Tag Archives: “inside sales”

Inside Sales Growing at Expense of Field Sales?

12 Aug

Is Inside Sales growing at the expense of Outside Sales?

  • Some Sobering Sales Statistics – Another blog article that remarks on the trends of inside sales teams growing in importance and size while forecasts for the death of outside sales teams continue.

I’ve sold as & managed an inside sales group.  And I’ve done the same in the field so I can see both sides of this argument.  Perhaps has the market for a certain product matures overtime, the distribution of that product changes from field to inside to channel to online.  Are many big-ticket B2B products in a new market sold over the phone?  I doubt it.  But I’m sure the add-on sales of laptops once the vendor has been chosen is an easy sale over the phone or via the web.

So many professionals & businesses don’t see the end of their way of doing things.  Look at newspapers today.  Horse carriage manufacturers 100 years ago.  Is this the beginning of the end for outside sales?  Time will tell.

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Innovative View To Inside Sales Metrics

27 Apr

I worked with Trish Bertuzzi of The Bridge Group on a few inside sales consulting engagements when I ran PeakSales Consulting in the late ’90’s.

Her company specializes in improving the Insides Sales department, especially when the group is involved in the full sales cycle till close. So they’re well qualified to publish reports on Inside Sales Best Practices. Trish’s latest offering is the “Periodic Table of Insides Sales Metrics” which I think is a really neat way to summarize the important data relevant for building a top-tier Inside Sales Group. Best of all, the table is free to download from The Bridge Group website.

trishtable

If you’re local to Boston and would like to hear Trish speak, why not print out the table and get her to autograph it at the Sales 2.0 Conference on May 21, 2009? I’m first in line!

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