What is Inside Sales?
Inside sales refers to the sale of products, where all aspects of the process (Or the vast majority) are carried out remotely. The traditional steps of identifying, nurturing and then eventually converting leads, are all done via a phone or computer, without the need for face to face meetings.
Unlike traditional telesales which tends to focus more on quick low value products, inside sales often deals with high value products such as software. So for this reason it is very popular in the technology and B2B industries.
Large scale, global tech companies may have a whole inside sales team that includes different roles with varying levels of seniority. These will start from an Inside Sales Executive then progressively grow to Insides Sales Manager, Inside Sales Account Manager or Internal Account Manager, with a Head of Inside Sales leading the team. A smaller company or start-up may just employ one Inside Sales Manager to operate on behalf of the whole company.
Inside Sales candidates tend to be more technically skilled from an IT computer literacy aspect than their Field Sales counterparts, which allows them to work remotely and still provide a great service. Various digital tools are vital in their day-to-day work to contact customers, present, pitch, run demos and close deals. For Inside Sales, being technically savvy is a crucial skill. Some of the best Inside Sales candidates tend to have some of the following attributes:
- Proactive, fast thinkers.
- Confident communicators with a great phone manner in particular.
- Technology savvy, adept at CRM systems.
- Smart, analytical thinkers .
- Focused and strategic.
Recruiting for Inside Sales
Inside Sales is becoming increasingly popular as it is a much more cost-effective way to generate leads than traditional sales methods. Highly skilled and trained candidates with a science, technology and computing background are best suited to Inside Sales Manager roles, and as a recruiter, we understand how to attract top tier talent. If you are a start-up, technology or science company, we can show you how the right team could transform your business, so give us a call today.