Inside sales and remote work: how to maintain good performance?
There are many companies that already practice Inside Sales and they don't even know that the technique they adopted has that name. Have you ever wondered if yours is one of them? Find out if this is the case or even if this model could fit the type of service provided by your business!
To explain more about this remote work method that combines technology and efficiency, and is revolutionizing the sales sector of many brands, Clicksign has prepared a complete content on the subject. Read on to learn more!
What if your business has already joined Remote work, this article is even more interesting!
After all, what is Inside Sales?
Inside Sales is an English term that can be translated as “internal sales”. In other words, it is an enterprise model in which the employees responsible for the conversions don't have to go to the clients to try to close that deal. It is worth noting that in this approach style, digital tools are indispensable! This term appeared there in the mid-1980s as a way to define a new business configuration, and this data may give the impression that there is nothing new in this business model, or even that it is equal to Telemarketing. But, we have to tell you: that's not the absolute truth! In fact, there are already some great examples of projects that joined Inside Sales, because is this system effective and has a positive impact on the cash flow of that institution. However, it's not true to say that this type of sales is the same as telemarketing: in the model that is the focus of this post, the lead refinement process is much longer, in addition to the approach being more subtle and effective than other internal sales configurations already established in the market. Are you finding all this confusing? See what this system is like in practice and understand at once how it works!
How does this type of sales work?
Inside Sales is a business format that can be applied to both a company with hybrid work system, as in a case of 100% remote action. In it, sellers hold online meetings with Prospects — Leads qualified, that is, potential customers - and through these calls they create a relationship with the consumer, referring you through the stages of the sales funnel until the moment of conversion. The first meetings are to understand the pain and to further qualify your list of contacts. It is only after creating some type of relationship with the person that the collaborator enters with the offers of products or services, thinking of directly solving the problems identified in that case. Of course, from the first conversation, Inside Sales professionals are already beginning to direct their listeners to a path in which the products they offer will be the solution. Only then will the strategy be effective to be able to convert that Lead in the final consumer.
What is the difference between Inside Sales and Telemarketing
Although it seems like a very similar form of sale, there is a crucial difference between Inside Sales techniques and Telemarketing: while in the former The seller seeks to understand the prospect's pain and set up his convincing strategies to remedy this problem, the second one just follows a ready-made script to try to get the person to buy your services. In addition to this being an already tried and tested approach, many people are bothered by the level of insistence and argument of a telemarketer. This is because these collaborators already have in mind a list of ready answers, regardless of the customer's needs and how your product could solve them.
What are the benefits of this technique?
It is possible to see more and more companies becoming adept at Inside Sales practices and there are reasons for this. As well as other forms of work modified by digital advances, this sales methodology provides excellent benefits both for the corporation's internal income and for the personal development of each member of the team. Discover now the main benefits of implementing this system in your business!
Cost reduction
As we said before, internal sales are part of a model that allows employees to work remotely or in a hybrid way - some days at home and others at the company headquarters. That choice ends up reducing installation costs — and we know that there are not a few, right? In addition, because it is an internal sale, the travel costs that would occur in the style of external negotiations also cease to exist. Such a cut in funding ends up having a major impact on the financial sector and allowing this money to be reinvested at other points in the transaction”. By: “A funding cut like this has the potential to have a major impact on the financial sector and allows this resource to be reinvested at other points in the transaction.
Optimization of each seller's time
Stop to think about how much time each salesperson on your team ends up losing because they have to travel from one trading location to another. With the internal sales system, this waste is over and the minutes spent traveling can be reverted to more calls with potential new customers.
Increase in the operation's success rate
When we explained what Inside Sales is about, we talked about how the approach of this The method is more subtle and seeks to act directly on the pain of each lead, right? This increases the conversion rate and success of the operation, because with the improvement in the experience of these clients, they end up more likely to carry out the negotiation. This effect is also closely related to the fact that the internal sales professional first seeks to create a relationship with their final consumer, only to then offer the product itself.
Improved internal team satisfaction
Let's be honest, who doesn't like being able to wake up a little later to work? Remote or hybrid work systems have a great impact on employee satisfaction because they allow these people to carry out their tasks from the comfort of their home, being able to enjoy a little more of their night's sleep and without having to travel a lot. In addition, it is very clear how some transportation systems, which many workers have to take to go to the company's physical space, end up increasing the stress of this employee. Cutting these factors out of your team's daily lives, you It will increase the chances that they will work with more commitment and productivity — a good factor for them and also for your company!
Inside Sales Tools: How to Keep Your Team Productive?
Many managers end up being afraid to adhere to systems in which employees do not spend 100% of the time at the company's headquarters, with the fear that this will lead to a drop in the company's overall performance. But on the other hand, we must not forget that there are already many technological tools that optimize work in various areas of the market - and that are indispensable for Inside Sales! Therefore, it is worth mentioning some tools that will help monitor and improve the productivity of professionals specialized in these sales, even if they are working from home. Get to know some of them!
1. Team management platforms
Team management platforms are an efficient way for sellers and also for managers to have a overview of the activities to be performed or that were completed daily. In these systems, it is possible to write down general goals, assign obligations for one person or another, and even monitor the progress of each objective in a simple way. Using one of these you can quickly find out if any pending issues remain open or if a team member is unable to move forward with their obligations. This way, you can resolve any obstacle that blocks the operation as soon as possible!
2. CRM software
These software are tools that provide segmented and accurate data about each prospect, allowing the internal salesperson to understand the best approach to move that user to the next phase of the sales funnel until they are converted into a customer. The CRM's (Customer Relationship Management) they are databases that can be accessed quickly, generate reports and optimize teams' work of sales of your business. They also help when planning the next steps to have the desired effect on each project.
3. Digital signing of contracts
It wouldn't make sense to invest in the implementation of a remote sales system if, with each new closed negotiation, the employee had to travel to collect subscriptions in person. With the automations for contracts, It is possible to issue and sign documents digitally, while maintaining legal validity from the archive. In this way, the entire process of converting and closing the deal is maintained in the online environment, optimizing the operation and maintaining the policy of reducing travel expenses. Learn more about how these digitally signed documents work and how to confirm their authenticity, visit the post”Veracity of the document: how to consult a digital signature?“!
4. Cloud storage system
Just as it would be unproductive to need printed files and handwritten signatures to complete Inside Sales negotiations, you can't use sheets and more sheets of paper to record each of the conversions. Opt for cloud document storage solves organization problems and accessibility to important dataWith this system, it is possible to access a file, consult the recording of a call with your prospect, or check the terms of an agreement from anywhere, at any time! It's the kind of modernization that any company needs to stay ahead of the market! What did you think of this sales method? Count on the technological tools to keep your team productive and modernize your company with Inside Sales. Be sure to follow Clicksign's posts to keep up to date on other ways to always leave your business one step ahead of the competition, we're always updating the blog with more tips for entrepreneurs! See also our post about Design Thinking and learn more ways to innovate when solving your business problems. Until next time!
