Inside Sales Enablement: Let Them Drink Coffee!
Aberdeen Group, December 2010
Top-performing sales organizations are meeting the challenges of increasing the quality and flow of leads presented to their “closers,” as well improving their overall revenue and sales effectiveness, by deploying well-supported and carefully structured inside sales teams to handle the top layers of the corporate sales funnel. With the ultimate goals of beating quota and improving their selling batting average, Best-in-Class companies are going far beyond the simple act of employing low-value staff to “dial for dollars” into aging, purchased contact lists, and instead showing demonstrable return on their extensive investments in advanced processes and enabling inside sales technologies.
Reasons to buy:
- Increase Revenue
- Maximize Quota Attainment
- Improve Win/Loss
Executive Summary
Best-in-Class Performance
Competitive Maturity Assessment
Required Actions
Chapter One: Benchmarking the Best-in-Class
The Business Context of Inside Sales
The Maturity Class Framework
Best-in-Class Business Landscape
The Best-in-Class PACE Model
Best-in-Class Strategies
Chapter Two: Benchmarking Requirements for Success
Competitive Assessment
Capabilities and Enablers
Best-in-Class Business Results from Deploying Capabilities and Enablers
Chapter Three: Required Actions
Laggard Steps to Success
Industry Average Steps to Success
Best-in-Class Steps to Success
Appendix A: Research Methodology
Appendix B: Related Aberdeen Research
List of Figures
Figure 1: Top Business Pressures Driving Inside Sales Deployments
Figure 2: Most Common Responsibilities of Inside Sales Teams
Figure 3: Goals of Inside Sales Teams by Best-in-Class
Figure 4: Best-in-Class Inside Sales Compensation Trends
Figure 5: Best-in-Class Strategic Actions in Response to Pressures
Figure 6: Secondary Enablers Deployed More Frequently by the Best-in-Class
Figure 7: Year-over-Year Improvements in Company-oriented Sales Metrics by Best-in-Class
Figure 8: Year-over-Year Improvements in Individual-oriented Sales Metrics by Best-in-Class
Figure 9: Current Technologies Layered With Inside Sales
List of Charts
Table 1: Top Performers Earn Best-in-Class Status
Table 2: The Best-in-Class PACE Framework
Table 3: The Competitive Framework
Table 4: The PACE Framework Key
Table 5: The Competitive Framework Key
Table 6: The Relationship Between PACE and the Competitive Framework
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