No matter what industry you’re in, it’s a fact that prospective buyers are integral to the well-being and growth of every business. But lead generation has changed over the years. Pre-Internet, selling tactics were limited to print, radio, and T.V., and field sales dominated the business landscape. Now, with the technology of search engines driving web users to browse and shop online, inside sales models are becoming more and more popular amongst growing companies.

As social media continues its reign over a generation of tech-savvy smartphone users, inside sales models have expanded as well to include a wider range of connection points and online transactions. In fact, some analysts are forecasting that inside sales models will soon be overtaking outside sales as the preferred strategy of choice, even at larger, established companies. At Twiz, we’re excited about harnessing modern technology to discover opportunities for growth and converting those opportunities into dynamic results for our clients. In today’s post, we’ll explore everything you need to know about inside sales to decide whether it’s the right move to maximize your company’s selling potential.

What is inside sales?

Inside sales involves the remote identification, nurturing, and conversion of leads into customers. As technology evolved over the years, the inside sales model has become increasingly popular among B2B, SaaS, and B2C companies, especially for selling high-value goods and services. The trend of buyers leaning into digital collaboration and remote purchases has further strengthened the rising trend of inside sales as a profitable business model.

Overall internet usage has been rising steadily since the early 2000s as a result of search engine technology. That era marked the onset of lead generation mostly through e-mail marketing and pop-up ads. The questionable success of these strategies nonetheless led to our current decade of inside sales. What factors define remote sales as they stand now? Those earlier less-sophisticated modes of lead generation have developed into what we see as we browse the Internet these days: persuasive landing pages, customized clickable ads powered by Google Adwords, and online orders enabled by web forms that have our payment information at the ready.

It goes without saying that inside sales depends almost entirely on technology to succeed. There are a variety of tools that companies use to implement an inside sales model. Some of these tools include phone calls, text messaging, social selling, e-mail tracking, and data reporting tools. Tools like these allow an inside sales team to dial and connect with more potential customers at a time, which allows for more conversations leading to greater quota satisfaction. This gives inside sales reps a distinct advantage over outside sales teams who adopt more traditional field strategies to sell.

What is outside sales?

Outside sales, or field sales, is the traditional model of selling goods and services. This strategy involves meeting potential buyers in-person and requires a certain level of customer management skills. The sales cycle in an outside sales program is more complex and a longer process timewise as compared to an inside sales model.

Outside sales processes differ from inside sales processes in many ways. Whereas inside sales reps conduct business on an entirely remote platform, outside sales reps use e-mail and phone calls to set appointments and meetings and physically travel to meet with customers to identify their needs, present the product, negotiate prices, and complete the transaction. This method is significantly more expensive for a company since it will have to pay for the sales rep’s travel expenses, food, and lodging. However, companies will opt for this model if they have a product that cannot be demonstrated remotely.

Which companies should invest in inside sales?

Source: Sales Force

A recent study of sales rep activities in the past five years showed a significant increase in screen time and virtual customer connections. Relatedly, a survey across 19 different industries showed that 75% of buyers prefer remote transactions rather than meeting face-to-face. It’s safe to say that regardless of the industry, consumers have become accustomed to the ease of online shopping and digital purchases. As a result, businesses should recognize their customers have become more sophisticated and self-sufficient as to researching purchase decisions and appreciate a more streamlined experience. Thus, even companies that derive value from an outside sales program may want to consider incorporating an inside sales team into their business model.

Further, there are many benefits to be gained from investing in inside sales. For one, the costs incurred from inside sales are dramatically lower as compared to outside sales. While outside sales reps and inside sales reps employ many of the same applications (i.e., hardware, CRM platforms, phone apps, and software subscriptions), companies must account for the cost of travel, food, and lodging when outside sales reps fly out to close a deal. In addition, companies interested in scalability should employ inside sales reps who can foster a greater number of customer relationships at a time.

Automation technology also allows for scalable sales efforts as the company grows over time. Finally, companies that seek an efficient sales model would benefit from inside sales, since outside sales reps may spend a lot of time and resources on a potential sale that never comes through. In contrast, inside sales reps can save time and money by using automated, methodical systems to approach customers that are actually ready to purchase.

What Exactly Does An Inside Sales Representative Do?

