Are you properly utilizing your inside sales force?
The driving force
Relationship equity with the customer is still the driving force to success in sales.
However, many of us underestimate the value of that relationship equity between inside sales, customer service and the customer. Relationship building always has been the mantra of outside salespeople and the relationships on the inside oftentimes don’t get the credit that is due. Of course, relationship equity is important to success in outside sales. But who actually has more contact with the customer? In fact, studies show customers would give up their outside sales contact 83% of the time before giving up their inside contact if that is their only choice.