{"id":7889,"date":"2021-06-18T09:30:00","date_gmt":"2021-06-18T04:00:00","guid":{"rendered":"https:\/\/kylas.io\/?p=7889"},"modified":"2023-04-24T10:11:21","modified_gmt":"2023-04-24T04:41:21","slug":"small-business-growth-inside-sales","status":"publish","type":"post","link":"https:\/\/kylas.io\/en\/business-growth\/inside-sales-benefits-small-business-growth","title":{"rendered":"What is Inside Sales and How Can it Benefit Your Small Business Growth?"},"content":{"rendered":"\n<p class=\"has-medium-font-size\">If you\u2019re reading this, you\u2019re most likely to scale your businesses. As a result, you&#8217;re setting up your sales function or your own&nbsp;inside&nbsp;sales department to achieve small business growth. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Undoubtedly, the need for inside sales accelerated during and post-Covid world. Since inside sales primarily involve teams to market online, many companies adopted technology that helped attain small business growth. In fact, study shows that <a href=\"https:\/\/www.semrush.com\/blog\/small-business-stats\/\"><span style=\"text-decoration: underline;\">84%<\/span><\/a> of small enterprises are now using at least one digital platform to share their products.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Setting&nbsp;up an independent sales team is a great indicator&nbsp;of&nbsp;small business growth.&nbsp;As you might know by now, there are a few types of functions in sales \u2013 not all roles involve being out in the field, meeting leads,&nbsp;and <a href=\"https:\/\/kylas.io\/sales-techniques\/sales-closing-techniques\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\">cracking deals<\/span><\/a>. Inside sales is one such function that leads to <a href=\"https:\/\/kylas.io\/business-growth\/why-is-crm-important-for-small-businesses\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\">small business growth<\/span><\/a>.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Let\u2019s start from the top!&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-ht-block-toc  is-style-outline htoc htoc--position-wide toc-list-style-plain\" data-htoc-state=\"expanded\"><span class=\"htoc__title\"><span class=\"ht_toc_title\">Table of Contents<\/span><span class=\"htoc__toggle\"><svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"16\" height=\"16\"><g fill=\"#444\"><path d=\"M15 7H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1z\"><\/path><path d=\"M15 1H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1zM15 13H1c-.6 0-1 .4-1 1s.4 1 1 1h14c.6 0 1-.4 1-1s-.4-1-1-1z\"><\/path><\/g><\/svg><\/span><\/span><div class=\"htoc__itemswrap\"><ul class=\"ht_toc_list\"><li class=\"\"><a href=\"#htoc-what-is-inside-sales\">What is Inside&nbsp;Sales and Does it Help in Small Business Growth?<\/a><\/li><li class=\"\"><a href=\"#htoc-what-role-does-it-play-in-the-larger-sales-function-for-small-business-growth\">What Role Do Inside Sales Play in the Larger Sales Function for Small Business Growth?<\/a><\/li><li class=\"\"><a href=\"#htoc-is-the-only-difference-the-location\">Is the Only Difference the Location?<\/a><\/li><li class=\"\"><a href=\"#htoc-here-s-how-an-inside-sales-team-can-benefit-small-business-growth\">Here\u2019s How an Inside Sales Team Can Benefit Small Business Growth<\/a><ul class=\"ht_toc_child_list\"><\/ul><\/li><li class=\"\"><a href=\"#htoc-3-steps-to-hiring-a-great-inside-sales-team-for-small-business-growth\">3 Steps&nbsp;to Hiring&nbsp;a Great Inside Sales Team for Small Business Growth<\/a><ul class=\"ht_toc_child_list\"><\/ul><\/li><\/ul><\/div><\/div>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"ub-styled-box ub-notification-box\" id=\"ub-styled-box-0a70307d-33c7-4fcf-ae8a-884fc8007291\">\n\n\n<p style=\"font-size:22px\">Sales collaboration can be challenging, especially when working remotely. Empower your team to work more productively and efficiently with <a href=\"https:\/\/kylas.io\/features\/collaboration\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\">Kylas<\/span><\/a>! <\/p>\n\n\n<\/div>\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-what-is-inside-sales\"><strong>What is Inside&nbsp;Sales and Does it Help in Small Business Growth?<\/strong><\/h2>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\">Inside sales refer to sales activities conducted&nbsp;usually&nbsp;from within&nbsp;an&nbsp;office\/workspace. Essentially, the salesperson(s) does not travel&nbsp;to&nbsp;meet clients&nbsp;in person,&nbsp;hold meetings with leads.<\/p>\n\n\n\n<p class=\"has-white-color has-text-color has-medium-font-size\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">Selling in this case is mostly&nbsp;done via call or video conferencing software.