A study by Havard Business Review found; 46% of high-growth tech companies are growing via inside sales. Incidentally, Inside Sales success aided by technology has also been discovered recently.
An interesting analysis on the same was brought about by Velocify, an expert in lead tracking solutions in collaboration with American Association of Inside Sales Professionals AA-IPS. The two partnered to scrutinise about 400 inside sales professionals.
It was found that companies who performed better; ones who had a higher revenue growth were bought about with the help of technology. High-growth companies challenge their sales people and also offer these professionals with technologies and tools essential to lift productivity.
The comprehensive study throws light on how some of the rapidly growing companies including B2B, B2C have adapted, and how their inside sales process differ from ones that are stagnant or fading. Below are a few statistics from the study:
- Brands that used more than two sales acceleration solutions were 66% more likely to generate a larger revenue growth.
- 50% more calls per sales person resulting in 78% more new leads were generated in a company with significant revenue growth.
- 52% higher performing companies were more likely to produce leads from social channels.
- Companies who used scoring to prioritize leads are 38% more likely to experience revenue growth.They also were 46% more likely to use more than two prioritization criteria.
The underlining outcome of the study was for companies to ensure that their Inside Sales team have the right tools and technologies. Plenty of studies can be made on this topic, and each one will only go on to further reveal how an systematised sales process when coupled by technology yields larger revenue growth for not only the brand but also for the inside sales professionals.
To read the entire study, you can refer the below link:
http://pages.velocify.com/winning-sales-strategies.html?ls=PR&cmp=701i00000018ZUV