Inside sales reps typically work remotely with potential customers to navigate the sales process. They utilize tools like e-mail, phone calls, video demonstrations, and virtual meetings to connect with customers and build a relationship and establish trust. Applying specialized knowledge about the product, they are able to assist the customer with their needs, questions, and inquiries.

Cold calls are a common practice in inside sales. But cold calls from an inside sales model differ from the traditional telemarketing strategy of using a script to peddle low-ticket goods over the phone. Inside sales reps possess a thorough understanding of their company’s big-ticket product and have leveraged lead generation tools to convert referrals into customers. They are able to identify the customer’s needs, walk the customer through a full demonstration of how the product can fulfill those needs, and complete the transaction in a smooth and timely manner, sometimes all within the initial cold call.

Inside sales reps typically follow a more predictable schedule as compared to outside sales reps since they work from within an office or remotely from home. Companies can establish a target they’d like their inside sales reps to hit per day, such as the number of calls made, quotes sent to potential customers, and virtual meetings booked with interested parties. In order to increase efficiency in this model, inside sales reps might use customized templates to reach out to customers. In addition, they also add social selling to their repertoire, finding potential business on outlets such as LinkedIn, Instagram, or Facebook.

What Exactly Does An Outside Sales Representative Do?

Outside sales reps work on the field to meet face-to-face with prospective customers. Some outside sales reps travel to meet with customers and also take the time to maintain ongoing relationships with customers. As more technology tools have become available, outside sales reps split their time selling remotely and physically meeting customers outside of the office.

They might travel to seminars, speaking events, or industry conferences to network and meet many potential customers at once. Unlike inside sales reps, outside salespeople manage a less predictable schedule dependent on the location and availability of their clients. While their schedules differ, outside sales and inside sales reps rely on similar tools to set appointments, such as e-mail, phone calls, and customer relationship management (CRM) technology.

Should Your Company Have an Inside Sales Team or an Outside Sales Team?

“Every sales manager knows they need a solid plan, the right people, and a pipeline to be successful. But successful sales managers learn to balance the three.”

– Whit Gaither, VP of Sales, RingDNA

The quote above illustrates the top three components to creating a successful sales department in any business venture. Determining the right people for your team and forming a solid sales plan includes deciding whether your company should have an inside sales team or an outside sales team. Here are some questions to ask when making this crucial decision:

• What is my company’s sales budget? If you’re just starting out and need to keep costs low, an inside sales model may be more affordable for your company at the moment. Startups that make less than $50M a year generally use an inside sales team to avoid the cost of travel, food, and lodging that must be paid to outside sales reps.

• Does my product require a physical demonstration? Can this be done virtually? Explore the myriad ways in which your product can be demonstrated to customers. This is your opportunity to get creative and make the sales process enjoyable for your customer. It’s true that certain products, like industrial machinery, would be difficult to demo virtually, but it doesn’t necessarily mean you have to invest in an outside sales team. You may be able to get the job done by providing product specifications, videos of how the product works, and bring in testimonials from past clients to show why your product has value.

• What is the persona of my ideal customer? Be proactive about finding out who your customer is. Are they accustomed to buying products from a remote inside sales rep? If so, you don’t want to scare them off with an outside salesperson showing up at their door. It also pays to be attentive about how your competitors are selling their products as well. If most of your competitors are using inside sales to reach out to customers, your company may seem outdated if it’s still using outside sales reps to approach potential buyers.

How Should You Structure Your Sales Team?

There are some key questions to ask when deciding how to structure your sales team. Depending on your company’s current status and future goals, you might opt for shifting your current field sales toward an inside sales model or even adopting a hybrid approach. Your company may already have resources it can use to ramp up its sales model. Or you may decide your sales reps have talents that are better served in either an outside or inside sales role. Here are some questions to ask when structuring your sales team:

• What stage of development is my company experiencing now? Many large companies still adopt a field sales model but are starting to incorporate a hybrid model, employing both an inside sales force as well as a field sales team that work in tandem with each other. Smaller organizations and startups have a higher percentage of inside sales reps because of the lower costs associated with an inside sales team. In addition, even larger organizations are starting to expand on their inside sales teams because an inside sales model is much more scalable as compared to an outside sales model.

• What are my company’s priorities and goals when it comes to sales? If your company is starting to grow, you may want to plan ahead and design a scalable sales structure designed to grow alongside the business. Automation technology, CRM tools, and task management applications can be used by your inside sales team to nurture multiple customer accounts at once.

