Inside sales hiring and staffing is exploding. Sales Readiness Group's Norman Behar points out in a recent post on SRG's blog that inside sales is now "increasingly sophisticated and the preferred method of selling for many products and services that were traditionally sold by field based reps." He sites a growth rate of 17% for inside sales staffing growth.
Technology underpins the trend – not only by enabling tele-selling, but by reshaping the expectations of buyers, who are both less reliant and less interested in interacting with traditional direct salespeople in the same ways they used to. Given their growing importance and numbers, inside sales' productivity is an increasingly strategic issue. Since inside staff tends to have less experience, and because inside selling roles are dynamic, there are real challenges to establishing new rep productivity.
Norman Behar and his colleague David Jacoby will address five factors critical to successfully onboarding new salespeople in an upcoming Sales Management Association Webcast, "Accelerating New Salesperson Productivity." The webcast is open to non members at no charge. Join us for the webcast 20 July at 2:00 p.m. Eastern Time (GMT -05:00).
