Different Inside Sales Roles: Qualifying & Closing

One important aspect of inside sales is usually breaking out into separate jobs the functions of…

1) “Sales development” – sales reps who are dedicated to qualifying inbound leads or generating new opportunities, from

2) Quota-carrying reps that close deals.

This is important to making it profitable to work small orders (perhaps down to $1000). The “closing” reps can focus purely on working sales cycles with viable prospects (even small ones), and without wasting time disqualifying or chasing obviously poor small deals.