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.