• What resources can I leverage to make the sales process more efficient? This involves taking a good, hard look at what your company already has in its sales department. If you’re already paying for technology that can help your inside sales team foster client relationships, do you still need to send outside sales agents out into the field? Is your sales team taking full advantage of all the technology you’ve invested in?

You may be able to shift responsibilities so that your sales reps are managing their time more efficiently using the tools you already have in the office. Does your company have social media accounts it can leverage into valuable social selling tools? Do you have tech-savvy sales representatives that can harness those tools and use them to convert leads into customers? You may want to sit down with your sales team and learn more about its strengths and weaknesses and re-examine your structure accordingly.

• What are my customers’ needs, and what drives them to buy my product? A thorough study of your customer profiles is a must for enterprising businesses. By examining closely what your previous clients needed and what made them choose your product, you can learn more about how future customers will react to your sales pitch.

Was the sales process relatively smooth when you used an inside sales technique to close the deal? Did your customers have questions about the product, and did remote communication fully answer those questions? What concerns did they have when learning about the product, and where were they willing to negotiate? What finally got them to buy your product or service? If you were able to make an efficient sale to a happy customer, take a good look at what made the sale possible, and use that magic formula to structure your sales team moving forward.

What Qualities Make a Great Inside Sales Representative?

Perhaps by now, you’ve decided to incorporate an inside sales team into your department to see if it works for your company. Keep in mind that the qualities that make a great outside sales rep are different from those that make a great inside sales rep. The qualities that many outside sales reps possess are a willingness to travel, an ability to work independently, and great people skills that help them build rapport with customers. Your inside sales reps may also have those qualities, but there are some other qualities that will help them thrive. Let’s take a look at some of these more closely.

Hustle

An inside sales rep will possess that spark of hustle that drives them to reach out to any and all leads and follow through with the will to succeed. This energy is what makes them able to handle multiple customer accounts, nurture many relationships at once, and jump from account to account on a daily basis to ensure they hit quotas and targets on a daily basis.

Willingness to Learn and Make Mistakes

This quality not only shows strength of character but also indicates an inside sales rep who will move boldly and learn from his or her mistakes. There’s a certain amount of trial and error that comes from combining technology with sales, and your inside sales reps need to be willing to fail and get up to try again and do better the next time around.

Long Term Focus

Endurance is a coveted quality in salespeople and especially needed in the world of inside sales. Inside sales reps are in it for the long haul, establishing long term relationships with potential customers and nurturing those relationships to complete a deal. They may even possibly renew those deals with customers in years to come. They must be able to connect with many customers on a daily basis, able to change gears effectively at all times. They may be called to reach out to leads all morning and spend the rest of the day moving between video calls and remote demonstrations.

Detail Oriented

Because inside sales reps aren’t relying on face-to-face interactions, their customers have had time to prepare questions and concerns they need to discuss. Inside sales reps must be detail-oriented enough to answer those questions thoroughly and provide accurate information during phone calls and demonstrations with clients.

Competitive

A healthily competitive nature keeps an inside sales rep gunning to hit daily quotas and monthly targets. With the high amount of activity expected of an inside sales rep, staying competitive will offer them the drive to succeed and improve with every passing day. Giving your inside sales agents something to shoot for, such as doing better than competing companies, will energize and fuel the entire sales team to improve its efforts.

5 Essential Skills for Inside Sales

Identifying outstanding qualities in your inside sales representatives is only the first step. Once sales managers begin training their reps, they should place emphasis on certain skills that promote better organization, communication, and relationship building. In addition to having excellent communication skills, both verbally and in writing, inside sales professionals should hone the skills listed below.

Top-Notch Administrative Skills

Inside sales reps need to be able to finesse many administrative tasks throughout the day. They’re wearing several hats at once, plugging results into the system, crafting proposals, handling calls, generating leads, following up with potential customers, dealing with concerns and questions, deciding which leads to contact, and obtaining approvals when needed. The ability to handle many tasks and accounts at once is essential for a great inside sales rep to succeed.

Razor Sharp Listening and Comprehension Skills

Because most of their work involves phone calls, video chats, and e-mails, inside sales reps are relying almost exclusively on their listening and comprehension skills when they interact with clients. They don’t get the luxury of reading clients’ body language and, therefore, must be great at understanding their customers’ needs through these remote channels of communication.

