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May 16, 2016
Sales  |  3 min read

4 Signs Your Inside Sales Team Needs Support

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Will Humphries

Telemarketing activities are commonly used to contact leads and land appointments. Unfortunately, inside sales teams are often too overwhelmed to optimize productivity, which impedes sales efficiency. In such cases, outside support from specialists is a possible solution.

Here are four signs your inside sales team needs support in reaching its telemarketing goals.

Bookings efficiency wanes

One of the most transparent signals that your inside sellers need support is when they fail to reach quotas. A lack of quality leads, which is usually a marketing responsibility, is one potential reason for missed targets on appointment setting.

It is of greater concern if your marketing system is producing a high volume of prospects, but your inside sales team is failing to efficiently make calls and set appointments. A common metric for measuring efficiency is average sales cycle. If your team’s average cycle exceeds industry norms or increases, you have cause for concern.

Rewards don’t motivate

Call centers routinely instill goal and rewards programs to maintain telemarketing motivation. As you track performance, inefficiency, gaps in productivity, and of course, missed numbers, all signal a lack of motivation.

Some gamification systems and rewards programs simply don’t incentivize inside sellers in a way that works. It is challenging to set up an effective and long-lasting motivation program in an environment where people make a lot of routine calls hour after hour, day after day.

Communication falls short

An effective, efficient sales cycle requires a seamless process and communication among different people. Marketing often sources leads, inside sellers make appointment setting calls, and then field reps go in for the sale.

When your inside sales team is overwhelmed, it is easy to get so caught up in making calls that communication takes a back seat. Reps might not enter important data into CRM profiles, which makes it difficult for field salespeople to prepare well for the first call. More involved face-to-face meetings to discuss problems are also overlooked.

Inside sales reps are part of a large selling process that requires internal communication for optimization.

Results are inconsistent

Telemarketers require a clear structure and organized environment to achieve consistent levels of productivity. If your team’s productivity is very volatile, it can signal an undefined structure and erratic calling behaviors.

On some days, reps may feel higher levels of motivation and mental energy, which results in more calls and higher efficiency. On off days, very few successful calls occur. A top-performing sales organization cannot afford such wild swings, as it impedes high return on investment.

Conclusion

The most obvious sign that your inside sales team isn’t cutting it is when you don’t achieve goals. Beyond that, look at how well motivation programs drive consistent performance. Communication systems and office structure are also key pieces to a highly efficient telemarketing function.

This article was written by Will Humphries from Business2Community and was legally licensed through the NewsCred publisher network.


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