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-what-role-does-it-play-in-the-larger-sales-function-for-small-business-growth\"><strong>What Role Do Inside Sales Play in the Larger Sales Function for Small Business Growth?<\/strong><\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Inside sales is the counterpart to field sales or outside sales, whichever way you call it. Between your inside sales team and your outside sales team, you handle all lead sourcing, lead management,&nbsp;and <a href=\"https:\/\/kylas.io\/sales-techniques\/lead-qualification\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\">lead conversion activities<\/span><\/a>. The role of both these teams usually ends with closure.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Then, you have the customer success and customer support teams. They play a larger role in nurturing clients that have been closed by your inside&nbsp;or&nbsp;outside sales team.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-is-the-only-difference-the-location\"><strong>Is the Only Difference the Location?<\/strong><\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Sometimes, yes, but not always.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Because an inside sales team is more cost-efficient (having eliminated overheads such as travel, food &amp; beverage, etc.). In fact, many companies keep their inside sales teams spending time lead hunting, making the initial sales pitch, and qualifying leads.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Because of this, traditionally,&nbsp;inside sales&nbsp;was&nbsp;considered&nbsp;more of a grunt work role. Moreover, lesser in corporate rank than outside sales. Pay levels too, varied greatly between the two teams, with outside sales executives getting paid vastly more.&nbsp;<\/p>\n\n\n\n<div style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\">Today, however, consumers get more comfortable making&nbsp;buying decisions remotely. This is because technology brings greater&nbsp;autonomy&nbsp;to the hands of salespersons. It ensures inside sales teams do it all&nbsp;&#8211;&nbsp;right&nbsp;from lead seeking to closures.&nbsp;<\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">In fact, as recent events cause a shift to a completely remote sales workforce, changes in approach and perception are becoming the need of the day.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">As one&nbsp;<a href=\"https:\/\/hbr.org\/2020\/10\/now-is-the-time-to-shake-up-your-sales-processes\" target=\"_blank\" rel=\"nofollow noreferrer noopener\"><u>HBR<\/u><\/a>&nbsp;article puts it, \u201cAs selling shifts from field sales to inside sales to digital channels, the pay level for each sales role needs to adjust to match the work performed and value added.\u201d&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">So, you must be wondering, why do you need an inside sales team?&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-here-s-how-an-inside-sales-team-can-benefit-small-business-growth\">Here\u2019s How an Inside Sales Team Can Benefit Small Business Growth<\/h2>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-1-they-know-the-power-of-understanding-your-customer\" style=\"font-size:22px\">1. <strong>They Know the Power of Understanding Your Customer<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Inside salespersons are used to doing research into leads, as part of their homework&nbsp;before the initial sales pitch. This is one of the most powerful skills to have today&nbsp;that can directly affect small business growth.&nbsp;&nbsp;<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\">\u2018The customer comes&nbsp;first\u2019 is&nbsp;well known, but few people understand it better than the inside sales team. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color has-medium-font-size\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">They are used to having to understand their audience and their needs. Based on this, they can plan how your product will answer them because that is one of the key steps for them to be successful.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">They invest time in understanding who your audience is, where they live and work, what is their biggest pain point and what they really need in terms of a solution. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">When it comes to selling, that&nbsp;kind of&nbsp;understanding is pure gold.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-2-they-need-minimum-training-to-fulfill-all-your-sales-requirements\" style=\"font-size:22px\"><strong>2. They Need Minimum Training&nbsp;to&nbsp;Fulfill All Your Sales Requirements<\/strong>&nbsp;<\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">In today\u2019s remote working scenario, you may at some point need team members who can be all-rounders.