We’re shifting and growing in the demands we have of our salespeople. The type of sales volumes we need them to generate each year continues to expand.
Because of that, we need to make sure our outside sales force is not wasting a lot of time on the smaller accounts that could be handled by your inside team. It’s not that the outside sales rep disappears. It’s just it’s more of a team selling effort where the inside rep is contacting the customer more often than the outside person is.
You need this inside person to understand how to be more proactive in helping solve customer problems, looking at products and solutions that they can suggest when they are talking to customers, and also to make sure they’re part of your team’s account planning and briefings.
This level of proactive support by your inside team works best when you have your customer service people assigned to specific accounts. You can’t have anybody on your team taking care of an account, because frankly, then nobody will.
Today’s video talks about how to make your inside sales team members become more proactive in their support of your accounts…so you can sell even more!