Is prospect information shared with the sales department?

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Even if inside sales has improved the likelihood of receiving orders from prospective customers, sales activities cannot be made more efficient unless the information about those prospective customers is shared with the sales department (field sales). In other words, it is important to canadian ceo email database avoid a situation in which the field sales department, who actually conduct face-to-face sales, does not know the details of the contacts that inside sales have made up until now.

The solution to this issue of information sharing between inside sales and field sales is to use "IT tools." Specifically, it is desirable to use the following IT tools, which are cloud-based and allow data to be accessed on the go:

■ IT tools

CRM
(Customer Relationship Management System) Customer relationship information can be managed centrally
MA
(Marketing Automation) Logs such as website browsing and purchase history can be analyzed.
SFA
(Sales Support System) Task management, workflow functions, analysis functions, etc. to improve sales efficiency
Check 5: Have you set indicators (KGI/KPI) and reviewed them?
This is not limited to marketing/sales activities, but it is important to set numerical targets and implement the PDCA cycle . No matter how good your strategy and tactics are, there is no guarantee that they will all work out.

Specifically, set a goal (KGI) such as order amount and the intermediate goal (KPI) needed to achieve it, and review it at regular intervals.

Benefits of Introducing Inside Sales
We will briefly introduce some examples of how the introduction and utilization of inside sales has led to improved efficiency compared to traditional sales activities.

Previously, we could only handle five sales negotiations per day, but with the introduction of inside sales, we are now able to handle around 15 sales negotiations
The company was making around 120,000 visits per year, but by implementing inside sales, it was able to reduce travel time by around 6,500 hours.
By switching to online sales through inside sales, the number of sales negotiations has increased by 2.5 times. Furthermore, the success rate of sales negotiations is not significantly different between face-to-face and online.