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Sales is the first department to feel the pressure of revenue in these tough times. So an all-hands-on-deck situation isn\u2019t always a farfetched idea, especially for growing businesses.&nbsp;<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\">In this case, it is easier to train inside salespersons on how to close clients, than to train outside salespersons on doing in-depth research and qualifying leads.<\/p>\n\n\n\n<p class=\"has-white-color has-text-color has-medium-font-size\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">Traditionally, outside salespersons are more impatient to get results. They are also more likely to follow leads that may not be completely qualified.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">A few sessions on closing and some mock&nbsp;sessions to practice techniques train a competent inside salesperson to handle the entire funnel.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-3-they-understand-the-importance-of-a-customer-relationship\"><strong>3.&nbsp;They Understand the Importance of a Customer Relationship<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">An inside sales team is used to&nbsp;working on customer relationships rather than just selling. They look at their role in sales as the first step to drawing in the customer. Since they spend so much time understanding the customer, they are able to create a rapport.&nbsp;<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\">More importantly, they understand the impact of creating that rapport on the end sale.&nbsp;<\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">In this day and age, consumers are the results of a company&#8217;s success. So, an inside sales team takes the time to do the little things that build a relationship with customers. <\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">This impacts the end sale and the churn rate. Customers that feel more nurtured and understood by a company are more likely to stick around.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-4-they-are-used-to-being-efficient-and-chasing-leads-with-a-deadline\" style=\"font-size:22px\"><strong>4.&nbsp;They Are Used&nbsp;to&nbsp;Being Efficient and Chasing Leads&nbsp;with&nbsp;a Deadline<\/strong><\/h3>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\">You\u2019ll&nbsp;often observe field sales executives making a rookie mistake \u2013 chasing a sale that\u2019s just not going to close, not going to bring the return on investment, or not going to stick around long term.<\/p>\n\n\n\n<p class=\"has-white-color has-text-color has-medium-font-size\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">It ends up being an inefficient use of their time.&nbsp;<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">However, this isn\u2019t something you see with an inside sales team.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Because they are equipped to qualify leads on objective parameters, they tend to be more on point about&nbsp;investing time in leads that will work out. This makes them an ideal resource not only to qualify leads and pass them on, but also to take the conversation forward and pitch to that lead.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">This also makes them ideal for&nbsp;small business growth&nbsp;\u2013 businesses that need to scale and make optimum use of resources and time, with maximum revenue realized from&nbsp;each&nbsp;sales activity.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-5-are-used-to-leveraging-technology-to-do-a-better-job\" style=\"font-size:22px\"><strong>&nbsp;5.&nbsp;They Are Used to Leveraging Technology to Do a Better Job<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Working hand in hand with sales software such as a sales CRM for small business growth can be second nature to an inside sales executive if they have prior experience. This is important when you\u2019re growing \u2013 a <a href=\"https:\/\/kylas.io\/sales-effectiveness\/small-businesses-need-sales-crm-software\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\">sales CRM<\/span><\/a> is an indispensable tool.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Sales CRMs are often used by inside sales teams to sort through incoming leads. It helps them mark them as qualified or unqualified and pass them on&nbsp;to the core sales team.<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\">They\u2019re also in the habit of filling out lead detail fields and ensuring that lead data is thorough. This means that they\u2019re well aware of the importance of sales reporting &amp; maintaining a line of sight using that very data.