Adherence to an Organized Strategy

Each customer is unique in its own way, and a well-trained inside sales agent can recognize individual needs while sticking to an organized strategy that works for every client. This is a refined balance that inside sales reps need to learn. On the one hand, they’re customizing the product to suit their customers and make them happy. On the other hand, they must understand that sticking to one agreed-upon strategy works best for an efficient, integrated, and successful inside sales team.

Ability to Build Rapport

Without the ability to use in-person interaction to establish a rapport with customers, inside sales reps must have the ability to communicate personably through the phone, e-mail, and video conferencing. They must possess an ability to be authentic with customers instead of sounding like a robot, which would be off-putting since they’re already communicating through various technology tools. In addition to being personable, inside sales reps should be able to show they know the product and believe it to provide value to anyone who purchases it.

Trustworthiness and Reliability

Inside sales reps need to have an ability to follow through and keep promises, even more so than an outside sales rep. Because they may never meet their customers in person, they’ll have to demonstrate their commitment through their tone and their actions. Inside sales reps can build trust by providing customers with detailed and accurate information and being honest about addressing challenges and concerns. In addition, inside sales reps can show customers they’re reliable by always being on time for phone and video calls and showing they are prepared with any information that the client has requested.

Common Mistakes Inside Sales Reps Make

There’s a delicate balance to selling remotely. While the main focus of the call is ultimately to complete a transaction, it may help to train your sales reps to understand that a successful sales call consists of a series of micro-goals to attain along the way. Some of these goals are establishing trust, explaining the product, showing why the product is valuable, and hearing what the customer is looking for.

Many beginning inside sales reps tend to forget these micro-goals and try to hurtle toward the finish line, which can result in losing a potential buyer forever. Thankfully, these mistakes can be corrected through dedicated practice and training. Let’s take a look at some common pitfalls encountered by inside sales reps on a cold call.

Emphasizing Product Over Value

While clearly explaining the product’s functions is vital on a sales call, reps can get caught up on this step and forget to communicate why the product is valuable to the customer. The sales rep might assume a customer already understands the value of the product, but it’s still an essential part of the selling process. Over-explaining the product without connecting the customer to why they should care about it will lead to them losing interest quickly. This mistake can be rectified by training your rep to explain at the beginning of the call why the product provides value and then following up with details about the product afterward.

Failing To Show Why Your Product Is Unique

In the situation where your sales rep is attempting to persuade a potential customer to switch vendors, it’s essential that the rep is prepared to explain why your company’s product is unique. Letting go of a vendor your prospective customer is comfortable with and starting up a new contract with your company is an involved process, and the rep needs to make it worth the customer’s while to take that step. Without a prepared explanation as to why your company’s product is superior, the customer is likely to send your rep off without any hope for future business. Solve this issue by training your reps to express early on in the call how your company and its products are better than its competitors.

Forgetting To Listen Carefully

Unfortunately, this mistake is more common than it should be. An inside sales rep must master the art of listening and incorporate this skill into cold calls as well as ongoing customer relationships. Zoning out on a call while a customer expresses his or her needs is like throwing away a pot of gold. Train your reps to listen well when customers are open about what they’re looking for so that you can address those needs with your company’s superior product.

Prioritizing Process Over Rapport

It’s natural for a new inside sales rep to get nervous on cold calls. Some reps may follow the process too closely and blurt out a sales pitch without getting a handle on what the customer is thinking or feeling. If the customer is feeling harried or doesn’t have time to talk, don’t force them through your entire sales pitch. Build rapport by showing empathy and asking for a better time to talk. This relates back to being a good listener. The sales rep must stay tuned into the energy of the conversation and improvise as needed throughout the call. Balancing rapport with an organized sales pitch is key to inside sales success.

Not Being Upfront About Your Intentions

Some inside sales reps get carried away with building rapport, which results in confusing the prospective customer as to the point of the call. While pleasant conversation can help break the ice, train your inside sales rep to introduce themselves and the company briefly and give their reason for calling early on. Customers will trust your reps more if they are honest about their intentions from the start rather than confusing them with a drawn-out conversation that leads nowhere.

