The critical role of Inside Sales

According to a new study from IDC's Sales Advisory Practice, inside sales reps are generating both higher sales efficiencies for vendors as well as increased customer intimacy. Inside sales is now on equal footing with outside sales and playing a pivotal role in maintaining current customers and driving new revenue.

The IDC study shows that the efficiencies offered by inside sales are compelling. For example, an inside sales rep can conduct four to eight professional interactions to an outside rep's single interaction, delivering significantly higher customer satisfaction and sales productivity. Moreover, most mid-market buyers are not interested in seeing a sales rep in person more than once or twice anyway, leaving inside sales in the ideal position to manage the relationship or opportunity in a highly efficient manner, in a way that many buyers actually prefer.


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