Wholesale Distribution Value Series: Creating Value with Inside Sales

Most distributors don’t view their inside sales team as a proactive sales force. It’s relatively rare for inside sales reps to make outbound calls to generate more business or to employ active selling techniques. In fact, in a survey, nearly two-thirds of distributor respondents told Real Results Marketing their inside sales force spends less than 25% of their time proactively selling. 

That means they are spending most of their time processing orders and returns, providing technical support, managing inventory or tracking orders. In fact, most distributor inside salespeople are actually…