Is what happens when an executive team unfamiliar with the work it takes to start, maintain, and grow an Inside Sales team get the numbers on a high performing Inside Sales team.
The COS is better.
The ROI is better.
In some cases, the customer experience is better.
The activity is higher.
The accountability loops in place are amazing!
The rigor and metrics are spot on.
The magic comes when everyone understands the effort required to start and maintain those successful motions. And not just for the BDR team. For all high-functioning Sales teams, inside and out. If you’re checking the ROI on your Inside Sales team, best be sure to do the same with your Outside Sales team. Because the line is certainly blurry right now and best to cross pollenate the best qualities from “both sides of the fence”.