In addition, over time, inside salespeople learn to identify the best leads—those that convert the fastest—in order to prioritize them and achieve their sales goals, leaving those that need further maturing for the moment when the monthly goal is met.
Some benefits of having Inside executives are:
A well-defined and strategic sales process
A shorter sales cycle
Ease of scaling the model at low cost
More time focused on the sale itself
Higher number of leads addressed
Considering that users can now complete up to 60% of the purchasing process on their own (at least in the discovery and consideration stages) before contacting companies that offer the solutions they need, we find that Outside Sales should focus only on those businesses with the highest long-term value and where face-to-face meetings are essential. However, for some companies - especially the most traditional ones - it is difficult to move from this business model to an internal or mixed one, as they fear losing clients by eliminating or reducing face-to-face contact, even knowing that executives must invest a significant amount of time in each lead they choose to visit.
But with digital transformation advancing by leaps and bounds in all industries and sectors, maintaining only external sales slows down the conversion of leads into clients, leaving a lot of room for competition.
While there is no magic formula or unique solution for structuring a sales team, as the decision will always depend on the market, the company's objectives, the industry and many other factors, it is worth considering more agile and flexible models that accelerate lead contact and conversion, whether:
Inside and outside sales teams working together
Hybrid sales reps working in inside and outside sales
It should be noted that each company and business sector is different mobile phone saudi arabia mobile number directory and must be carefully evaluated to determine which model best suits it, based on the needs and requirements of its clients.
Perhaps it is impossible for corporate banking executives to think at this time of changing a face-to-face meeting with their portfolio of products and services for a video call on WhatsApp, just as it is incredible for the sales force of a SaaS that they still travel from Argentina to Mexico to hold a meeting.
At first glance, it may seem like a hybrid sales team would have the best of both worlds, contacting many leads remotely and closing deals in person. But again, this will depend on the type of prospects, the lifetime value of the clients, the budget available and the company's objectives.