What is the role of inside sales?

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The above diagram illustrates a typical sales organization consisting of Marketing, Inside Sales (SDR and BDR), Account Executives (FS and OS), and Customer Success (CS).



First, the inside sales team consists of two distinct roles: Business Development Representative (BDR) and Sales Development Representative (SDR). BDRs focus on finding new leads through an outbound approach and then building relationships from scratch. SDRs take an inbound approach and instead contact prospects who have interacted with your website or bosnia and herzegovina telegram number database online content, or who have made inquiries or converted, and give them a call to understand their current needs. SDRs determine if they are hot leads and then pass them on to account executives.



There are also two types of account executives, Field Sales (FS) and Online Sales (OS). Both Field Sales and Online Sales are responsible for conducting meetings and closing sales. The difference is that Field Salespeople visit clients in person to meet in person, while Online Salespeople hold all meetings virtually, such as through Zoom or Microsoft Teams. In 2022, many companies only have online sales teams at this time, as field sales have essentially become obsolete during the pandemic.



Finally, once a contract is signed and the customer starts using the service, typically the Customer Success (CS) team will handle them from that point on. Customer Success is about walking them through onboarding and showing the customer how to best use the product to achieve their goals.

Important Internal Sales KPIs


Number of completed activities
Call connection rate/response rate
Number of meetings scheduled
Number of sales completed from qualified leads
Average transaction size
Sales cycle length
Number of leads collected by the BDR



How to Set Up Inside Sales in 3 Steps

1. Prepare content to gauge your prospects’ interest levels