The Top 6 Challenges the Inside Sales Industry is Facing [New Research]

The beginning of the year is an ideal time to analyze your team’s performance and identify the biggest obstacles you’re facing. After all, every challenge is also an opportunity to improve.

According to an InsideSales research paper,“Top Sales Challenges of the Inside Sales Industry 2016,”sales leadership seetraining and developmentas the biggest obstacle they must overcome.

The next most common challenges arelead quantity and quality, recruiting and hiring, tools and technologies, coaching, andcompensation plans.

Note that four of the top six challenges revolve around building and developing the sales force, not sales process-specific issues relating to prospects.

在response, almost half of sales leaders are expanding their in-house training programs. Ten percent plan to hire an external training firm.

Like their managers, reps are concerned aboutlead quantity and quality. They cite a few different strategies they’ll use to improve their results: Prospecting on LinkedIn and other networking sites, focusing on best-fit companies, and investing in referral programs.

Some salespeople are chiefly concerned with excessiverules and procedures. Only 11.5% cited this as their top challenge. This might not seem like a lot -- but InsideSales research analyst Bryan Parry points out this obstacle rose from fifth place to second in a single year.

要求您的团队遵循统一的剧本并创建标准流程可以使每个人保持同步，使跟踪性能更容易，并为成功创建蓝图。但是请记住，许多代表都在销售中，因为它们重视自主权。如果他们感到微观管理，他们将失去动力。

To learn more -- including the latest trends in buyer education, work-from home policies, and hiring needs --download the full report.