Spinning up inside sales internally ... advice?

[Anonymous]

We are currently using an outside vendor to handle the role of inside sales. For whatever reason, the company has not wanted to bring this in house... until just recently. I am working to put together a plan/framework for what is involved in bringing this in house, how to best manage, technology needed, etc. Does anyone have any advice on this or best practices they have found helpful? It would likely be that inside sales would report to sales leadership - but frankly all of the process would come from marketing.

[Josh_Hill13]

Sirius Decisions will have some guidance on this. There are also some small firms that will help you design this. Alot of this depends on how you want to comp ISRs: #calls, #meetings, ???

Ideally all MQLs should go to ISRs for qualification. Sometimes the ISRs will just set meetings for the Sales Managers. Other times the ISRs are told to close smaller deals or work with smaller firms, but pass SQLs for larger firms up the chain. What is the current situation with your vendor?

You really just need to decide on the process and train them to use SFDC in the way that will work for everyone. They should live in SFDC and love it.