Whether you’re a startup or a fast-growing company, you need inside sales.
With buyer behaviors continually changing and advances in communication technology, we’ve seen more organizations shift away from the traditional field sales in favor of an outside/inside hybrid model. Some have even made a full pivot to inside sales. In order to grow your business and stay competitive, you need to adapt to this increasingly digital landscape. But how?
How can my organization create its own inside sales team? How easy is it? What steps do we need to take and how long will it take?
This blog explains everything you need to know about recruiting, building, and retaining an inside sales team. We also discuss what we can do here at InsideOut to expedite this process while helping to mitigate risk, seamlessly plugging into your organization with our industry-leading inside sales knowledge and expertise.
Timeframe: how long does it take?
Building an inside sales organization doesn’t happen overnight.
You’ll need to recruit this team first, train them, and ramp them up before they become a truly effective asset to your business. This all takes time. If you’re operating in a dynamic, fast-moving market then you may not have that luxury.
Once you’ve committed to building your inside sales team, how long will this process take if performed internally? Most companies won’t have the experience, methodology, or specialist personnel, which results in figuring out how the process works through trial and error.
You could be looking at six months or more to establish an inside sales team. That’s compared to the 45 days when outsourcing your inside sales to our experts at InsideOut. This provides enough time for us to induct our sales reps and give them the specific training they need, learning everything from product and process to systems and tech, engaging them with you as an organization, and analyzing the value they could bring to your team.
During those 45 days, a tech stack will be developed to help this inside sales team in their daily activities. This isn’t as simple as buying the software and systems online and plugging them in – you need to ensure that everything is mapping and reporting consistently throughout your organization.
This is something that organizations can often miss, falling prey to one of the many pitfalls of building an inside sales team internally. Organizations will go out and buy a tech stack for their inside salespeople without thinking about how it should integrate with their marketing and field sales reporting tools.
So, overall, you’re looking at around 45 days to have a team of people ready, making sure they know the procedures and methodology while also having an adequate tech stack to support them and targets in place.