How to find an Inside Sales Representatives
The internet has affected how business is done in several industries. The sales industry is one. Back in the days, a sales rep is usually a person in company T-shirts and boxes of products in their car, and they were everywhere. Nowadays, they do the job better with emails, Facebook Messenger, Skype, and several other internet options.
Research has revealed that companies could save a lot by recruiting Inside sales rep. Statistics show that inside sales generate sales fifteen times faster than outside sales in the United States. This has led to an increase in the recruitment of inside sales representatives. SalesLoft reveals that for every outside sales rep hired, there are ten inside sales representatives employed by a company.
Who is an Inside Sales Rep?
In a Forbes article, Ken Krogue notes that inside sales reps are best referred to as “remote reps”. By this, an inside sales rep is someone who generates leads and makes sales in an office. This person does not visit the prospect at home or in the office, but with the use of technology and the internet, the sales rep connects with prospect and makes sales.
What Skills are Needed to be a Successful Inside Sales Rep?
The job of an inside sales rep requires some effort. As one, you’d have to do better than the outside sales rep. You’d have to understand your prospects without meeting them and ensuring sales are made. Here are some essential skills:
Core Sales Skills
There are some skills that have proven to be classic when it comes to sales. They are essential for every sales person – outside or inside. They are:
- Positive attitude and a strong work ethic
- Passion for lead generation and sales
- Interpersonal communication skills
Effective Research Skills
Anybody can do research, but not everyone can do it effectively. With Google, you can learn about a lot of things. However, as an inside sales rep who wants to understand a prospect and sell effectively, your research skills has to be topnotch. For instance, marketing research reveals that moms buy more gift items and housewares than men. Other research reveals that Baby Boomers and Gen Zers have more purchasing power than many other groups.
Good Communication Skills
Language is the basic tool of an inside sales rep’s job. The prospects don’t get to meet you in person, so, how you present yourself on the phone or via the internet will give the lasting impression about you. You don’t want to ruin your chances of making a sale before even pitching the product.
As an inside sales rep, you need to develop a profile that can be looked up. Most sales are not made with the first call. It, most times, takes thorough convincing and this takes time. You should know that your prospects may want to research you to know if you are who you say you are. Thus, build social media accounts that say more about you and link yourself to the industry you are working in. A LinkedIn account will really help.
Empathy makes you human and not just another voice at the other end of the phone. Prospects need solutions to their problems. This requires you to listen and understand their challenges. Listening ears will draw you nearer to prospects.
Technology and the internet have changed how we do business, and players in the industry must move with the change. Customers are constantly hunting for the best deals on the internet and that is your opportunity. Plug into that want right from your office and put the best to work in your sales pitch