#insidesales Sales Management Association Research Inside Sales Trends 17 July 2014 Presented by Copyright 2014 The Sales Management Association.
About The Sales Management Association A global, cross-industry professional association for sales operations and sales management. Focused in providing research, case studies, training, peer networking, and professional development to our membership. Fostering a community of thought-leaders, service providers, academics, and practitioners. Learn More: www.salesmanagement.org 2014 The Sales Management Association. All rights reserved. Slide 2
Today s Panelists #insidesales 2014 The Sales Management Association. All rights reserved. Slide 3
Sales Management Association Research Inside Sales Trends 17 July 2014 Presented by Copyright 2014 The Sales Management Association.
Today s Agenda Brief review of our study s objectives and respondent demographics Bob presents a summary of preliminary findings Bob and Shawn will discuss implications We ll address your questions and comments 2014 The Sales Management Association. All rights reserved. Slide 5
About the Survey Inside Sales Trends Inside sales presents a distinct set of management challenges for sales leadership. This research identifies emerging issues, management priorities, and best practices associated with inside sales channels in large sales organizations. Research Focus Current approaches in inside sales force deployment Leadership s inside sales management challenges Assessing the adoption and effectiveness of enabling technology used to support inside sales forces Quantifying inside sales force growth trends 2014 The Sales Management Association. All rights reserved. Slide 6
Survey Background Research conducted between 1 February and 15 June, 2014 66 participating firms. More than 67 salespeople work in participating firms sales organizations. Size of responding firms ranged from small to very large. 15% have annual revenue in excess of US$1 billion. Respondents are predominately in sales management roles within their firms. About one-third are sales operations leaders, supporting organizationwide sales productivity initiatives, and 21% are senior sales leaders. Respondent job roles Respondent firm size 2014 The Sales Management Association. All rights reserved. Slide 7
Respondent Business Performance As a group, respondent firms are meeting annual revenue and profit objectives. 38% met revenue objectives, and 34% over-exceeded revenue objectives. 42% met profit objectives; 31% over-exceeded profit objectives. Achievement of revenue and profit objectives in responding firms for the last 12 mos. 2014 The Sales Management Association. All rights reserved. Slide 8
Respondent Business Performance Most responding firms are growing revenue; 66% of respondents had positive revenue growth over the past 12 months. Year-over-year revenue growth (past 12 months) in responding firms 2014 The Sales Management Association. All rights reserved. Slide 9
Inside vs. Outside Sales People Slide 13
Inside vs. Outside Sales Managers Slide 14
Poll! Which activity is most likely to be assigned to inside sales? Cold-calling prospects Managing existing customers Winning back lost customers Slide 12
Inside Sales Responsibilities No salespeople Half of salespeople All salespeople Slide 13
Questions and Discussion #insidesales How should firms establish inside sales responsibilities? 2014 The Sales Management Association. All rights reserved. Slide 14
Overall Effectiveness of Inside Sales Slide 15
Poll! At which activity is inside sales considered most effective? Cold-calling prospects Managing existing customers Winning back lost customers Slide 16
Inside Sales Responsibilities No salespeople Half of salespeople All salespeople Slide 17
Inside Sales Responsibilities No salespeople Half of salespeople All salespeople Not at all effective Somewhat effective Very effective Slide 18
Inside Sales Responsibilities Often assigned, low effectiveness Inside sales most effective functions Infrequently assigned, but effective No salespeople Half of salespeople All salespeople Not at all effective Somewhat effective Very effective Slide 19
Questions and Discussion #insidesales What influences inside sales effectiveness for individual firms? 2014 The Sales Management Association. All rights reserved. Slide 20
Inside Sales Tools Usage Never used Sometimes used Always used Slide 21
Inside Sales Tool Effectiveness Never used Sometimes used Always used Not at all effective Somewhat effective Very effective Slide 22
Future Investment in Inside Sales Tools Investment not at all likely Investment not at all likely Investment very likely Never used Sometimes used Always used Not at all effective Somewhat effective Very effective Slide 23
Questions and Discussion #insidesales How should organizations approach investment decisions related to inside sales support tools? 2014 The Sales Management Association. All rights reserved. Slide 24
Inside Sales Headcount Slide 25
Expanding Inside Sales Slide 26
Questions and Discussion #insidesales Do you see continued growth in inside sales? 2014 The Sales Management Association. All rights reserved. Slide 27
Poll! Which is most challenging for firms growing their inside sales function? Recruiting good inside salespeople Onboarding new inside sales recruits Improving inside sales productivity Retaining good inside salespeople Slide 28
Optimizing Inside Sales Slide 29
Questions and Discussion Enter your questions in the Questions box on the right hand side of the webinar application window. Did we run out of time before we got to your question? Presenters can follow-up with you via email. Feel free to submit more questions if you d like an offline response. #insidesales 2014 The Sales Management Association. All rights reserved. Slide 30
Thank You. Copyright 2014 The Sales Management Association