Standing Up An Inside (Digital) Sales Function

Sales leaders are continually looking for ways to increase revenue growth as quickly and efficiently as possible. One way is to establish an inside sales function that lightens the sales organization’s load, allowing other sales teams to focus on other priorities. Moreover, the inside selling motion increasingly matches how today’s digitally enabled buyers want to buy (see “Trends In Sales Structure: The New Way To Design A Sales Team And Optimize Coverage”). In this report, we outline the steps required to stand up an inside sales organization considering go-to-market segmentation, organizational structure, and talent management as key factors.