Advantages of the Inside sales team

Cost effective method

It is mentioned in the case that the cost of an inside sales team is the one-third of the cost of field sales representative, so it is the cost-effective method as compared to the field sales representative. Inside sales rep can contact to more leads as compared to the field sales representative and they can also take more meetings with the potential customers in a single day.(Andris A. Zoltners, 2013)

Some customer prefer to have a phone meeting rather than personal meeting

Some people prefer phone meeting over thepersonal meeting, they do not want an in-person meeting. Inside sales team can find these sorts of consumers and can convince them to buy the product offered by the company. (Acquirent, 2016)

 

 

Solution to the issues

Carter segmented the market into four quadrants that includes the key accounts, maintenance accounts, target accounts and why bother accounts. The inside sales team will be responsible for managing the maintenance accounts and why bother accounts in which team would be focusing on theopening of new accounts and also responsible for managing the maintenance accounts in which team would be managing the queries and also handle the continuous service renewals.

The company candevelop the team structure, in which thewhole team would be divided into two teams and each team would be independent and linkable to each other.

One team would be responsible for handling the service renewals. This team would be compensated by the percentages of services renewed. This team would be connected with the on-field sales representatives and would help them inmonitoring and maintain the renewal schedules. This team would be focusing on the maintenance accounts and its response would be to improve the customer services while managing their queries as it was taking alot of time for the off-field employees.The second team would be managing the why bother accounts and they would work on opening the new accounts in the why bother quadrant.

Above all, there will be one manager who will be monitoring all this and reviewing the performance of the inside and outside sales representatives.

Rather than hiring the field sales team, I would recommend hiring the inside sales representatives.Thecompany has the budget of hiring the 20 field representatives, thecompanyshouldhire 40 inside salesin that budget and 7 outside sales representatives as we also require some field sales representatives due to higher small accounts. Onboarding process takes time, as Carter has to develop a strong and consistent onboarding process.

For a new employee in an organization, first few weeks are hectic and can be an overwhelming for an employee.You don’t have to overload them with too much work.

As an executive vice president of marketing, you should not understand that new employees know everything, you cannot just expect with an employee that he knows all the procedures, rules and regulations.

We can compensate the employees based on their responsibility, as inside sales team is responsible for retention of the customers, so it should be compensated accordingly and outside sales team has the responsibility for the growth, so they should be compensated accordingly………………….

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