How to Integrate Field and Inside Sales and Win More Deals
Posted: Wed Dec 18, 2024 4:39 am
Start at the top, recognizing that whether generated inside or in the field, sales are sales. Someone needs to be accountable for the big picture. For example, you might want to have a field sales manager and an inside sales manager who both report to a sales director or sales integration director.
Who Does What?
The sales director is responsible for working with both sales managers to determine who is responsible for what and why that’s the best use of resources. After all, there are many ways to cell phone number list climb a mountain, and you want to find the easiest, most efficient way to get to the top.
For example, it may be wise to have your inside salespeople work with out-of-the-way accounts because of the cost and time of a field rep traveling to those locations. Alternatively, you might decide to have your outside salespeople focus on more complex sales activities while the inside reps handle maintenance activities within the same accounts.
Roll-Out Rigor
When you roll out your sales integration plan, you don’t have to do it all at once. In fact, it’s better to take it one bite at a time. Such a process enables you to take care of any issues that crop up before you go nationwide. Also, you’ll learn about the financial impact of your new sales model. If it’s successful, that provides you with success stories. You can use them as ammunition to motivate other sales territories to embrace the change in how they do business.
Compensation Consistency
While you don’t have to pay inside and outside sales people the same amount of money, it’s helpful to structure their compensation packages in similar ways. For example, if the field sales reps receive salary, commission and bonuses, so too should the inside salespeople. Also, the same goals should feed into the bonus structure, providing all salespeople with a reason to march forward together.
Also, if inside salespeople are responsible for some of the accounts within a field sales rep’s territory, the field rep should also get credit for those sales. Likewise, they should both have the same sales goals for the territory. Shared goals and recognition are essential for encouraging teamwork.
Who Does What?
The sales director is responsible for working with both sales managers to determine who is responsible for what and why that’s the best use of resources. After all, there are many ways to cell phone number list climb a mountain, and you want to find the easiest, most efficient way to get to the top.
For example, it may be wise to have your inside salespeople work with out-of-the-way accounts because of the cost and time of a field rep traveling to those locations. Alternatively, you might decide to have your outside salespeople focus on more complex sales activities while the inside reps handle maintenance activities within the same accounts.
Roll-Out Rigor
When you roll out your sales integration plan, you don’t have to do it all at once. In fact, it’s better to take it one bite at a time. Such a process enables you to take care of any issues that crop up before you go nationwide. Also, you’ll learn about the financial impact of your new sales model. If it’s successful, that provides you with success stories. You can use them as ammunition to motivate other sales territories to embrace the change in how they do business.
Compensation Consistency
While you don’t have to pay inside and outside sales people the same amount of money, it’s helpful to structure their compensation packages in similar ways. For example, if the field sales reps receive salary, commission and bonuses, so too should the inside salespeople. Also, the same goals should feed into the bonus structure, providing all salespeople with a reason to march forward together.
Also, if inside salespeople are responsible for some of the accounts within a field sales rep’s territory, the field rep should also get credit for those sales. Likewise, they should both have the same sales goals for the territory. Shared goals and recognition are essential for encouraging teamwork.