PAS 8401:2014 PDF

What is this PAS about? This is the first guidance of its type on setting up an inside sales management (ISM) methodology, the purpose of which is to help organization’s achieve their B2B sales goals. Inside sales are otherwise known as telesales. Who is this PAS for? It’s relevant to all markets that rely upon B2B sales. Specifically it’s intended for use by leaders of the business development function within organizations that have or are planning inside sales. Its guidance might also be relevant to organizations who manage telesales activities on behalf of clients. Why should you use this PAS? It provides a methodology for corporate sales organizations to efficiently plan, execute and control inside sales activities as part of a wider inside sales management strategy to help achieve sales revenue and growth objectives. This includes selling through the use of all methods of communication at a distance, including:

Telephone (inbound and outbound) Internet chat (inbound and outbound) Video conferencing Web-based software

NOTE: The context of this guide is inside sales which implies telesales managed in-house. This PAS does not address management of field sales activities, i.e. face to face meetings with customers.