Abstract
This IDC study provides a detailed examination of the best practices employed
by technology companies to build and manage inside sales organizations. The
role and function of inside sales are in transition, with some leading
companies now driving significant growth through an effective application of
their inside sales organization to key opportunities, markets, and territories.
Through our research, we have identified a series of best practices and
critical success factors that help to ensure the productivity and efficiency of
inside sales strategies.
"Since the late 1980s, when BMC first sold IBM mainframe software exclusively
over the phone to sophisticated and demanding customers, inside sales has been
a strategy considered by many and properly adopted by few. Some companies
continue to shun the strategy, believing that it won' t work for their
business," according to Lee Levitt, program director, IDC Sales Advisory
Service. "These companies are losing out and losing ground. The cost of sales
is simply too high for any company not to consider leveraging the power, reach,
and efficiency of inside sales."
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