This presentation provides few pointers on the critical success factors to build a successful inside sales group

1. AAyuja © 2013
Disclaimer: This presentation and the information provided here is indicative in nature and
should not be treated as views of the organization.
6 Factors Driving Inside Sales Success
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2. AAyuja Internal and Confidential © 2012
Metrics Management
Inside sales is a measurable, predictable
discipline. The focus should be on
tracking and managing to metrics that
are tied directly to your strategic plan
and are consistent with the activity levels
to reach targets and be successful.
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3. Consistent Lead Qualification and
Scoring System
Marketing and sales need to agree on the
potentially complex rating methodology,
document it and implement it consistently
company wide
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4. Easy Access to Pertinent Marketing
Data
Before making a call or sending an email
to a potential customer, inside sales reps
should have relevant information about
the account. This certainly should include
the standard information – names, titles,
contact information, but also market
intelligence and personal reference
information preferably easily accessible
through the CRM system.
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5. Consistent Sales Message
Inside sales reps need current call guides
or “sales scripts” that contains the right
message for a specific type of prospect,
delivered at a specific time in the sales
cycle. A script should be included for
leaving an effective voice mail, as well as
a list of FAQs that is updated on a
frequent basis.
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6. Customized, Automated Lead
Fulfillment
Sales collateral fulfillment should be a
pre-planned, multi-step, automated
process that is integrated within your
CRM application. If every inside sales rep
has to decide which brochure, white
paper, data sheet, case study or letter to
send to each prospect at various stages
of the sales process, the result will likely
be inconsistent and will not have the
impact required for success.
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7. Common, Consistent CRM
Technology Adoption – Company-
Wide
Inside sales groups must make an entry
each and every time a contact with a
prospective client occurs. The CRM
systems must be utilized for efficient and
timely “hand-offs” to/from the outside
sales group. When an inside sales rep
leaves or is promoted, the CRM system
will allow for a quicker, less costly ramp-
up of the new inside sales rep.
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The consistent use of the CRM system is critical to the inside
sales group as well as the entire sales and marketing
organization is critical to efficiency and effectiveness – and
the success of the enterprise.

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