<\/p>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">While other sales executives may consider a software or tool superfluous to their responsibilities and skillsets, an inside sales executive understands that the more thoroughly you use the software, the better it can help you close a deal. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">They consider it an asset to their work and career path.<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">This is beneficial because you won\u2019t have to struggle to get an inside sales team to use software bringing you rich data and insights without the hassle of&nbsp;having to maximize software usage.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n<div class=\"ub-styled-box ub-notification-box\" id=\"ub-styled-box-0b1c2148-4a10-4379-a3e8-d0bbce1208e1\">\n\n\n<p style=\"font-size:22px\">Businesses need to connect with various third-party platforms and tools for their daily operations. Choose<a href=\"https:\/\/kylas.io\/features\/integrations\" target=\"_blank\" rel=\"noreferrer noopener\"> <span style=\"text-decoration: underline;\">Kylas<\/span><\/a> for seamless integrations and simplified sales processes. <\/p>\n\n\n<\/div>\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"htoc-3-steps-to-hiring-a-great-inside-sales-team-for-small-business-growth\"><strong>3 Steps&nbsp;to Hiring&nbsp;a Great Inside Sales Team<\/strong> for Small Business Growth<\/h2>\n\n\n\n<div style=\"height:40px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-1-plan-your-sales-team-structure\" style=\"font-size:22px\"><strong>1.&nbsp;Plan Your Sales Team Structure&nbsp;<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">As we mentioned earlier, an inside sales executive could \u2013 in these times \u2013 very much take care of the whole funnel. The boundaries are blurred, and responsibilities can get hazy. For the sake of your team and to bring in accountability, you need to create a clear team structure.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Here are some questions to ask&nbsp;yourself-&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<ul class=\"has-medium-font-size\"><li>Are you going to have an inside sales team&nbsp;and<em>&nbsp;<\/em>an outside sales team? Or will your inside sales team handle the entire funnel?&nbsp;<\/li><\/ul>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Will you have different inside sales executives handling different parts of sales? Will a few people be responsible for outreach sales channels, while others handle incoming leads?&nbsp;<\/li><\/ul>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<ul class=\"has-medium-font-size\"><li>If they\u2019re only handling the top of the sales funnel, how will you structure which channels\/leads are handled by which executives?&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-2-hire-across-the-board\" style=\"font-size:22px\"><strong>2.&nbsp;Hire Across the Board<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Don\u2019t just start with a couple of junior executives to handle some outreach calls. Hire someone at the sales manager level. Also, someone at a senior executive level,&nbsp;and also at the junior executive level (the total number of people is up to your budget).&nbsp;<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n\n\n<p class=\"has-medium-font-size\">This is because you need a sales team that can truly deliver on your investment. <\/p>\n\n\n\n<p class=\"has-white-color has-text-color has-medium-font-size\">.<\/p>\n\n\n\n<p class=\"has-medium-font-size\">As a growing company, a couple of&nbsp;junior&nbsp;inside salespersons&nbsp;aren\u2019t&nbsp;going to cut it for long, but a well-formed inside sales team, however small, can help you reach greater heights with a lot less fuss.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\"><u>Inside sales manager<\/u>&nbsp;\u2013 handles the strategy, such as the planning of which channels to optimize and use, as well as the rest of the team. Directly reports to you and brings you insights &amp; recommendations.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\"><u>Senior inside sales executive<\/u>&nbsp;\u2013 comes with enough experience that you don\u2019t need to train them on skills or sales&nbsp;best practices. This is where you see the most return on your resource investment.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\"><u>Junior inside sales executive<\/u>&nbsp;\u2013 is just starting out in the sales field and needs some support, for which they rely on the senior executives and&nbsp;the sales&nbsp;manager. These are your long-term investment \u2013 you can mold them as needed and if they\u2019re really promising, they could be heading the sales team tomorrow.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">And if you are unsure on how to attract and hire the right talent, read this&nbsp;<a href=\"https:\/\/kylas.io\/sales-effectiveness\/how-small-businesses-can-attract-and-hire-the-right-talent\/\" target=\"_blank\" rel=\"noreferrer noopener\"><u>piece<\/u><\/a>&nbsp;to clear all your&nbsp;doubts.