales process where they expect instant access to resources before speaking with someone in sales.  Have you capitalized on this changing environment? Build your Inside Sales team and give them the edge they need to success.  The Harris Consulting Group specializes in teaching your sales reps how to understand your buyer personas and match their pains with your solution.

Schedule Your Analysis

Growth Stage Start-Up:

Series C and Beyond

  • We have divided sales into: SDR’s, Mid-Market, Enterprise Sales Teams, or perhaps Field Sales Team.
  • We have a sales process in the CRM.
  • We have not adopted a formal sales methodology.
  • Sales training occurs at our annual sales meeting.
  • We make decisions based on educated guesses

Growth Stage Start-Up Challenges

Common Pains We Hear:

  • We have a sales process in the CRM but nobody follows it.
  • We have no formal sales methodology. Everyone does it their own way.
  • We struggle understanding the difference between sales training and sales coaching.
  • We do not trust the sales pipeline data in our CRM.
  • We cannot accurately forecast on a consistent basis.
  • We do not know how to leverage outbound sales prospecting best practices.
  • Our board demands more accurate forecasting.

Inside Sales Teams have changed the sales process as much as the internet has changes the buyers’ journey. Your buyer is more informed than ever before and does not want to speak with your sales team until they are ready.  Is your inside sales team ready to speak to them? Train your inside sales team to give them the edge they need to win more business.  The Harris Consulting Group specializes in teaching your sales reps how to understand your buyer personas, the buyers’ journey, and how to match their pains with your solutions.

Schedule Your Analysis

See Our Services
*Source: Vorsight