How to Train an Inside Sales Representative

Now that we’ve gone over what not to do on a customer cold call, it’s a good time to discuss what inside sales representatives can do to achieve their goals. Sales managers can take certain steps to help their sales reps along in the process. Let’s look at some ways to establish a training system that sets your inside sales reps up for success.

Step 1: Make Your Product or Service Easily Understandable

This first step is significant because it will determine how your reps explain the product or service to customers. Be sure to make the product/service easily understandable to your reps when you train them so that they’re crystal clear on what they’re selling and why a customer would need it.

By training your inside sales reps to explain the product or service in an easily understandable way, they’ll be able to communicate this to the customer. Because they cannot sit down across from the customer to demo the product, they must be able to describe the product in an eloquent yet straightforward manner. A confused client is one that will naturally lose interest, so it’s crucial that (1) your rep understands the product and (2) your rep learns how to deliver it in language that is accessible to the customer.

Step 2: Give Them a Clear Schedule That Will Keep Them Consistent

Inside sales reps thrive on a clear schedule. Having to handle multiple tasks at once and managing a voluminous amount of client accounts can become overwhelming to your sales reps. Help them stay consistent by agreeing upon a set schedule they can follow. For example, ask them to devote mornings to lead generations and social selling tactics. Then set aside afternoons for virtual meetings and demonstrations. Even if they have to improvise according to client schedules, having a clear timetable will guide them toward accomplishing daily tasks and weekly targets without becoming frazzled and overworked.

Step 3: Prioritize One on Ones in Order to Keep Spirits High

“Ask that extra question. It’s that one little extra question that makes the difference.” — Steve Richard

Making one-one-one conversations with your reps a priority will help them maintain a positive attitude toward the company and the product itself. A rep that doesn’t believe in where they’re working or what they’re selling isn’t going to maintain valuable customer relations for long. Thus, sales managers should make it a point to communicate fully with each and every rep on a regular basis, learning what challenges they’re facing, what stress points exist for them, and how the sales process can be improved. Remember, it’s the reps who are talking to customers firsthand, so their experiences are important insights for the sales manager to understand.

Step 4: Keep Everything as Performance-Based as Possible and Avoid Bias

Avoiding bias in the workplace is not just a legal liability issue. It can also affect performance at all levels in the workplace. Keep morale high by treating sales reps with fairness and rewarding them based on their performance. Designing a bonus program for those that meet or surpass quota each month is a positive way of encouraging sales reps to persevere and improve.

Inside Sales vs. Outside Sales Salary Around the Globe

In case you’re wondering how much you should budget for an inside sales team at your company (or considering a career as an inside sales rep), we’ve gathered some relevant information for you. Below are the average salaries of inside and outside sales representatives in the U.S. and around the globe, as of May 2020.

Inside Sales vs. Outside Sales Salary in the United States

In the U.S., the average salary of an inside sales representative is $44,017.00 per year. This can be compared to the salary of an outside sales representative, who makes an average of $49,683.00 per year. This is a difference of $5,000.00 per rep per year that a company can save if it adopts an inside sales model over an outside sales model.

Inside Sales vs. Outside Sales Salary in the U.K.

In the U.K., the average salary of an inside sales representative is £24,208.00 per year. This translates to about $30,008.67 in American dollars. An outside sales rep in the U.K. makes an average of £28,335 per year, which is $35,124.58 in the U.S.

Inside Sales vs. Outside Sales Salary in Canada

In Canada, an inside sales rep makes about C$45,635 on average per year, which is $32,738.32 in the U.S. As in other countries, an outside sales rep makes slightly more at a yearly average salary of C$50,337. This is about $36,111.51 in the U.S.

Inside Sales vs. Outside Sales Salary in Australia

An inside sales representative makes about AU$53,802 per year, which would be $35,125.17 in America. Compare this to outside sales reps, who make an average of AU$56,221 per year. This is about $36,704.44 for us in the States.

What software does every inside sales team or representative need?

Inside sales teams require certain tools to accomplish their various dailytasks. Rapidly developing technology has provided us with a wide variety of options that inside sales reps can use to contact prospective customers, generate leads, automate tasks, and manage accounts and relationships. Below are some of our picks for the best software your inside sales team should use.

Best CRM Tool

Close provides your team with an overview of all sales activities as well as in-depth organizational tools to ensure client relationships are managed effectively and efficiently. Relationship-building is an essential part of the inside sales model, so both large and small companies should invest in a quality CRM software system.

