Telemarketing - Inside Sales - Virtual Sales Slated to Grow Impressively in 2011
BOULDER, CO - April 27, 2011 -- CSO Insights today released the 2011 edition of their Telemarketing/Inside Sales Performance Optimization (TISPO) study. More than 200 firms worldwide participated in this year's inside sales survey spanning 93 metrics on sales performance. Questions covered areas including Sales Rep Hiring & Compensation, Sales Execution, Sales Management, CRM 2.0, and more.
"The most significant trend is inside sales' continuing advancement, some might say encroachment, into areas once reserved for field sales," said Barry Trailer, CSO Insights managing partner. "Inside sales is increasingly pursuing and closing opportunities; a lower percentage of firms report lead gen/qualification for the field as a primary responsibility of the inside team."
A second area demanding attention will be retaining top talent. One-quarter of firms report planning to grow their inside sales teams by more than twenty percent (>20%). Another 19% plan to grow more than ten percent (see chart). These dramatic increases will test companies wanting to keep their top performers, since the primary profile of new hires (49%) is reps with selling experience within the same industry.
Other findings include the percentage of inside sales reps meeting/beating quota was up six points over the prior year, to 59%; this was due in part to assigned quotas being down slightly (-4.4%). This is not a pattern expected to be repeated this year, as 92% of companies indicated they were raising revenue targets.
"2011 promises to be both a challenging and rewarding year for inside sales," added Jim Dickie, co-author of the report. "Teams are growing impressively, taking on more extensive sales responsibilities, and carrying deals further into or completely through the sales cycle as buyers become more comfortable dealing virtually. This will powerfully augment field sales and contribute to your firm's revenues."
CSO Insights will discuss these and other findings of this study in a webinar being held 5/17/11. Interested parties can register here: https://www3.gotomeeting.com/register/717048070
Details on the study can be found on the 2011Telemarketing/Inside Sales Performance Optimization webpage or can be obtained by contacting Laura Andrus at Laura.Andrus@csoinsights.com.
About CSO Insights
CSO Insights (www.csoinsights.com) is a sales and marketing effectiveness research firm that specializes in measuring how companies are leveraging people, process, technology, and knowledge to improve the way they market and sell to customers. For 17 years, CSO Insights' surveys of over 12,000 sales effectiveness initiatives have been the standard for tracking the evolution of how the role of sales is changing, revealing the challenges that are impacting sales performance, and showing how companies are addressing these challenges.
Media • To interview Jim Dickie, please email Jim.Dickie@csoinsights.com or call 303-521-4410
• To interview Barry Trailer, please email Barry.Trailer@csoinsights.com or call 415-924-3500
.
• To obtain a PDF copy of the full report, please email Kim Cameron at kim.camerson@csoinsights.com or call 775-831-9013
• Tag: sales performance, sales effectiveness, sales optimization
Chart:
http://www.rapidpressrelease.net/newswire/CSO_Insights/31173/planned.jpg
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"The most significant trend is inside sales' continuing advancement, some might say encroachment, into areas once reserved for field sales," said Barry Trailer, CSO Insights managing partner. "Inside sales is increasingly pursuing and closing opportunities; a lower percentage of firms report lead gen/qualification for the field as a primary responsibility of the inside team."
A second area demanding attention will be retaining top talent. One-quarter of firms report planning to grow their inside sales teams by more than twenty percent (>20%). Another 19% plan to grow more than ten percent (see chart). These dramatic increases will test companies wanting to keep their top performers, since the primary profile of new hires (49%) is reps with selling experience within the same industry.
Other findings include the percentage of inside sales reps meeting/beating quota was up six points over the prior year, to 59%; this was due in part to assigned quotas being down slightly (-4.4%). This is not a pattern expected to be repeated this year, as 92% of companies indicated they were raising revenue targets.
"2011 promises to be both a challenging and rewarding year for inside sales," added Jim Dickie, co-author of the report. "Teams are growing impressively, taking on more extensive sales responsibilities, and carrying deals further into or completely through the sales cycle as buyers become more comfortable dealing virtually. This will powerfully augment field sales and contribute to your firm's revenues."
CSO Insights will discuss these and other findings of this study in a webinar being held 5/17/11. Interested parties can register here: https://www3.gotomeeting.com/register/717048070
Details on the study can be found on the 2011Telemarketing/Inside Sales Performance Optimization webpage or can be obtained by contacting Laura Andrus at Laura.Andrus@csoinsights.com.
About CSO Insights
CSO Insights (www.csoinsights.com) is a sales and marketing effectiveness research firm that specializes in measuring how companies are leveraging people, process, technology, and knowledge to improve the way they market and sell to customers. For 17 years, CSO Insights' surveys of over 12,000 sales effectiveness initiatives have been the standard for tracking the evolution of how the role of sales is changing, revealing the challenges that are impacting sales performance, and showing how companies are addressing these challenges.
Media • To interview Jim Dickie, please email Jim.Dickie@csoinsights.com or call 303-521-4410
• To interview Barry Trailer, please email Barry.Trailer@csoinsights.com or call 415-924-3500
.
• To obtain a PDF copy of the full report, please email Kim Cameron at kim.camerson@csoinsights.com or call 775-831-9013
• Tag: sales performance, sales effectiveness, sales optimization
Chart:
http://www.rapidpressrelease.net/newswire/CSO_Insights/31173/planned.jpg
###
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