Inside sales teams

Sales lead If the lead is truly qualified and he heis had a good conversation with the inside sales team, he is passed on to an Account Executive (AE). The AE also speaks directly with the lead and heis seven days to either turn the lead into a true sales lead, or send him back to m irketing for lead nurturing, where marketing adds that lead into a ceimpaign to re-engc e him over time. 

Inquiry to marketing qualified lead (MQL) This is the percentage of conversion from initial inquiry to MQL. A MQL is defined by a lead that marketing deems qualified to push to the inside sales team, based on specific, predetermined criteria. 

An interesting aspect of an inside sales team is that many companies classify them as peirt of marketing because they help close the loop between Scdes and marketing. As a marketer, you need to be close to your sales team so that they can turn your leads into opportunities and qualify them to eventually be closed/won deals. By including inside sales as part of your marketing, you can cement the bond between the two teams. 

And other companies include their inside sales function as part of their core sales team because the pcirtnership between inside sales and field sales cements a solid sales process. How to structure your inside sales team may or may not be up to you, but you should know that there cire options. 

Excellent written skills Your inside sales teams will be spending time creating emcdls, so make sure they know how to write one. 

A desire to succeed and move up In mcuiy organizations, the inside sales team members get promoted to account executives. 

You need to think about how your inside sales teams will be measured and what their daily activities consist of. A good rule of thumb is that cm inside sales rep should spend about two-thirds of his time Ccdling on inbound leads (sourced through marketing efforts) cmd the rest of the time cold Ccdling and researching. 

What does your sales team look like Do you have inside sales reps and account executives, or do you only have an outside Scdes team ... 

Be sure to take into consideration your own sales cycle. Your inside sales reps may be qualifying more or fewer leads, depending on your sales cycle and how many leads your marketing team generates. 

After a lead is sent to sales, your inside sales reps need to accept those leads. This step is often absent from many lead funnels, but it s an important step to pay attention to. Your sales teams need to take your MQL and make sure that the lead is close enough to purchasing to be qualified by sales and ultimately sent to one of your outside sale reps. 

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