and small and medium-sized businesses have newly established inside sales departments.
However, some of the people in the Inside Sales department, who are still new in Japan and have few success stories, seem to find it 's painful'.
In this article, we will delve into the reasons why inside-sales seems to be "hard." In particular, if you are in charge of sales department and marketing department management is a must read!
Is "inside sales" painful?
Inside-sales sales are conducted by internal communication such as telephone, mail and chat based on the information (leads) of potential customers acquired by the marketing department. It is a sales method that has been attracting attention in recent years, but when you search for "inside sales" on Google, you will find words that make you uneasy.
"Inside sales hard"
What appears in Google Suggest means that the keyword "inside sales hard" has been searched quite a number of times.
Em Tame! The company that operates the media also has an inside sales department, so you can clearly understand the desire to search so. However, it's too bad for us to encourage marketing soaring that inside-sales impressions are just "hot" jobs. So, this time, I would like to delve into the causes of the "spiciness" of inside sales.
2. Inside sales will be the core of the sales organization from now on
First, let's review the background to the increasing demand for inside sales.
With the evolution of cloud technology, in Japan, "subscription type" services that use software on the cloud for a fixed fee such as monthly fees have become extremely popular. A subscription-based business model is one where users can get a stable profit by keeping the contract long even if the unit price for one user is low. In addition, many companies offer a basic service free of charge and use the "freemium" strategy to charge for advanced services in order to lower the entry barrier.
In such a business model, "to get interested customers to become a free member first" and "to shift from a free service to a paid service" are important issues. Inside sales plays a role of "growing" potential customers into actual customers by communicating with customers remotely in this business strategy.
With this background, companies that want to set up an inside sales department are very much in the market, and various tools are also being sold to streamline inside sales.
However, there have been few successful cases of inside sales in Japan, and companies that have already adopted inside sales are still in the process of trial and error. The reason why people who are engaged in inside sales feel "striking" may be because they have a strong feeling that they do not know the correct answer.
3. It is a big organizational problem to make you think that it is "scratchy"
Based on our experience in practicing inside sales, I think that the cause of the “smartness” of inside sales comes not from the business itself but from the instability of the organization and system. We summarized common issues in an organization where the inside sales department is not working well.
(1) Recognition from other departments is low
For companies that previously focused on field sales (outside sales), the inside sales department may be considered as a subordinate organization of the field sales department or may be considered as a teleapo unit for the sales department. It is common.
Other departments are also considered to have a sales role, so they are misunderstood as “inside sales performance = sales” and tend to see less contribution when compared to field sales.
For example, such casual words from other departments are driving inside sales ...
"It's hard to call me forever" (... I think it's a tele appointment
"Call me forever, "I
can't come to my office all day?"
(2) Can not achieve KPI and KGI
The inability to achieve KPI and KGI will cause every department to feel the difficulty of work, but in the case of the inside sales department, there is a problem that the setting is deviated from the beginning because of the newness of the work There is a case.
● Reasons I can not achieve 1: First of all, there are few leads
Getting a lead isn't a job, as the Inside Sales department is different from the Teleapo unit and the Marketing department. As an organization, if you do not have the number of leads that can achieve the KPI and KGI you set in the first place, it is natural that you can not reach your goal because there is nowhere inside sales can approach by phone or email. If you do not have enough leads, it may be better to dedicate a marketing budget for lead acquisition.
● Reason for not being achieved 2: First of all, products with long lead times
In the first place, despite the fact that the lead time is a long-term product, do you not have KGI that immediately produces results?
Inside sales are not an immediate measure. Generally, it is said that it will take at least half a year to achieve results. Furthermore, if the product has a long lead time, the time to grow inside sales will be longer, so the time to success will be longer.
● Reason 3 can not be achieved: KPI · KGI is not the purpose in the first place
If only the number of apo acquisitions and the number of actions (calls and opportunities) are used as the indicator of inside sales, the person in charge is desperate to handle the number of calls regardless of the content and quality, and to acquire apo. As a result, the inside sales department may become a teleapo unit, or the sales may be swayed by poor quality apo and become inefficient.
Inside-sales needs a metric that was originally intended to "get a potential customer." For example, "number of status ups" and "number of ranks up". It is important to keep track of multiple KPIs in a balanced manner by combining such indicators with the number of apoons, the number of projects, and the number of orders received.
Reference: Em Tame! In the past article "Inside sales launch early, why is a problem that" tele-apo unitize "occurs in the beginning? "
(3) The measure changes and I can not see the correct answer
Not only inside sales, but all new business divisions are common issues, but when launching a business that does not have in-house know-how, it is necessary to try in various short spans until the correct answer is found.
In order to test the hypotheses, it is also necessary to handle “quantity,” but having to go through the cycle of setting up a temporary unit and handling the quantity alone is a task that requires extremely tough mental power.
In addition, there is a good side that there is no information in the company, and when you request information from outside, you can sympathize with each other and exchange information. However, because inside sales are still in its early days, there is also the problem that there is little information that is "successful" in the first place and you have to spend a lot of private time.
As you can see, it is natural for you to feel hard with the mind that you can not see the correct answer and that you can not really know what you are doing right. The ideal is to have a positive sense of "I will find the correct answer!" But in order to do so, it is essential to support the boss and the surroundings.
(4) The ratio of people in field sales and inside sales is biased
If the ratio of inside sales to field sales is too biased, it may not be possible to successfully implement the measures.
