what is an inside sales representative?
An inside sales representative is a sales professional who uses remote communications to sell products and services. This role developed as global telemarketing expanded. Phone leads were once more prominent than those found online or through email. Phone canvassing has remained, but online technologies are now predominant.
mastering the sales criteria
Every sales professional studies a specific market, develops a list of leads and engages with them. Inside sales representatives also take these steps but pursue them without having direct contact with their leads. Companies rely on inside sales representatives because their work builds revenue and gains more leads. A job involves inside sales when the work is in-house, but there is no face-to-face contact with clients.
applying modern technology
Computers are now central to the work of remote sales, so inside sales teams study and research more than ever before. Being good with data and knowing how to find it gives you unique leverage in selling. You can then craft pitches for the specific leads you are going to pursue. No matter what industry you enter, you have a significant advantage as an inside sales representative when you understand your audience.
Would working as an inside sales representative suit your customer service and planning skills? Then read on to discover the competencies and qualifications best-suited to thriving in an inside sales representative role.
inside sales representative jobsaverage salary of an inside sales representative
Inside sales reps earn wages in several ways. You can be paid by commissions and bonuses or earn a basic salary like other professions. According to Payscale, the average base salary of an inside sales representative is ₹352,014 per year. In the early years, your compensation package is around ₹270,000 annually. After some years in the role, your salary increases to close to ₹480,000 annually. Some inside sales representatives also earn commissions on top of their basic salary. The commissions are usually a percentage of the value of their sales. Some employers prefer to award bonuses to inside sales reps for meeting targets and sales quotas.
how to boost your salary as an inside sales representative
The easiest way to improve your earnings is to boost sales and meet your quotas. You are likely to receive higher commissions and bonuses for achieving the set targets. When you have more experience in sales, you can use your expertise to negotiate higher earnings. Senior inside sales representatives can also negotiate higher salaries due to their transferrable skills.
types of inside sales representative
The types of inside sales representatives depend on the customers they sell to or the products and services they market. Some types of inside sales representatives include:
- b2b inside sales representatives: you research potential businesses or companies you can sell to. You reach out to businesses online to explain your products and the benefits to their companies.
- b2c inside sales representatives: your job is to reach potential customers through phone calls and explain product features to make a sale. You also contact the leads generated from online sources to guide them through the purchase process.
- fashion inside sales representatives: your job is to find and contact potential customers interested in fashion items. You advise on sizes and other features.
working as an inside sales representative
Inside sales representatives boost a company's sales by contacting leads and guiding them to purchase products. You should be convincing and confident to maintain potential customers' attention. Let's explore the specific duties, work schedules and career prospects associated with the role.
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duties and responsibilities
Some of the duties of an inside sales representative include:
- identifying new sales opportunities: you seek new customers for your products. You rely on industry directories and mailing lists to find new leads. You use social media to find new sales opportunities by contacting people who express interest in your products. You also participate in online forums to gain new clients and improve brand awareness.
- researching potential customers or accounts: your success depends on making compelling pitches to attract new clients, so you research clients and use the information to create a personalised pitch. Some details to look for include a customer's annual revenue, business needs and current suppliers. Knowledge of this kind helps you determine what you can offer the client.
- building relationships with clients: as an inside sales representative, you receive incoming sales calls and assist customers with purchases. You also make follow-up calls to encourage customers to make purchases. It is your job to build rapport with potential customers. After closing a sale, you stay in touch with the customers to foster good relationships and sell additional items.
- negotiating sales terms: when a customer agrees to purchase your products, you negotiate the terms of the sale to ensure they get a good deal. For instance, you negotiate a customised sales package and determine the discounts and after-sale services accompanying the purchases. You also record the agreed purchase amounts, rates and terms of service before preparing the products for delivery.
- collaborating with the sales team: you find online leads and direct some to sales executives. You handle straightforward negotiations but work with sales executives on large-scale or complex sales contracts.
