Growth of Inside Sales & Sales Development

Growth of Inside Sales

As discussed briefly in Chapter 1 (Inside Sales / Sales Development Definition) Sales is growing both as a viable long term replacement to traditional field sales and also as a career option for sales professionals around the world.

The Bridge Group announced in March 2013 that there has been an increase of 54% in Inside Sales job and career demand, specifically within the SaaS industry. This shows that more organizations are choosing the Inside Sales model and it also shows that more people are choosing Sales Development / Inside Sales as their career choice.

There are many benefits both to the company as well as to the individual salesman for choosing this route.

Benefits for the Company:

Global economic markets are getting tougher each year and new reports are constantly being published proving that business competitiveness is on the up. Therefore the majority of organizations (including small & medium businesses, government agencies and large corporate enterprises) are striving for greater efficiency, streamlining their business processes and ultimately trying to cut their bottom line costs.

Inside Sales offers these organizations a simple way of achieving this cost saving goal.

Organizations are turning to this model because it is a pure form of professional sales with the added benefit of saving companies time & money on travel expenses.

Many organizations are permitting their Inside Sales teams to work from home offices thus reducing costs even further.

Another advantage for the organization is that now that sales reps are no longer expected to travel they are more productive and efficient with their time.

This has all been made possible by the introduction of new technologies such as video conferencing, screen sharing, web chats, advanced email automation and smart phones.

Apart from cost savings another benefit for the Organization is that they can now hire reps without any geographical restrictions as the reps no longer need to necessarily live near their target market for travel purposes.

Benefits for the Individual Salesman:

Job seekers are also now choosing this new career path as they see the increasing demand for their skill sets within today’s modern and evolving market.

Sales professionals no longer view travel as a benefit as they are now realizing the need for a healthy work life balance. As mentioned above, many organizations are permitting their Inside Sales teams to work from home offices, thus providing a double benefit both to the organization as well as to the individual.

The emergence & growth of professional organizations, specifically the www.aa-isp.org , is enabling sales professionals to view Inside Sales as viable, well respected, long term career option that can offer them personal growth, job satisfaction and a re