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Best Practices in Sales Performance Improvement: The Changing Nature of Inside SalesPublished by: IDC Published: Mar. 25, 2008 - 14 Pages Table of ContentsTable of Contents IDC Opinion In This Study Executive Summary Defining Inside Sales Methodology Situation Overview Introduction Figure: Distribution of Direct Sales Resources Figure: Allocation of Inside Sales Staff The Changing Role of Inside Sales Standing on Firm Ground Inside Sales: It's All about Efficiency and Effectiveness Building a Powerful Organization Future Outlook The Evolution Continues Opportunities Essential Guidance Actions to Consider Critical Success Factors Strategies Learn More Related Research Synopsis AbstractThis IDC study provides a detailed examination of the best practices employed by technology companies to build and manage inside sales organizations. The role and function of inside sales are in transition, with some leading companies now driving significant growth through an effective application of their inside sales organization to key opportunities, markets, and territories. Through our research, we have identified a series of best practices and critical success factors that help to ensure the productivity and efficiency of inside sales strategies. "Since the late 1980s, when BMC first sold IBM mainframe software exclusively over the phone to sophisticated and demanding customers, inside sales has been a strategy considered by many and properly adopted by few. Some companies continue to shun the strategy, believing that it won't work for their business," according to Lee Levitt, program director, IDC Sales Advisory Service. "These companies are losing out and losing ground. The cost of sales is simply too high for any company not to consider leveraging the power, reach, and efficiency of inside sales." Get Full Details About This Report >> |
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