In January of 2014, the AA-ISP, with support from our 2014 Corporate Underwriters InsideSales.com and 2014 Corporate Platinum Sponsor ConnectAndSell, Inc., completed an extensive industry analysis to discover The Top Inside Sales Challenges.
The AA-ISP's research was conducted nationwide, across all types of industries and selling models and included over 850 respondents. Of all the respondents, 98% stated that their organizations deploy an inside selling model. Selling models represented included team, discrete, hybrid, and channel/distribution, with respondents most commonly reporting that their company used a team selling model. However, both discrete and hybrid models seem to have been increasing in popularity over the last several years. This increase was attributed to the increased responsibility and ownership of a maturing inside sales professional. In a discrete selling model, inside sales representatives own the quota and are responsible for selling without any field reps involved. In a hybrid selling model, inside reps work primarily inside but travel as needed, sometimes frequently, for face-to-face meetings.
We trust the 2014 Inside Sales Top Challenges Research Results will help you in your own effort to "Raise the Level of Professionalism and Performance" of your own organization.