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work environment
Unlike sales reps on a retail floor, inside sales representatives often work from home or in remote offices. When you work remotely, you are responsible for your schedule. Regardless of the hours you choose, your ability to reach your sales goals is paramount. The basic selling tools and tactics are the same, but you have the patience to sit by yourself, strategise and go through numerous contacts. There is no travelling involved in the role since you complete most tasks through online channels. If a customer requests an in-person demonstration, you send outside sales representatives.
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who are your colleagues?
Depending on your employer, your colleagues may include sales executives, field sales representatives, marketing coordinators, and marketing executives. You also work with social media managers and digital marketing specialists, as well as other specialists that could include account managers, sales executives, sales representatives and marketing managers.
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work schedule
Expect to work a full-time schedule of over 40 hours if you are a top performer. Sales is a competitive field, so your desire to work and consistency in showing up lead to more hours and better positions. The research and practice you bring to the job require you to take the initiative and use some of your time to perfect your career skills.
Inside sales representatives in offices start working when the facility opens. At-home personnel often have the option of starting earlier or later, depending on their sales.
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job outlook
As an inside sales representative, you have multiple career growth opportunities in many industries. Since being an inside sales rep is an entry-level position, your career progression is gradual as you gain experience and additional skills. Most inside sales reps become sales executives or representatives and take up complex responsibilities. Some become sales, account, or marketing managers, while others specialise in customer service roles by becoming customer service representatives or managers.
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advantages of finding an inside sales representative job through randstad
Finding your inside sales representative job through Randstad provides important advantages such as:
- a wide variety of training and development opportunities
- an experienced contact person to provide help if needed
- a range of opportunities in your area
- get paid on a monthly basis
- temporary and permanent contracts
Want a permanent contract? A temporary job as an inside sales representative is often a stepping stone to an attractive permanent job. Every year, thousands of people earn a permanent contract with great employers thanks to a temporary job found through Randstad. What's more, many companies recruit their permanent employees through Randstad too!
education and skills
Most sales roles require minimal educational qualifications. When you complete your HSCE, you can join the role and start from entry-level sales positions before becoming an inside sales representative. Most companies provide on-the-job training. If you want to pursue a diploma or degree course, consider sales management or marketing courses.
skills and competencies
As an inside sales representative, you require the following skills:
- listening skills: you deal with clients remotely, which means you don't have the benefit of body language to understand a customer. Good listening skills help you answer questions accurately and build rapport with customers.
- organisational skills: you handle multiple customer accounts, so your organisational skills help you manage all customer activities on time and provide accurate feedback.
- dependability: reliability helps to build customer trust. For instance, if you promise to deliver the goods on time, failing to fulfill your promise erodes trust.
FAQs about working as an inside sales representative
FAQs about working as an inside sales representative:
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what does an inside sales rep do?
Finding leads, assessing their interest and selling products are the primary tasks of inside sales representatives. What's unique about this role is the remote environment in which sales teams work. If you like the idea of selling products using the latest remote technologies, then this is an excellent career for you.
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what is meant by inside sales?
Inside sales are conducted in an office, away from consumers. Sales reps in retail stores greet leads and try to sell to people in person. Being an inside sales rep means working with other sales reps only.
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is inside sales a good career?
Those with attention to detail and open personalities thrive as inside sales reps. Your experience as an inside sales rep equips you for various sales roles and careers. Finding the ideal fit is about knowing which industries interest you and which employers offer your preferred career opportunities.
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how do you succeed with inside sales?
Success as a sales rep calls for resilience and the ability to deal calmly with rejection. Understanding what others need isn't as simple as asking them directly. Competent sales reps know how to hear "yes" when leads say "no". Your flexibility in finding the ideal pitch makes you successful in inside sales.
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how do I apply for an inside sales representative vacancy?
Applying for an inside sales representative job is easy: create a Randstad profile and search our job offers for vacancies in your area. Then simply send us your CV and cover letter. Need help with your application? Check out all our job search tips here!
