As the inside sales landscape shifts to online and virtual interactions, the value of having a strong inside sales team becomes increasingly apparent. According to a Hubspot survey, teams with an inside sales focus have 9.8% higher quota attainment than teams that are solely field-based.

For a business to maximize revenue opportunities, they must be able to engage buyers at every stage of the sales funnel. Having an internal team of dedicated inside sales reps can help companies generate the warm, qualified leads needed to drive engagement and ultimately sales growth.

Traditionally, inside sales has involved following up on inbound leads (people who’ve filled out a form on your website, downloaded content, requested a demo or even just viewed a video) as well as performing cold outreach to engage net-new prospects. But the definition of inside sales is now far more broad, and it may include any selling activity that takes place over digital channels, including social media, email, webinars, and more.

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A well-trained inside sales team is able to engage with prospects in an effective way, and can provide valuable insight into buyer challenges, pain points, and goals. They should be able to quickly understand and communicate how their product or service can help.

They must also be able to manage their time effectively and be comfortable using a variety of communication tools, including chat, call, video, and screen-sharing. And because they’re often working remotely, they need access to sales management software that’s easy to use and mobile-friendly.