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The Top 5 FAQs for Outsourcing Inside Sales

Inside Sales Lead Management Featured Article

The Top 5 FAQs for Outsourcing Inside Sales
 
July 29, 2014

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  By Matt Paulson, TMCnet Contributing Writer
 


Outsourcing inside sales is a confusing process for many businesses, even if it winds up becoming highly profitable in the long run. The fact is, outsourcing a remote sales team has several benefits: it helps keep sales pipelines full during training periods, it allows for more opportunities to test message effectiveness, and it increases overall business intelligence. But how effective is it really, and how does a business get started?


Laney Dowling of Salesworks is an expert in the industry and has helped countless sales and marketing executives outsource inside sales teams. Here's a list of the five most common questions she found asked on the subject – as well as their answers:

How many monthly opportunities should I expect from an established team?

Dowling admits that this answer is highly variable and depends on several factors, such as average ticket price to titles being called as well as general lead quality. It will also take some time for a sales team to ramp up, often a couple of months. Ultimately, a fully ramped outsourced inside sales team should uncover somewhere between 8 and 12 quality leads every month.
Where should I buy my list?

Today's business customer has a broad selection of list procurement options, and picking the right one can be difficult. Because there are so many options, it is more important to think about business goals when selecting a list: high quality leads will need large databases with thousands of contacts, while smaller and better targeted lists will generally result in higher quality leads.

How will opportunities and data be shared?

Advanced CRM software is the fastest and easiest option for sharing this information, and is also by far the most efficient. Several software options will also allow you to select the most important metrics and quickly sort leads by them

How many calls should be made?

Focusing on the actual number of calls is far less important these days, especially with inside sales teams. Instead, focus on having between 8 and 12 quality conversations daily.

How do I measure lead quality?

Tracking leads is crucial to measuring quality, from every stage of the deal. If a prospect shows interest or requests a demo, this is a sign of a qualified lead: a prospect that says to call back in a year or two is not.


Edited by Rory J. Thompson

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