5 Challenges Faced By Inside Sales Professionals in India

5 Common Challenges Faced by Inside Sales Professionals in India:

Inside Sales Training

The recent time we can find that most of the B2B organizations hire Inside sales team. Many have recognized Inside Sales as key drivers for the revenue if done correctly. Thus, the expectation from this team is on a higher side in terms of revenue generation for the organization. The organization is adopted many criteria to hire the best of Inside Sales Professional from the Industry but, what are the common challenges that are faced by the inside sales team needed to be considered to help this department grow and able to perform as per the expectation of the organization.

Its true that sales are the backbone of any organization but, the challenges that are faced by this department needed to be taken care of the utmost priority.

We will discuss the most 5 common challenges faced by Inside sales Team is today’s ear.

·        Knowledge of your Product or Services:

It’s very important for every inside sales person to have a comprehensive understanding of the product/ solution to have a clarity of the features, benefits and the advantages that are offered to the customers. It's not only the sales aspects but the technology needed to be understood by the inside sales professionals. The more details about the product you know it’s always better for you to present the same to your prospects.

But, most of the organization lacking the time and resources to provide training to their inside sales team about their products and solution in detail. It’s up to the inside sales team how they can adapt to the product, process, and systems by themselves. The team should give preference to the self-learning process which itself is a challenge for them. Though is possible to overcome this challenge by going through the website, case-studies, press releases and different documents that are available to access. Your product is your world so it's important to build rapport with your prospects by giving them the desire information they want. After understanding your product and solution it is must know your competitors to position your unique selling point clearly, which can be low cost, high in quality or technological advancement, or after sale service.

·        Lack of quality in corporate database:

One of the important tasks for any Inside sales professional is cold calling. To maintain a healthy pipeline, one mostly depended on cold calling.

Cold calling involves calling to the decision makers in an organization and position the product and solution to the prospect / future customer.

Nowadays is very difficult to find out a corporate database provider with consistency, transparency, integrity, and respect.  Which in return provide a negative impact on the performance of the inside sales team. It’s important for inside sales team to have a quality database on their side to reach prospects quickly and converts them into a lead. But, this challenge can be overcome by using LinkedIn, which is a social site developed for business professionals. LinkedIn is useful is creating your own corporate database with decision makers list.

·        To maintain the Lead Quality:

It’s obvious that inside sales team need to hit certain numbers at the end of the week or month but, in this process its challenging to maintain the quality of each lead that inside team generates. The challenge is to increase the quality at the same time increase the quantity of leads.

To overcome this challenge it's important to collaborate with the marketing team and design some flyers and leaflets with the required content that can create impacts and able to bring desire response from the prospects.

Additionally, the conversation over the phone and email need to be checked and updated regularly to achieve meaningful conversation with the prospects and generate high-quality leads.

·        Regular Follow up:

Due to focusing on new lead generation we, the inside sales professional does not make regular follow up with the prospects we contacted earlier. Sometimes we assume that those corporates are not interested in the solution. This is where we lost many accounts. It's better to have a clarity on each and every account by taking a regular follow up on call or an email but, we should not be forcing our prospects for a reply.

Inside sales team should combine cold calling with Email to get a better response from the prospects and do proper follow up.

·        To be Nice:

Being nice is not just a sales lesson it’s a life lesson. One should not underestimate the power of being nice. The nicer you are to others the more people feel open and comfortable with you. When you are a nice person having a smile on your face more people will approach you. The same applies to inside sales professional. Even if you must face lots of rejections from your prospects you have to be nice to them. A nice positive person is always attracted to others. This rule needs to be remembered all the time.  

Hope this article will help you in your Inside sales Journey
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