A company with a successful inside sales team seems to have teamed field sales and inside sales 1: 1. By doing so, the PDCA can be exchanged daily between the teams, and by exchanging information with other teams, it seems that the success know-how can be quickly accumulated.
At the start of the department, I often hear that only one or two inside sales people say, but there are cases where it is difficult because there is only one person.
(5) Itami of sales and marketing department
Inside Sales is a department that bridges the sales department and the marketing department to maximize results.
Therefore, in the launch period, segment items for selecting leads must be linked with marketing measures, and sales must be combined with good quality apo conditions and customer tracking methods.
However, there are times when you think that any department can not afford to maximize the results of its own department. Because inside sales are intermediate organizations, it takes a lot of time to put together and often suffer from both claims.
(6) Tools for efficiency improvement are not introduced
In general, inside sales require tools such as MA, SFA, and online opportunities.
As mentioned earlier, the launch side of the inside sales department is often organized with a small number of people, but we often hear that the tools for efficiency can not be easily introduced due to the small number of organizations. If the tool is not introduced, there is only "do your best" with manpower no matter how long, and the time until the effect comes out naturally becomes long.
4. How to solve?
In summary, it can be understood that the cause of “inside sales hard” is a difficult problem.
However, as we all know, if you have been involved in a new business, the most effective way to solve these problems is to "get results."
And, in order to ensure that the inside sales representative can cite the results, it is essential to understand the superiors and the organization.
To that end, it is important for the top of the organization and the management personnel to understand the necessity and importance of inside sales well and to keep them informed to the whole organization many times carefully.
In content marketing, we will introduce the mechanism for finding potential customers.
What information is useful to the user? What content do you need? How is the content management system? We deliver information that answers common questions of content marketing!
Pros and cons of creating videos with crowdsourcing
While the needs for using videos such as advertisements, sales tools, and in-house training have increased, the number of clients making video productions is also diversifying.
As in the past, it is not the only way to request an advertising agency, but recently more and more people are using crowdsourcing to request production companies and freelancer video creators to produce videos.
This time, let's introduce the features of each video production client and the advantages and disadvantages you want to know when using crowdsourcing.
1. Know where to request video production
I think that there is not much to deal directly with video production companies for general companies. That's where they come in: “requests” that introduce you to a production company, or control in between.
The clients can be roughly divided into three categories: advertising agencies, web production companies, and crowdsourcing.
Professionals in video production, mainly advertising. The famous video creators and the appointment of talents and celebrities are also led by advertising agencies, and they support high quality video production.
In addition, I am also good at media mixes linked to multiple media such as newspapers, magazines, and the Web as well as videos. Therefore, production costs tend to be high.
Web production company
If the main thing is video production to be uploaded to websites and SNS, it is best to consult a web production company. Depending on the purpose of the animation, such as in-house training and sales tools as well as advertising, we can respond flexibly.
However, since the main business is web production, quality may not be secured if the company has little experience in video production and know-how. Also, since most companies outsource, there is one side that costs are high.
It is a service that connects with a client through a website that many video creators register. We respond to a variety of video production according to the client's purpose, quality request and needs.
In crowdsourcing services, there are services provided by the operating company as a point of contact, and services in which the client mainly interacts with the production company are available.
2. Advantages of Asking Crowdsourcing for Video Production
Of the three types of clients listed above, the use of crowdsourcing has recently increased. The reasons are summarized in the following benefits:
(1) The production cost can be reduced
There are many creators not only corporations but also individual image creators, and they can produce videos at a reasonable cost compared to asking companies such as advertising agencies and web production companies.
(2) We can cope with various video production
As video creators with various achievements and backgrounds are registered, creators who are good at the client's purpose (advertisement, company guidance, human resource development, etc.) will handle the production.
(3) Short delivery time also possible
With regard to delivery time, you can select a video creator according to the client's convenience, so it will respond more quickly and flexibly than advertising agencies and web production companies.
3. Disadvantages of requesting crowdsourcing for video production
While there are benefits, you should be aware of the following when using crowdsourcing:
(1) There is a difference in quality
In addition to differences in the skills of creators, in crowdsourcing where orders are made on a one-by-one basis, the same producers may not handle the next work again, which may lead to differences in overall video quality.
(2) It is difficult for detailed requests to be transmitted
Communication with video creators is mainly by phone and email, and there are few direct meetings and talks. Because of this, it is difficult to convey detailed nuances and requests, and the video may not complete according to the image.
(3) Intermediate margin occurs
Crowdsourcing services, in which the operating company provides window support, incur a fee under the name of the introduction fee or support fee for creators. It will be higher by the middle margin than direct trading.
You may be considering crowdsourcing to reduce video production costs.
However, what is important is the purpose of "what is the purpose of making video?" Emphasis on cost not much at the expense of quality, as a result, if you can not achieve your goal, you will end up falling at the end of the day.
In order not to do so, it is also important to look at the production results of video creators and production companies and research the place that is perfect for the quality that the company wants.
Therefore I would like to recommend the matching platform "MoviePrint" of a movie production company. You can see the results of the video production company in a list, and you can choose the production company that matches your desired quality. You can trade directly with the production company, so it is easy to communicate detailed requests, and the commission to the management company is free, so you can make it more reasonable.
In this way, with MoviePrint, which overcomes the disadvantages of other crowdsourcing services, why not find a video production company that works for you?