With the emergence of teleworking in organizations around the world, a labor revolution has been developing to the point of creating ideal conditions for the generation of new jobs, such as Inside Sales, adapted to the new technologies and needs of the present.

It is an undeniable fact that home office work has opened countless doors for millions of people, who from their homes can enjoy the comfort of wearing a pair of slippers or take advantage of the warmth that a good cup of black coffee gives us.

Consequently, managers and human resources managers saw in the bleak panorama of hybridity - at least during the early days - an opportunity to open up to change. A possibility of designing 100% remote profiles that are capable of adapting to the business model of any company and that also contribute substantially to the fulfillment of the company's commercial objectives.

This is how the area known as Inside Sales was born

When we talk about Inside Sales we refer to the team of professionals dedicated to marketing products and services completely remotely, with the help of technological solutions that replace the face-to-face contact offered by traditional sales techniques.

Thanks to this new methodology, sales representatives are able to prospect, nurture and convert potential customers into brand ambassadors. Inside sales is widely used in high ticket B2B -Business to Business- and B2C -Business to Consumer- type business models. The task of falling in love requires the strategic creation of campaigns and persuasive messages that can only be addressed by highly qualified professionals.

Unlike telemarketing, one of the various peculiarities of this new branch is that in addition to ensuring a successful online pre-sale, sale and post-sale process, the person in charge of developing inside sales provides an extra benefit: working from a vision of consulting, something extremely necessary to know how to act at the right time and place.

Among the compendium of tasks to be fulfilled, online sellers have to be in charge of detecting opportunities, making phone calls to the coldest contacts, sending and answering emails, using pre-established communication channels. From the beginning of the search, the intention to capture the prospect's interest is not enough, but it is also important to build a relationship with the lead and thus achieve the final objective: the sale of the product or service.

Roles within the Inside Sales department

As a general rule, we can find two large groups within the Inside Sales department. On the one hand, the Sales Development Representatives or Sales Development Representative (SDR) and on the other, the commercial development representatives or Business Development Representative (BDR).

Those who belong to the first group are in charge of contacting potential clients of small and medium-sized companies, who have shown a marked interest in a CTA or Lead Magnet strategy - entering a website or freemium subscription for example -, to then analyze the data and translate it into a CRM platform - from the English Customer Relationship Management-. This database contains extremely valuable information for sales executives, who will be in charge of completing the process remotely.

In a similar way, but attacking a front of higher commercial hierarchy, we can find the second group or BDR. This is the person who will be in charge of establishing contact with large companies, detecting high-level business opportunities. In the same way as the SDR, after strengthening the communication link with the client, the database will be ready to be elevated to the next level, with the help of an account executive. At the same time, a second task is to customize the solutions to increase customer satisfaction and keep updating the company's new products, services or payment plans.

5 reasons to add an Inside Sales team to your company

• Greater motivation: the sales area has always been a turning point in companies. This means that the results are not the best.
• Greater benefit from the team: As it is a remote role, the new internal sales team can cover a greater number of clients without the company having to hire new people.
• Greater scalability and predictability: an inside sales usually dominates a specific number of prospects depending on their level and while they start with a small number, the experience usually allows new clients to join their portfolio, achieving notable scalability.
• Greater clarity: the application of strategies during the sales service allows us to identify which tools are more effective and which are not.
• Economy of time and resources: those who work in this department enjoy the possibility of simplifying processes through the use of automation applied to email marketing campaigns, responses to queries, scheduling and data collection.
• Increased productivity: By being able to connect with more customers throughout the day, sales teams can close more deals.