Are there any disadvantages to implementing inside sales?

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Next, we will explain the disadvantages of implementing inside sales. When introducing inside sales, be sure to be aware of the disadvantages.

Not compatible with some products or industries
Inside sales is not suitable for all products. For example, in B2B, there are many customers who think, "I want to buy from someone I can trust" or "I want to see the actual product before deciding to buy," so field sales are more suitable than inside sales.

In addition, in industries where face-to-face sales are vp hr email database the norm, there is a chance that inside sales will not be heard. It is necessary to use inside sales and field sales appropriately depending on the product, industry, and target customer .

You need to have the tools
In inside sales, you need to prepare tools to manage prospects and share information . In field sales, one person only needed to manage prospects, but in inside sales, it is necessary for a team to manage information.

For example, you will need an online sales negotiation system, a marketing automation (MA) tool that visualizes marketing, etc. Be aware that not only will there be costs involved when introducing the tools, but there will also be time costs involved until employees become accustomed to using the tools.

Must work with field sales
The disadvantage of implementing inside sales is that it requires close cooperation with field sales . If they do not cooperate well, there is a risk that field sales will make proposals that do not suit the customer, and the trust between departments will be lost.

When introducing inside sales, it is important to disseminate information by aligning sales content with field sales and sharing customer reactions after visits. It is necessary to consciously share information rather than simply relying on tools.