The Case for Proactive Inside Sales - Modern Distribution Management

The Case for Proactive Inside Sales

The May 25, 2012, issue of MDM featured an article on the state of proactive selling in distribution on both outbound and inbound calls. Proactivity was defined as making planned outbound calls and/or leveraging inbound calls using a variety of techniques such as cross-selling and probing for additional needs. Nearly half of all respondents to a recent survey of MDM subscribers said that their inside sales reps proactively sell less than 10 percent of the time.

This article examines how a proactive inside sales force can be critical to serving mid-market and small customers as part of a broader multichannel strategy; it includes steps for initiating an effective program.

If created and managed well, outbound and inbound calling programs can be very effective. What’s more, implementation does not have to be expensive or overly complex.

Proactive inside sales is essential for channel alignment and ensuring effective channel coverage.

Figure 1 (below) shows a mapping of different sales and customer service representatives to market segments. The largest accounts have field sales representatives assigned to them. The smallest accounts are serviced by customer service representatives and e-commerce as appropriate. Mid-market accounts are handled by proactive inside sales representatives and customer service representatives. This approach aligns the …


To continue reading this article you must be a paid subscriber.

Subscribe to MDM

Already Subscribed? Click here to log-in | Forgot your password?

NAW Member? Click here to log-in

Share this article

About the Author
Recommended Reading
Leave a Reply

Leave a Comment

Sign Up for the MDM Update Newsletter

The MDM update newsletter is your best source for news and trends in the wholesale distribution industry.

Get the MDM Update Newsletter

Wholesale distribution news and trends delivered right to your inbox.

Sign-up for our free newsletter and get:

  • Up-to-date news in a quick-to-read format
  • Free access to webcasts, podcasts and live events
  • Exclusive whitepapers, research and reports
  • And more!

2

articles left

Want more Premium content from MDM?

Subscribe today and get:

  • New issues twice each month
  • Unlimited access to mdm.com, including 10+ years of archived data
  • Current trends analysis, market data and economic updates
  • Discounts on select store products and events

Subscribe to continue reading

MDM Premium Subscribers get:

  • Unlimited access to MDM.com
  • 1 year digital subscription, with new issues twice a month
  • Trends analysis, market data and quarterly economic updates
  • Deals on select store products and events

1

article
left

You have one free article remaining

Subscribe to MDM Premium to get unlimited access. Your subscription includes:

  • Two new issues a month
  • Access to 10+ years of archived data on mdm.com
  • Quarterly economic updates, trends analysis and market data
  • Store and event discounts

To continue reading, you must be an MDM Premium subscriber.

Join other distribution executives who use MDM Premium to optimize their business. Our insights and analysis help you enter the right new markets, turbocharge your sales and marketing efforts, identify business partners that help you scale, and stay ahead of your competitors.

Register for full access

By providing your email, you agree to receive announcements from us and our partners for our newsletter, events, surveys, and partner resources per MDM Terms & Conditions. You can withdraw consent at any time.

Learn More about Custom Reports

Request a Market Prospector Demo

  • This field is for validation purposes and should be left unchanged.