How Inside Sales Can Improve the Sales Cycle
The sales cycle of B2B businesses vary significantly depending on the type of product or service being sold. SaaS and software companies that sell products requiring little to no customer interaction have shorter cycles than those who offer enterprise solutions like a digital adoption platform or CRM software.
Typically, inside sales cycles last approximately three months, while bigger transactions handled by outside sales reps last anywhere between six to nine months. Setting best practices for sales reps is ideal to optimize the sales process, but this can be challenging when it comes to outside sales teams.
With an inside sales team, scheduling and conducting training sessions is simpler because sales reps are on-site. the introduction of new tools is also easier because most inside sales solutions are digital and online. The team also has the added benefit of being together more often, allowing them to help each other out and simplifying information dissemination.
Scalability is another benefit offered by inside sales because it relies less on customer relationships and more on efficient and reliable sales processes.