If you’re a fast-growing company that has just received funding, or is looking to expand into new markets, you will need to build an inside sales organization, and fast.
Having a dedicated team of inside sales reps is essential to outreach, booking appointments, and converting those leads passed on from marketing into sales, fulfilling the need of customers who may in turn become advocates of your product or service.
However, building an inside sales organization takes careful timing and planning, not to mention a large amount of resources.
This blog explains why you need to start building an inside sales organization now, how long this process will take, and other key considerations. We will discuss the risks that come with building your own inside sales organization internally, common pitfalls other companies encounter, and how the inside sales experts at InsideOut can help.
Recruiting, building, and training
Time is crucial when navigating a highly competitive market and industry.
However, as with most things, there’s getting things done quickly, and then there’s getting them done right.
This presents an issue for fast-growing companies as they need to have an inside sales team ready to help them in their go-to-market and handle the increasing demand as the company scales.
To make sure your inside sales organization is operating at a satisfactory level of efficiency – and that it becomes a valuable asset in the long term – careful steps need to be taken in sourcing suitable candidates.
“Getting the right people on the bus is hard”, says Tom Sullivan, CEO and President of SoundConnect. “If you don’t have enough of the right people, then you will try to do everything yourself. Leaders of rapidly growing companies wear too many hats, and it can prevent you from meeting your goals and growing your company like you should be.”
Recruiting is just the first step. You’ll also need to make sure your team has a versatile tech stack and processes in place. Then there’s training and gradually ramping up an inside sales organization. We haven’t even touched on how long it takes to create a culture within your company that fosters creative testing and experimentation – this isn’t something that can be built overnight.
Navigating the complex world of inside sales can be challenging for fast-growing companies and startups. Even for large businesses, it can prove daunting, especially when expanding into new markets.
Establishing an inside sales team can draw your focus away from core objectives and comes at a considerable cost. That’s not to mention the risks involved, and how time-consuming this process can be. If you’re operating in dynamic, fast-moving markets, you won’t have time to build an inside sales team, let alone ramp them up to the level of efficiency your business needs.