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Inside sales is when a rep sells primarily ‘inside’ the office over the phone and internet.  With the advancement in internet technologies, this type of sales job has become a lot more efficient and productive. Many people mistake inside sales jobs with telemarketing. This type of job is a little different. Telemarketing is more like when an agent calls you during dinner time to sell you long distance services or cable.  Much of inside sales is during normal business hours and mostly business to business.

Cold Calling

A big part of inside sales involves a lot of cold calling.  It can be anywhere from 50-100 cold calling dials a day depending on the job.  Some goes as high as 125 or 150 dials if it’s more heavily dependent on a lot of cold calling.

Cold calling is really a number’s game.  If you make the dials, you should be able to make the sales.  That is assuming that there is a sales model that has been developed.  If it has, you should know how many dials it takes to make a pitch to a prospect.  Then you have to know how many pitches it takes for you to make a sales presentation appointment.  You should also know how many presentations and follow up calls it takes to make a sale.

Sales Presentations

The advancement of the internet has allowed sales reps to do very effective presentations online.  Some even do webinars where they are able to have 10-20 people on a teleconferencing call to do a mass presentation in one shot.

Using video conferencing tools like Webex and Go To Meeting, sales reps can do great web demo’s and presentations online.  More and more people are getting used to doing these video conferences.  In addition, this method of presentations are less threatening to most prospects and a higher rate of them will agree to attend.  One of the challenges is to get them to actually show up at the appointed time. inside sales jobs