If we were to think about how people purchase stuff nowadays and how they used to do it ten years ago, we would find that things have changed quite a little bit. Because of the technological advancements that were made so far and thanks to the Internet, people who are looking to buy things online are now doing extensive research before even contacting a sales representative – and this means that every sales team is required to adapt accordingly, just like people started to research interview questions to be hired before even applying for a job in their fields of work.
This is where the inside sales come in, as the ideology behind it can enable the sales representatives to use technology for everything, and it can assist all the way throughout a sale, starting from building the pitch and presentations to the product demos and closing the deal. This strategy started being used more and more since, in today’s world, customers are busier, and the time is often limited. According to a new study, in recent years, there has been a 15% growth on the inside sales teams’ number, and they are continuing to expand much faster than the field sales roles that we know.
Why Are Inside Sales the Future
The first reason that comes to mind is, clearly, the improvement of video conferencing and the fact that it will change the way we do things in the future. There are several available tools, such as Skype, Zoom, and WebEx, that give sales representatives the option to communicate easily and quickly with their customers without the need of being physically there. This can cut huge costs that are required for traveling, such as time and money.
For example, just think about the effort and the time that is invested in scheduling ten meetings with people in ten different locations around the country. Fun fact: Scientists have estimated that, in the future, around 85% of the buyer/seller transactions are expected to happen in an online environment, via video calls and social media. Video conferencing is the future, and the number of people joining this movement is exponentially growing from month to month.
Internet meetings will be a mandatory skill for any salesperson, as Internet meetings will slowly replace the typical face-to-face meetings, in which the salesperson delivers his speech and tries to sell his products/services to a potential client. Internet meetings have many pluses, such as:
- the time spent in traffic will be eliminated
- people from all over the world will be able to connect with each other in a matter of minutes
- traveling costs will be eliminated
- more free time for the employees, as they will be saving all that time spent commuting
In this scenario, technology plays an important part in enabling the sales team, as it can give them an edge by allowing the team to be more productive and efficient than their counterparts, that are on the field. This is one of the many reasons why inside sales have a massive momentum right now, as virtual meetings are starting to slowly replace the face-to-face classic business meetings. You can say goodbye to those long lunches and the rounds of golf that usually happen afterward.
You Will Find the Best Candidates in a Different Way
Even if we like it or not, the corporate world is going through some changes, and we will have to adapt, as businesses nowadays are starting to find the best candidates through different methods, and the traditional way of standard working hours will change towards more flexible people. Salespeople are starting to close out deals on their phones, even outside working hours. In this movement, the rise of inside sales has been an important part of supporting the change, ultimately resulting in a happier sales representative and an increased satisfaction factor for the customers.
The cost savings are increasingly substantial, as it has been observed how the average cost of sales has seen a significant drop of 50-90% in comparison with the traditional way of sales field. It is no wonder that inside sales teams are expected to replace the traditional way by the end of this decade. If you check this website here, you will be able to discover new methods, through which you can get emails and help your inside sales team to find the appropriate leads, and follow through with them.
Inside sales have a long list of pros that can speak for themselves, and if we were to look from a sales rep perspective, it is a more convenient method in comparison with the old-school field sales. It helps them focus more on their customers and less on travelling and commuting. This ultimately brings much happier sales reps that will be motivated to achieve their goals without wasting any time on unnecessary things.
Behaviors and Preferences are Changing
The buyers of today have the tendency to do exhaustive online research on the product they desire, and only afterward, they will contact a sales representative, meaning that they will already have most of the product knowledge. As a matter of fact, it is known that buyers are already at 60-90% of the buying process before even engaging a sales rep. With that in mind and the fact that your customers are probably facing a very busy schedule, it’s pretty easy to digest the fact that almost 70% of the customers are choosing to work with an inside sales team.
The way salespeople find contacts, has changed over the years, as social media profiles have become a gold mine when it comes to finding out their prospects’ areas of interest or requirements. As a result, you will be able to have personalized discussions with your prospect and increase the chances of building a stronger relationship. Now, to back this up with some statistics, we will have you know that a whopping 72% of the sales representatives have updated their sales process and added “social selling” in their repertoire.
The sales methods field has always worked so far, so we cannot discredit them and give up on them, as there is still a place and a time for the traditional methods. The fact that face-to-face business meetings have the ability to help you strengthen your relationship with a customer is undeniable, and it will surely contribute to the success rate of sales teams, bringing them closer to their business objectives.