Ultimate Guide to Inside Sales

We’ll be honest: this guide was written before the pandemic, but when we reviewed to update, we were struck by how much the core concepts have remained exactly the same. That’s because what you need to build a strong inside sales team hasn’t changed, regardless of where your team is working. If you’re looking for a guide on how to stay connected with a digital contact centre, this isn’t it (although we have that too.) Instead, this guide will take you through the tried-and-true practices of how to staff, train, organize, motivate, and optimise your inside sales team for peak performance.

Who this guide is for

Are you a sales manager who’s new to inside sales? Or, are you already running an inside sales team but just want to polish up your knowledge? You’re in the right place. This was written for sales managers and anyone who wants to build and nurture their inside sales team. It’s also valuable information for sales operations managers who license and deploy software to support inside sales teams.

Why did we write this guide?

We wrote this guide to share some of the insights we’ve collected over the years while developing our own sales team and working with insides sales organisations from companies around the world.

Vonage is one of the leading providers of inside sales software. We’ve worked with hundreds of insides sales organisations to deploy solutions that helped drive higher engagement rates and improved lead conversion.. For example, internet retailer Six Pack Abs cut training time down from 3-4 months to 3-4 weeks, increased the average number of calls made each month from just over 10,000 to 62,000 and increased deals closed per day by 127 percent. We also use our software for own insides sales team to drive the growth of our business.