Sales model is the strategy by which the company will sell. There are some different types, but basically, the ones that stand out the most are internal sales (inside sales) and external sales (field sales). From there, the processes are deployed to ensure the best commercial results.
You have your salespeople on the street, visiting customers daily and always looking for the best deal.
But, at the end of the month, the accounts do not close: that is to say, no matter how much sales have taken place, they are somehow not covering the costs of the operation.
This is where important metrics appear, such as CAC, Cost of Customer Acquisition.
How long does a customer need to stay in your company for them to pay themselves and, finally, start making a profit?
Depending on your sales model (if it is field sales, for example), it can be a high cost to pay.
For this reason, many companies consider changing this way of selling to adopt internal sales.
But they encounter obstacles to start this transition and conclude the migration of the model.
Today’s text thus has the mission of helping you who want to change the sales model of your company.
We’ll talk about the important steps in the process and how you can get started.
Stay with us and check it out.
Sales model: what is field sales? And what is internal sales?
Inside sales refer to any form of sale that is not made in person.
Unlike field sales representatives, they use other means to communicate with the prospect.
They do this remotely by phone and webphone, email, WhatsApp and video conferencing platforms.
Such a sales model is important for companies as they can provide immediate, real-time support for their products and services.
That is, the salesperson, when demonstrating the solution he sells, can ask for help from someone on the technical team (if necessary) to clarify doubts that a prospect may have.
Something that, let’s face it, is very difficult when you have an external salesperson, right? This is, in fact, just one of the advantages of the inside sales model.
Among B2B companies, the use of in-house salespeople has been popular for some time.
According to a study by Salesloft, inside sales representatives are hired much more frequently than field sales.
It is, therefore, a clear and evident change of winds. After all, the productivity when selling domestically is much higher.
7 steps for you to understand how to change the model from external sales to internal sales
More potential customers can be reached in the same time – or even less.
This is what the internal sales model provides for salespeople and, of course, for the sales sector as a whole.
So this means that, for field sales representatives, change is inevitable. Yes, time is running out.
At some point in your career – perhaps at the company you are in today – you need to transition from the sales model.
You stop being an external salesperson and migrate to internal sales work, from within the company itself.
But, how to do this in a smart and healthy way for everyone? It is not – we know well – something that can happen overnight.
For this reason, we have separated in 7 the necessary steps to change, once and for all, the companies’ sales model.
1 – Start with digital transformation
The first – and non-negotiable – step is the digital transformation that the companies’ sales process needs to go through.
Technology necessarily needs to be there for this sales model transition to be efficient.
Here, we can include the tools for home office that are already known. After all, internal sales work can be done both from the office and from home.
So, it is important to have:
- Sales CRM;
- Marketing automation platform (to generate leads and integrate with CRM);
- Video conference platform for sales demonstration;
- Customer service channels such as online chat, chat bot, WhatsApp plugin…;
- Webphone (to streamline and make calls cheaper, in addition to having them recorded in CRM);
- Platform for exchanging internal messages between salespeople, technical team and the entire company.
You see: even if you are already familiar with this technology in your field sales work, when you change the model, you also change the way you deal with it.
Also, it is very likely that in your external work you use the mobile version (or app) of these tools. Which, now, will no longer be necessary.
For example, you will now fill in the CRM on your computer – and not just the reduced version of the app.
It will also continue to be rigorous in fulfilling the steps within the sales funnel, doing all the necessary activities to achieve the customer’s “yes”.
Also, don’t forget to learn how to use a videoconferencing platform like anyone else to be able to show potential customers what you sell.
2 – Give all the necessary physical structure
When it comes to the tools needed to work, we need to understand that physical structure is just as important.
The internal salesperson needs to have a good computer and a good internet so as not to break the connection at any time when demonstrating the product or service.
Think of the work environment as a whole actually: a light, airy place, with a comfortable chair (after all, it will be many hours of sitting) and a table that is not cramped.
The salesperson will also need a good headset – that muffles the noise – to be able to hear well on his calls and video calls.
It is essential that he has, at his disposal, virtual cards, presentations of the solution he sells, sales playbook, among others.
Although they are not tools, they are important resources that help the salesperson and help to have a greater persuasive power at all times.
3 – Invest in training: a lot of training!
