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Migration of the Sales Profession

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2014 is quickly shaping up to be a pivotal year in the significant shirt towards inside sales that is taking place. Today, with an uneven economy and advanced technologies that enable remote selling, sales organizations are abandoning their traditional route and shifting their teams from the outside in.

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Migration of the Sales Profession

  1. 1. 2014 Migration fife Sales Profession >>>j? * SHIFTING FROM THE OUTSIDE IN "mi 2014 is quickly shaping up to be a pivotal year in the significant shift towards inside sales that is taking place. Today, with an uneven economy and advanced technologies that enable remote selling, sales organizations are abandoning their traditional routes and shifting their teams from the outside in. Take a look at the very telling numbers behind the shift and why it's taking place. The Shift is Here Over the past two years, more than twice as many study participants reported moving to more of an inside sales model according to The Truth About the Field Sales to Inside Sales Migration Trend survey. 5-fié, d.S§, g.. 13591. Shiftiiig'(ji‘. ‘o‘. liisideSa”les , The Driving Force for Change Participants cited many influences for their sales model shift from field sales to inside sales: . I . .IananIiiIxvillisuniiallgimtuivipilulrixiir ‘Lani! II! i11¢IDIanJulIIxvwnrrV3anIQIIQIztuIDIanJulIIxvillisIanialngrztuivupmeurlxviluisunnialIgiutuivupmulIIxvilllsIrinialngiutuivupnxuvnxvilllsuHnralngrucuivupnxuruxvwnu. Realizing the Benefits of Inside Sales Sales leaders who've made the inside sales model shift cited many advantages: Ailowssales orgamzationtascalefaster , . T . ~:2_ - _ T Eriabtessaiésisrgsiiiiiticiiitirititreirsetaltiifiiri . E. mVlde§fi, _BEttE1'. ,S! fllEg§(TOP€l'| !tl'IlE5“a. )fldl'l'lld; l‘l'I3fl(EIICCOIll'lt§ Noting the Differences Accepting the Challenge 98% of sales leaders admitted that skill sets and characteristics AA—| SP performed a survey of more than 500 inside sales leaders between great inside and great field salespeople are quite different. and found the following top five challenges: -u. -.-nu u--. nuI-. -.r. -mu ll mi. -.-uv. -.-an u--, nuI-. -.r. -mu ll mi. -.-uv. -.-an u--, nuI-. -.r. -mu -. - m. -.-uv. -.-nu u--. v—. : 93%1§f5ale’§lJe“8d€i$NdtéiliiDiffei‘éi'| tfIi Significantly‘ Duff: The shift away from face-to-face selling is driving many top companies to evaluate their sales structure. processes and ‘i 1111 practices. While the driving forces and benefits of inside 1 *4 sales are strong, the processes, skill sets and tools required are distinctly different. Arming your inside sales professionals with the right technology. training, coaching and career progression can put your organization at a distinct advantage. ‘*7 ‘ . ‘ 4 , . 1 I ’~'§e. ',l '_ l'_ ll. I ‘I. "mmrdv--fit-réliuuiiileii-Iiouimgiiiievliefli _ 1ell-I-llout-t-ltifllllfiltslii-InI ; «4(. _,¢u~; .$,1[-+1 'J~. .1i? -Jmtziucu -'1-:1I«= L~e~1I3VI'A'InM3II| l‘lfl(0lfil. =V: -aliiilillif

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