Powering Inside Sales Automation 


Inside sales teams can serve as valuable resources for the sales organization. The responsibilities of the inside sales team depend on several factors: 1) how customers are engaged; 2) how solutions are sold; and 3) the distribution of which solutions can be sold by inside sales versus outside field sales teams. 


Here are two different scenarios for the inside sales team: 


Scenario 1: The inside sales team executes the entire sales cycle and operates as the entire sales team where solutions are sold without face-to-face involvement with a customer. The team completes sales transactions for specific solutions, customer accounts, and deal sizes. 


Scenario 2: The inside sales team augments the field sales team efforts in situations like the following: 

– The inside sales team could focus on lead generation by calling prospective customers or executing marketing campaigns. 

– The inside sales team engages in initial communications with the customer to perform initial qualification, answer basic to moderately complex questions, and send appropriate solution information. 

– When a lead is qualified, the inside sales team passes the lead on to the field sales team, who assumes responsibility for advancing the opportunity.

– The inside sales team could still perform specific steps in the sales cycle, such as preparing quotes, assembling paperwork, and processing orders. 


In these scenarios, the inside sales function is an area where automation could increase the productivity of the sales operation by either reducing the number of people needed to staff the inside sales functions or elevating the skill sets required to be more effective in the inside sales team.


I’m DJ Sebastian, for more info on how AI will transform the sales profession, check out my book at my website thetechseller.com.