Inside sales is a hot topic these days, and the inside sales agent you hire can make or break those efforts in your firm. Everyone wants to know how to leverage their lead generation and follow-up efforts. Inside sales agent (ISA) departments can absolutely work and be very profitable. Being overwhelmed with too many potential clients is a situation most agents only dream of. Having a dedicated sales person who focuses exclusively on lead generation, cold calling, lead follow-up and appointment setting sounds magical, right? It can be, or it can be one of the most expensive and nerve-wracking hires you ever make. There are common reasons inside sales efforts fail, and when they fail, they cost tons of time and money. Here are seven pitfalls to avoid: 1. A poor hiring process Believe it or not, it can take upward of six months for your new ISA to develop a sales pipeline and be setting a good volume of appointments. That’s six months that it takes for you to figure out wh...
- Hire an inside sales agent (ISA) because you’re ready to push your team, and your revenue, to the next level.
- Many agents try to reduce costs by trying out a part-time ISA and avoid the commitment of a full-time employee or full-time salary. The job requires consistency and follow-up.
- The link between your inside and outside sales agents is critical. The process can go awry with something as simple as the wrong language used with a lead.