The inside-sales guy used to be someone who made intro prospecting calls nonstop. Highly interruptive, bump-and-grind work.
It worked, and there are still people out there who are so good they can still make it work.
But for TempWorks today, we enjoy a constant stream of leads from web analytics, ppc and social media marketing, so the notion of paying someone to interrupt others all day runs counter to our corporate creed. It’s something that could boost profits a tad, but at a high opportunity and morale cost.
Mike’s insight is that inside sales isn’t what it used to be and cites three ways that the job has changed:
Operating in the world of phone prospecting and sales activity, we've seen three things in the market that support this trend:
- The experience of the average inside rep is far more than it was even 5 years ago.
- Companies are investing in the line item of inside sales/telemarketing as more of a strategy than a support activity.
- Accountability for performance, be it quota or deliverables, is the measure of performance; not dials or talk time (old school).
For TempWorks, and I suspect for many staffing companies as well, times have changed and we use inside sales to nurture leads, working lists of established contacts that we know want more information but aren’t necessarily sales-ready.