Understanding customer needs and setting KPIs

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In addition, it is important to set a career path for inside sales and maintain motivation. In addition to increasing compensation, you should also discuss how your current work is leading to your own growth, and whether your career path is being carried out as planned, and check in regularly.

Next, understand the current needs of potential customers and austria phone number resource set KPIs for the inside sales team. Analyze the customer data already accumulated and classify potential customers into levels based on their current order probability and needs. If the needs are unclear, conduct a hearing in advance.

Then, using tools such as customer journey maps for each group of potential customers, you can organize the means of approach, the needs and issues to be elucidated, and the contact schedule.

Once you have sorted your customers, set KPIs for each group. In line with your company's overall sales target, set quantitative goals using specific figures, such as getting five orders by the end of the year for Group A and increasing the probability of receiving orders by 20% within one month for Group C.