Overview
Inside Sales may be one of the most exciting growth areas in many companies. Its champion performers are those that focus on the "triple crown" in Inside Sales: analytics, reporting, and automation, according to Tom Miller and Jeff Fontenot of Noble Systems.
1. Data analytics. Information-based decisions are better than arbitrary or judgmental decisions. Today's data analytics can give your reps a competitive edge and make sure they spend their valuable time talking to the best prospects.
2. Reporting. The results of sales activity, folded back into your prospect records, can yield equally powerful insights about whom to call and when – and with what value proposition.
3. Automation. You don't want to worry about compliance or have your top sales resources wasting time on cumbersome manual tasks, look-ups, and logs – not when technology can do it all better.
These advances may be sophisticated, but they are not complicated. The analytics can be easy to understand, the reporting can be easy to implement, and the automation should be easy, almost intuitive, to use.
1. Data analytics. Information-based decisions are better than arbitrary or judgmental decisions. Today's data analytics can give your reps a competitive edge and make sure they spend their valuable time talking to the best prospects.
2. Reporting. The results of sales activity, folded back into your prospect records, can yield equally powerful insights about whom to call and when – and with what value proposition.
3. Automation. You don't want to worry about compliance or have your top sales resources wasting time on cumbersome manual tasks, look-ups, and logs – not when technology can do it all better.
These advances may be sophisticated, but they are not complicated. The analytics can be easy to understand, the reporting can be easy to implement, and the automation should be easy, almost intuitive, to use.
