Inside Sales | Forrester

January 1st, 2018

Summary

The importance of quota-bearing inside sales has increased due to its lower cost structure, ability to penetrate the small and medium-sized business (SMB) market, and competence at selling more complex products within larger accounts. Though the function tends to handle faster and more transactional deals, it must be resourced, trained and managed as a highly strategic, impactful sales contributor. It is also critical to develop strong managers who can directly coach and enable inside sales reps with a focus distinct from other front-line selling roles. In this report, we look at the roles, data, and drivers behind the increased strategic importance of inside sales.

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