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"htoc-3-know-what-you-want\" style=\"font-size:22px\"><strong>3. Know&nbsp;What&nbsp;You&nbsp;Want<\/strong><\/h3>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">The only way to measure the <a href=\"https:\/\/kylas.io\/sales-motivation\/sales-motivation-and-what-industry-leaders-have-to-say-about-it\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"text-decoration: underline;\">success of a&nbsp;sales&nbsp;team<\/span><\/a> is to have a clear idea of the output you want.&nbsp;Know what metrics you want to measure (and we\u2019ll suggest some below), and make those a clear part of your hiring process.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">For example, if your inside sales team will only be taking care of the top of the funnel, here\u2019s what you should be measuring-<\/p>\n\n\n\n<div style=\"height:15px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"alignright size-large is-resized\"><img data-\nsrc=\"https:\/\/kylas.io\/wp-content\/uploads\/2021\/06\/10-1-1024x860.png\" alt=\"man on a magnet\" class=\"wp-image-7919 lazy\" width=\"250\" height=\"210\" title=\"man on a magnet\" srcset=\"https:\/\/kylas.io\/en\/wp-content\/uploads\/2021\/06\/10-1-1024x860.png 1024w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2021\/06\/10-1-300x252.png 300w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2021\/06\/10-1-768x645.png 768w, https:\/\/kylas.io\/en\/wp-content\/uploads\/2021\/06\/10-1.png 1500w\" sizes=\"(max-width: 250px) 100vw, 250px\" \/><\/figure><\/div>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Number of outbound calls&nbsp;<\/li><\/ul>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Meetings scheduled\/pitches made&nbsp;<\/li><\/ul>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Number of qualified leads&nbsp;<\/li><\/ul>\n\n\n\n<p class=\"has-white-color has-text-color\">.<\/p>\n\n\n\n<ul class=\"has-medium-font-size\"><li>Deal size&nbsp;<\/li><\/ul>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Once you know this is what you\u2019re going to be measuring, you might want to look for junior team members who are extremely efficient (maximizing&nbsp;the&nbsp;number of outbound calls), senior team members with great customer understanding (increasing qualified leads), and so on.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Besides skills, experience, and your company culture, your success areas should directly impact whom you hire.&nbsp;<\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<hr class=\"wp-block-separator has-css-opacity\"\/>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">With that, we hope you\u2019re ready to jump into the world of inside sales and set up your team!&nbsp;With today\u2019s COVID-dominated business landscape, this may well be the only sales team you need \u2013 if you hire well. <\/p>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<p class=\"has-medium-font-size\">Either way, if you have any questions about building a sales team&nbsp;for small business growth, we\u2019re here to answer! Just drop a line in the comments section below.&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>If you\u2019re reading this, you\u2019re most likely to scale your businesses. As a result, you&#8217;re setting up your sales function or your own&nbsp;inside&nbsp;sales department to achieve small business growth. Undoubtedly, the need for inside sales accelerated during and post-Covid world. Since inside sales primarily involve teams to market online, many companies adopted technology that helped &hellip; <\/p>\n<p class=\"link-more\"><a href=\"https:\/\/kylas.io\/en\/business-growth\/inside-sales-benefits-small-business-growth\" class=\"more-link\">Continue reading<span class=\"screen-reader-text\"> &#8220;What is Inside Sales and How Can it Benefit Your Small Business Growth?&#8221;<\/span><\/a><\/p>\n","protected":false},"author":23,"featured_media":14791,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"inline_featured_image":false,"ub_ctt_via":"","footnotes":""},"categories":[14],"tags":[4,17],"acf":[],"featured_image_src":"https:\/\/kylas.io\/en\/wp-content\/uploads\/2021\/06\/PB-Banner-Guide-Images-ONLY-5.jpg","author_info":{"display_name":"Shagun Sharma","author_link":"https:\/\/kylas.io\/en\/author\/shagun"},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v21.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>What is Inside Sales and How Can it Benefit Your Small Business Growth?<\/title>\n<meta name=\"description\" content=\"Hiring an inside sales team for your small business growth? 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