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Norman Behar

By: Norman Behar on July 1st, 2011

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Investing on Sales Training to Set Up Inside Sales for Success

Sales Training

Inside sales is becoming increasingly sophisticated and the preferred method of selling for many products and services that were traditionally sold by field based reps. The key driver of this shift to inside sales success has been advances in technology.

Faster internet connections, easy-to-use virtual meeting platforms, sophisticated sales automation software as well as a host of other sales enablement technologies are all making inside sales teams more productive. Moreover, customers are now becoming accustomed to making complex buying decisions over the phone without ever seeing the sales professional.

Historically, inside sales teams were deployed for limited sales functions such as lead qualification, appointment setting, account management, and transaction processing. With today’s technologies, inside sales teams are now able to sell more complex products and services over the phone. And given the expense associated with field reps, it is no wonder that inside sales teams have been growing.

While we see this shift continuing, long-term sales success will depend not on technology but on these teams developing the requisite selling skills needed to effectively sell these increasingly complex solutions.

Based on our work with clients, we believe the answer to this question is a resounding “yes” provided sales organizations invest in training programs that help these inside sales professionals develop consultative selling skills, and implement coaching programs that support their ongoing development.

Fundamentally, Inside Sales Professionals success in closing more complex sales will be based on the skills and knowledge that allow them to be viewed by clients as trusted advisors that can add value throughout the entire sales process.


Sales Training Research Report by Sales Readiness Group

About Norman Behar

Norman Behar is a Managing Director at the Sales Readiness Group, A Part of SBI. He has over 25 years of senior sales management experience and is recognized as a thought leader in the sales training industry. His blog posts and whitepapers are frequently featured in leading sales enablement publications, including ATD,, and Selling Power.