Best Calling Software

Aircall’s software is a cloud-based call center that is simple to set up and integrate with your other sales tools, such as CRM systems, Helpdesk solutions, and other important applications. Keeping all relevant information tied together on the cloud allows your reps to stay focused on the customer while maintaining authority and credibility throughout the call.

Best Social Selling App

LinkedIn’s Sales Navigator tool draws from its enormous network of over 630 million members to help your sales team find potential customers and foster relationships through a trusted channel. LinkedIn claims using its Navigator makes your sales team 51% more likely to achieve quota and ensures your reps are 80% more productive.

Best Automation Software

Prospect.io provides a set of helpful tools that allows your team to build quality prospecting lists quickly, manage tasks efficiently, and automate outbound e-mails and social touches. Sales managers can also use this tool to track goals and analyze project performances to ensure their teams reach their sales quota every time.

Best E-mail Tracking System

E-mail tracking can provide deep insight into the actions of your leads and potential customers. Yesware’s software lets your team know when e-mails are opened, how long people spend viewing attachments, and analyze reply rates over time. This data allows your team to track client interest and develop better momentum in customer relationships.

Best Business Insight Tool

Owler’s community-based platform provides valuable business information and insights for your team to expand its reach. This tool provides reps with real-time news and alerts that enable them to stay updated on competitors’ activities and close more deals.

Best Website Tracking Tool

Leadfeeder allows sales teams to gather important data about anonymous website visitors that they can use to convert into sales leads. This tracking tool reveals who visits your company’s website, how they found your site, and what they’re searching for. Having this information in hand can help your team determine customer needs and expectations to better focus their selling strategies.

Best Reporting Tool

Salesmate is another multi-functional CRM tool that offers interactive, pre-built sales reports, customized to your company’s needs. The data gleaned from Salesmate reports allows your team to cut out the guesswork and make smarter decisions to improve performance. Sales managers can also use the data to augment training sessions and monitor performance.

Best Productivity Application

Focus helps inside sales professionals to stay on task without distractions. By blocking other sites that cause distractions, Focus helps your sales team and reclaim agency and increase productivity. The application even keeps your team motivated with inspirational quotes to encourage your team.

Best Company Data Provider

Adapt offers a suite of products that provide millions of B2B contacts and company data across many industries. Using Adapt, your sales reps get unlimited access to business contacts so that they can build qualified leads and connect with prospective customers faster.

Case Study: Twiz

Our own company, Twiz, is a case study on the success that comes from having an inside sales team. We understand what growing companies are going through because we’ve been there too. From humble beginnings to helping over 100 clients drive web traffic and online sales, our story is proof that an inside sales model is the key to optimizing operations, hitting quotas, and bringing overall success to your company.

Early Days

Twiz’s early days were spent developing an efficient system that harmonized sales operations with client account management. We paid close attention to our clients’ needs and desires while making endless adjustments to streamline the sales process. It became clear early on that inside sales was the most cost-effective model for us. From generating leads to closing deals, our inside sales professionals helped us find interested clients quickly. From there, our relationship managers took ownership of customer accounts and continued to foster those valuable relationships through various channels of communication.

Duplicating Our Process

Once our client list began to grow, we duplicated our process by scaling up on our sales team. Because inside sales is more cost-effective to scale at growing companies, we continued to employ and train qualified inside sales professionals. This increased our already growing client list by a substantial margin. Using tools like Asana and Slack, we encouraged the sales team to balance multiple tasks while increasing productivity. Introducing a bonus plan also augmented growth and improved performance in our sales department.

Reaching Efficiency

Today, Twiz is proud to have an efficient team that provides quality SEO services to companies across a multitude of industries. Adopting an inside sales model saved us costs as an up-and-coming company and gave us the flexibility to expand when we were ready to do so. We hope sharing our story will encourage other companies to move forward as well.

Is inside sales the right choice for your company?

Every company is unique when it comes to team players, core values, and future goals. Whether your company chooses to adopt an outside sales team, inside sales team, or a hybrid model that combines the two, it’s advisable to identify what resources your company already has and to determine the strengths and weaknesses of your current sales team. In addition, establish how much your company can budget toward revamping your sales department. Finally, be sure to clarify your company’s sales goals to create a strategy that works best for the business.

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