Especially during the transition period, daily sales training is extremely important.
And here, think about absolutely everything that will be present during the company’s sales routine.
Understand, initially, that the external salesperson is generally alone during the days.
Whether on the road or in the city, he is not exactly used to communicating and dealing with the sharing of spaces and even resources.
It is important, therefore, to familiarize these professionals with the company’s organizational culture – which will only occur with training.
Then, you need to let them know about the activities that must be done every day. About how, when, why and how much to do.
You see, this part is important: everyone needs to be aware of what they need to accomplish as a daily task.
This will guarantee the success or not of your process; the success or not of pipeline management.
Have a sales meeting every morning to discuss what was done the previous day, understand the difficulties and trim the edges for the journey that begins.
Don’t forget, of course, to train the tools you use, as well as to evaluate how they are helping your salespeople.
That is, if you have a CRM, you need to fill it out so that the inside sales model really has relevant metrics and data to be efficient.
Therefore, it is up to managers to make sure of this and help salespeople who are experiencing difficulties.
4 – Have discipline in the routine
Discipline is critical for anyone who wants to be a successful salesperson. Not that this is an effective formula, but it brings predictability to the routine.
So, with a well-structured process, with well-defined funnel steps, the internal salesperson knows what needs to be done, right?
It is therefore up to you … to do!
Address the lead as soon as they enter the pre-sales funnel, listen to their pain within a qualifying sales script.
Here, however, do not be “blind” or closed in on pre-established questions. Listen carefully to know if the lead has a fit with the company.
Discipline is essential to comply with the time necessary to carry out the follow up.
After all, you need the answer to your request to schedule an appointment, your business proposal or even the electronic signature of the contract you sent.
Reviewing the numbers from the previous day and analyzing the opportunities you have at each stage of the funnel are equally important.
Are there stagnant opportunities at any point in the pipeline? Therefore, configure alerts so that this does not happen again.
Use your sales system to your advantage. This is to be disciplined within the sales model adopted.
5 – Use integrations, automations, templates and reports
One of the benefits of the internal sales model is the agility to approach, relate, delight and actually sell to customers.
But that only happens when you use the technology present in your CRM intelligently.
When you use integrations, automations and templates at the same time. And, of course, analyze reports to understand your sales performance.
So, for example. Let’s say a lead converted to your website’s form requesting a service quote.
The integration with your website, added to an automatic action, will open an opportunity (with all the data registered by the lead) right in the funnel you chose (pre-sales? Sales?).
Another automatic action, now with an email template, will run. You can send an email saying that the request has been received and that a representative will contact you.
The ideal, you know, is not to let that contact cool down. Therefore, approach the lead efficiently and listen to the needs they have.
If it makes sense, take it to the next stages of the funnel or pass it on to the sales funnel.
6 – Find the right methodology and techniques
The sales methodology is also essential for you to be successful in your negotiations.
Certainly, face to face with the customer, some other factors such as body language counted more for you to get a sale or not.
However, with more time to think about the prospect’s pain, with CRM resources, you can choose the right methodology for each task you need to do.
- To qualify leads;
- To get around objections;
- To apply up selling and cross selling strategies;
- To avoid churn;
- To speed up some sales, etc.
There will be many challenges that you will face. So, see which of the sales methodologies make the most sense in your day to day.
7 – Improve your knowledge more and more
No salesperson is so prepared that he has nothing more to learn. It just doesn’t exist.
Especially those who changed the sales model and left the field sales to the inside sales.
Knowledge is key. And you can acquire them in several ways.
There are good articles on the internet, eBooks, videos and, of course, also refer to sales books by great authors.
It is also essential that the company implements agile methods in the sales sector.
It is a good practice to stimulate the exchange of knowledge and feed back the process with ever more insights and improvements.
In this way, your transition from the external to internal sales model will be much smoother.
And you will be able to notice the improvements and benefits much more immediately.
So, how can we help you?
If you were unsure about how to make the transition or want to better understand the role of a CRM in companies, talk to a consultant today.
Enjoy and read two articles that will help you to sell more and better within the inside sales model.
The first brings some valuable tips on how to sell over the phone.
The second covers 10 very important tasks that an internal salesperson needs to do every day.
A hug from CWT, your CRM. #RunCWT