Mapping Competencies: Inside Sales Rep

February 4th, 2019

Peter Ostrow VP, Research Director

Eric Zines Principal Analyst

Jennifer Bullock

Summary

Changes underway in B2B sales have shifted roles and required competencies. In many organizations, face-to-face sales meetings have become less common and digital interactions are preferred for conducting sales meetings. Therefore, inside sales reps are playing a bigger role — in some cases almost entirely supplanting traditional field sales roles (e.g., account managers and account executives). In this report, we define basic, intermediate, and advanced competencies across three core disciplines that are now required for the inside sales rep role.

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