Account Transition: Field To Inside

As the inside sales function expands, the level of sales support for many customers will change. A transition strategy must be developed for accounts that are moved into an inside resource for management. Forrester has identified six critical components of a field-to-inside transition strategy.

We’ve written quite a bit recently about the rapid growth that many B2B inside sales functions are experiencing; as a result, sales leaders will find themselves transitioning customers back and forth between inside and outside functions at higher rates. In this report, we will discuss the impact on a customer of this transition as well as the elements of a strategy to manage what can be a very delicate process more effectively.