Using Business Intelligence Tools to Help Manage Costs and Effectiveness of Business-to-Business Inside-Sales Programs

Abstract

Record-high transportation costs and unprecedented travel difficulties are driving up the expenses and uncertainties associated with use of an outside sales team. As a result, sales managers operating in today's high-cost and high-risk environment need to invest in sophisticated data analytics to support inside sales teams that do not travel. This paper describes how predictive analytics, data mining, and other business intelligence tools help inside sales teams to effectively manage their costs and generate sales.

Keywords:

• business-to-business
• inside sales
• sales effectiveness
• cost management