How to Structure An Inside Sales Team?

inside sales team


Developing an inside sales team can be daunting. First, you need to find the right people, train them, and give them the tools they need to be successful. But with the proper structure in place, you can create a winning team that drives sales and growth for your company. 


However, starting an inside sales team, many get confused in proceeding to the next step with this set of questions:

  • Where to start? 
  • Whom should we hire first?
  • Should we outsource or have an inbuilt team?
  • Sales team structure, and so on.

This article will help you overview the structure, positions, and how to maintain the team effectively in the long term. Keep scrolling!


Benefits of An Inside Sales Team


Over 70% of prospects prefer speaking to sales reps via inside sales rather than outside sales. Moreover, using an inside sales team also gives your organization an advantage.


  • It reduces travel and entertainment expenses.
  • Many decision-makers turn to the Internet to solve their company problems, which helps the inside sales team generate inbound leads through social media and websites.
  • Using inside sales even opens doors to new prospects with whom you have never communicated.
  • The usage of software tools generates easily measurable metrics.
  • You can replicate the same process that works well across teams and much more.

Also Read: Few More Benefits of Inside Sales – Read This!


Things to Consider Developing An Inside Sales Team

Building an effective inside sales team requires insightful planning, strategic hiring, and continuous training. We’ll explore the steps to develop a high-performing inside sales team.

Provide comprehensive training

Once you’ve assembled your inside sales team, invest in comprehensive training to equip them with the knowledge and skills they need to succeed. Develop onboarding programs that cover product knowledge, sales processes, objection handling, and effective communication techniques.
Provide ongoing training to help your team improve and stay updated on industry trends and best practices. Encourage peer learning and create opportunities for skill development through workshops and webinars. 

An essential part of building an inside sales team outsourcing, whether outsourced or in-house, depends on the structure and whom you hire.


To structure it, you mainly need to make up the below positions.


Sales manager


The sales manager is a foundational role, responsible for the whole inside sales team. This role had to collect input from different parts of the team to make significant decisions.


Also Read: Know the Responsibilities of an Inside Sales Manager


Attributes needed for the sales manager role:

1. Strong leadership skills.

2. High emotional intelligence with excellent listening skills.

3. Attentive to every small detail provided.

4. Great researcher with forecasting skills.


Sales representative


They play a significant role in interacting with customers, selling products, and closing deals. They also work with potential customers, build strong relationships, and nurture them by solving their problems.


Attributes needed for the sales representative role:

1. Friendly manner.

2. Being optimistic and firm.

3. Determined and trained.

4. Very efficient in dealing with sales.


Sales development representative


They are the key prospectors who initiate the sales by setting appointments with the decision-makers and generating solid leads for the sales reps to sell their products.


Attributes needed for the SDR’s role:

1. Courageous to overcome rejections.

2. Possessing healthy competitiveness.

3. Adapting to opportunities available.

4. Determined to grow.


Sales engineer


Sales engineers have complete technical knowledge about the products. They help the sales team by providing complex technical information during interactions and also help implement products after sales.


Attributes needed for the sales engineer role:

1. Good technical background.

2. Ability to work as a team.

3. Should have good problem-solving skills.

4. Ability to build a swift relationship with clients.


These fundamental roles need to be structured in an inside sales team. But, depending on your organization, it may be considered a part of a team or an independent team. Moreover, the roles may become more defined and specialized as the team grows.


Also Read: Tips & Strategies For Successful Inside Sales


Measure and optimize performance


Regularly evaluate your inside sales team’s performance against KPIs and adjust your strategies accordingly. Analyze metrics such as conversion rates, sales cycle length, and win rates to identify bottlenecks and areas for improvement. Solicit customer and team feedback to gain insights into what’s working well and where there’s room for enhancement.


Experiment with different strategies to optimize your sales processes and drive better results.


Motivating the team


As you start a new inside sales team, it is equally important to grow your team and help them thrive toward the goal of a successful organization. To do so, empower them by providing all the essential sales tools that are best and convenient.


 Also, provide them with onboarding programs. Here are some key points that need to be covered.

  • Create a training program on the overall sales process. 
  •  Make them technically strong by having them use your products.
  •  Provide your organization’s core values and make sure they are followed.
  •  Have them up-to-date by regularly training them with upcoming technologies.

Lastly, motivate your team with a clear set of expectations and metrics. Determine your team’s success and explain what you must do to maintain it.


A successful inside sales team is the backbone of your business. So, structure your team to focus on central goals and provide excellent customer service. In addition, motivate and train your team to stay updated and grow.


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