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Author: Robert Henderson
Title: EVP, Growth as a Service
Link: https://www.iqor.com/life-at-iqor/leadership/robert-henderson
What iQor Delivered
2X
More engagement through inside sales vs. field sales
1.75
Signed contracts per day
20
Sales representatives operating across 12 markets
Challenge
Expanding Distribution Without the Limits of a Field-Only Sales Model
Expanding Distribution Without the Limits of a Field-Only Sales Model
A global consumer goods leader sought to expand distribution across the rapidly growing delivery market. Its field-led sales model depended heavily on in-person outreach, creating challenges with travel time, access to decision-makers, and seller productivity.
As the opportunity grew, the business needed a more scalable way to reach prospects, support field teams, and increase customer engagement without relying solely on face-to-face selling.
The client needed a partner that could:
Expand market coverage
Reduce field-sales travel burden
Reach more decision-makers
Extend outreach via phone and email
Improve field and inside-sales coordination
Enable inside sales to close at scale
Solution
Building a Hybrid Sales Model Designed for Reach, Productivity, and Scale
Building a Hybrid Sales Model Designed for Reach, Productivity, and Scale
iQor developed a hybrid sales model that brought field and inside sales together in a more coordinated, scalable approach. Inside sales expanded customer outreach through phone and email, supported appointment setting, and helped field sellers focus more time on high-value interactions.
As the model matured, inside-sales representatives took on greater responsibility for advancing and closing opportunities independently, creating a more flexible sales engine to support broader market expansion.
Key Capabilities Delivered
Hybrid Sales Model Design
Combined field and inside sales into a coordinated operating model designed to extend customer reach while improving how sales resources were deployed.
Nationwide Sales Team Management
Recruited, trained, and managed the sales team, providing the operational structure required to execute the program at scale.
Appointment Setting and Field-Seller Support
Inside-sales representatives scheduled customer appointments, helping field sellers spend more time engaging prospects and less time navigating access and travel constraints.
Expanded Phone and Email Outreach
Broadened the engagement model beyond in-person visits, using phone and email to create more opportunities for customer contact.
Inside-Sales Closing Capability
The inside-sales function evolved beyond sales support, enabling representatives to independently advance and close opportunities at scale.
Measurable Business Impact
1.75
Signed contracts per Day
2X
More Customer Engagement through inside sales vs. field sales
20
Sales representatives deployed across 12 markets
Ready to Build a More Scalable Sales Engine?
Explore how iQor helps enterprise brands build more scalable sales models by aligning field and inside-sales capabilities to extend market reach, improve seller productivity, and create more effective ways to engage and close opportunities.
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