Inside Sales, an Unrecognized Industry

I often see people attempt to find CRM tools that service both inside and outside sales organizations. I am a partner in a Hosted CRM Application provider that had focused on creating a CRM for these types of companies.

The inside sales space is a space that has been largely ignored by most providers in the market. However, it’s a space larger than most people realize. To get an understanding of the size of this industry, google the term ‘inside sales’. You might be surprised to find anywhere from 5,000 to 15,000 job listing. However, you will notice very few vendors providing services or product to companies with these types of sales organizations.

I believe that there is a lack of understanding of what inside sales is. Many people incorrectly assume ‘inside sales’ is telemarketing preformed by seven dollar/hour students. More accurately, inside sales is preformed by seasoned experienced sales reps, primarily over the phone. The reason that inside sales has come about is not because of any new technology relating the phone systems. Rather, it is the internet has enabled telesales to be effective. Tools like web-ex/go-to-meeting, email, chat, web sites, etc. have made it possible for a sales rep to meet with 3-8 customers/day rather than 1 customer every day or so via flight. Because of the internet, there is a complete change in the sales industry with out most people even realizing it.

For companies that sale using both inside sales and outside sale, InsideSales.com is a Hosted CRM that caters specifically to their needs. Usually, CRM providers focus on organizations that use only outside sales.

InsideSales.com provides services for inside sales teams and outside teams. For the inside sales teams, InsideSales.com has a full CRM/lead management system similar to most CRM applications. However, unlike most CRMs, InsideSales.com offers a full suite of tools that cater to inside sales reps specific tasks - power dialers, predictive dialers, inbound screen pop, inbound/outbound blend, message lay down, click to dial, click to fax, click to message, auto actions, lead routing, triggers, etc. Additionally, InsideSales.com offers the usual tools included in most Hosted CRM Applications for outside sales reps. However, unique to InsideSales.com, companies with both types of sales teams can seamlessly work together.

Companies with inside sales organizations unfortunately do not have a lot variety in products and services today because of the ignorance to the industry. We actively proselyte companies to this industry. If you are aware of more companies that are servicing inside sales organizations, please comment or let us know.

Dave is a partner owner of InsideSales.com check out his site for a Hosted CRM trial. You can read the latest Inside Sales news on his blog http://InsideSalesBlog.com.