In-House Sales
If you intend to take control of your sales process by using your internal resources, you might consider the following:
1. Allow the person to work exclusively on developing business. It is tempting to think that cultivating prospects is a part-time effort, but it isn't. Resist the urge to pile on other administrative tasks.
2. Provide a discrete phone line and a quiet office for outbound calling.
3. Make sure the selected resource is technically capable of working with purchasing, engineering and project people.
4. Set daily, weekly and monthly goals with corresponding reporting.
5. Be sure that your budget for the job includes travel, collateral material and added resources once momentum is gained.
6. Understand that one person may not be a perfect fit for all parts of the job. Allow the department to grow according to the needs of the process.
