Should inside sales reps be allowed to pick their own schedules and come in to work as they wish as long as they get the job done? Isn’t autonomy and flexible schedules one of the things that all sales reps want to have?
These questions get asked a lot. Our own reps ask them. Our customers and prospects ask them.
I have a few questions and thoughts in return:
Q: Do your inside sales reps find their own leads or do they respond to inbound web leads provided by the company?
A: If they respond to leads then schedules are important.
We have found that by far the best way to respond to web leads is with immediate response technology (which we pioneered) that calls leads back in less than a minute and routes it immediately to a Business Development Rep (BDR) to pre-qualify and hot-transfer to an inside sales rep if they are available.
This means that you need to have BDRs and Inside Sales reps available when the leads come, don’t you think?
Well planned scheduling is far more important for inside sales teams receiving inbound leads.
Q: How much fall-out do you have trying to set appointments and call people back versus taking the call right then? 30%, 40%, more?
A: Basically, an inside sales model that responds to inbound leads required far tighter scheduling to have people ready to answer and respond to calls than an outbound model. But you know what, even an outbound model benefits from hot-transfers from appointments setters to closers if it is a “specialist” model that hands off phone calls (and our Kellogg research found specialist models to be significantly more efficient and effective.)
If you can have qualified reps ready to take calls at any time, do it!
Top 30 Articles on www.KenKrogue.com (with total views) and a Summary of Ken’s Forbes Articles
- What is Inside Sales? Our Definition of Inside Sales | Ken Krogue – 56,369 Views
- Inside Sales Best Practices – 9,281 Views
- Inside Sales Tips by Ken Krogue – 5,488 Views
- My Final Comment on my “Death of SEO” column on Forbes – 6,411 Views
- 31 Linkedin tips – How-to-use-Linkedin-Best-Practices for B2B Prospecting – 5,680 Views
- Prediction – SEO will be Dead in 2 Years – 3,976 Views
- KPI – Key Performance Indicators – 2,285 Views
- Inside Sales versus Outside Sales – 2,226 Views
- Is Leaving a Voicemail Worthwhile? – 2,100 Views
- Inside Sales Tips – How LinkedIn Gives you 3 Free SEO Backlinks - 3,057 Views
About Ken Krogue – 1,943 Views
- Inside Sales is Top Method of Lead Generation – 1,074 Views
- Inside Sales Training – 1,888 Views
- Good to Great by Jim Collins – Ken’s Notes Summary – 1,526
- Inside Sales Tips – Skip to the Beep – 1,392 Views
- Inside Sales Best Practices: 7 Ways to Increase Contact Ratios – 1,360
- Climb the Trust Ladder to Increase Results in Prospecting – W/ VIDEO! – 1,339 Views
- Harvard Business Review says Sales is No Longer About Relationships – 1,148 Views
- Inside Sales Tips – No Vacations Last Week of the Month – 1,140 Views
- Lead Generation Strategies: When to Call, When Not to Call? – 1,049 Views
- Inside Sales Tips – Specialize – 998 Views
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- Behind the Cloud – Ken’s Notes – 877 Views
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- Demand Generation Tactics and Strategy – 689 Views
- Power Dialers – 665 Views
- Inside Sales Best Practices: Gathering Direct Dial Phone Numbers – 601
- What is Lead Response Management – 573 Views
- Ken’s Rules: The Business Card Rule – 430 Views
- Josh James Shares 36 Startup Rules – 399 Views
A Complete Summary of Ken Krogue’s Forbes Articles, Including his newly updated “Definition of Inside Sales” and his #1 on all of Forbes (and his most controversial) article “The Death of SEO”