Inside sales professionals have a unique set of skills and needs compared to outside sales reps. Rather than logging hours on the road meeting new people, you’re more likely to be closing deals from your desk or taking care of maintaining relationships with existing clients. The tasks you perform are just as vital to the company’s health, and you need the right tools to make sure you excel.
Base is equipped with the right tools for both inside and outside sales reps. In this post, we’re featuring 5 of the most useful features for inside sales reps and managers. Don’t worry, outside reps. In a follow-up post, we’ll refresh your memory with the best Base features for you.
1. Base Voice
When you work on the inside, you spend a large portion of your time on the phone checking in with your clients and chatting with prospects. To make the most of your phone conversations, you need the right set of tools.
Enter Base Voice. You can make and receive calls within Base, making it an easy experience to communicate with the right person and to keep track of the right information. All of your calls will be logged in the system, with notes about the time and length of the chat. You can then link those logs with the relevant deal or contact cards.
In addition, you have the option to record any call made through Base Voice. This is crucial for training purposes, so managers can review performance if a rep needs some help. It’s also a tool you can use to improve your abilities. Inside sales experts need to have incredible mojo on the phone. If you can’t pick the right words and set the right tone, you might lose the deal. Plus, you have to hone a sixth sense for how your customer is feeling without the benefit of any visual cues. Being able to play back your calls and hear what you and they say is the best way to develop those skills.
Just listen to this customer’s reaction when he first experienced Base Voice. Yeah, it’s that good.
2. Lead Management
Inside sales often focus on inbound leads rather than outreach to potential customers, but your set of leads will likely get lumped in with all of the outside sales team’s contacts in the CRM. The key to making it all work is having a great system for managing and organizing all of the leads in your company’s rolodex. Base has many cool features for lead management, but I want to call out the Deal Sources report so you can track where your best leads are coming from.
Base has a customizable system for tags so that everyone on the team can know where a lead came from. The Deal Sources report allows you to see which deal sources are bringing you the most business. You can filter this report by date range, team member, tag, or stage.
In this example, sources are distributed by web form, referral, word of mouth, or other.
3. Reports and Analytics
No matter what side of sales you’re on, you need to have access to information about your sales. At any time, you might need to check your progress toward your quarterly goals or see how you stack up against your peers. Or you can use Base’s analytics to have a modern-day crystal ball, determining why most of your deals are lost or forecasting how much money you can bring in over the coming months.
With inside sales, you need a specific subset of information in addition to the usual business intel. One of the most useful reports Base offers inside sales reps is the ability to visualize data about your calls. All those logs of your conversations become an easy-to-read display of your sales performance on the phone. With these reports, you can see what time of day has the best results, how long you spend on the phone. By identifying these trends in your phone sales, inside sales reps can actively work to perfect their pitches.
4. Email Automation
The time you aren’t spending on the phone is often spent buried in your inbox. Base lets you integrate your email so that you only need one tool to oversee sheaves of correspondence. Any emails can be attached to deal or contact cards, so you won’t have to search based on hazy memories of what keywords you can remember from an important discussion. Or you can use a unique BCC email address if you opt to not use the full integration. Again, with email automation it’s all about being able to have the intel you need when and where you need it.
If you’re adding Base on top of another email client, then we have good news. Our CRM can integrate with several of the top enterprise email tools, such as Outlook, Gmail, and MailChimp. Whatever type of setup you think will work best for your team, you can find it with Base.
5. Sales Tracking
Any sales rep should have access to the progress of a deal. One of the strengths of Base CRM is the ability to personalize the stages of the sales process to your company. For inside sales, where you might either be cold calling a huge volume of people or cultivating very close personal relationships with a handful of clients, tracking progress is especially important. You need to know the precise ins and outs of your deals so that your customer conversations can be as useful as possible.
Sales tracking serves many purposes for the sales industry. At an individual level, you can monitor how many deals you expect to close in a given period and ensure that each client gets the service they deserve from you. Across the team, this information helps feed the forecasting and prediction tools that managers and executives are using to make their decisions. Not only does sales tracking help to analyze your work as an individual, but it is essential for the health of the company.
If you haven’t already, you can try Base for free. Let us know what you think of our favorite features for inside sales reps.