When done properly, proactive inside sales should: Grow midsize accounts 15% to 20% Increase gross profit through revenue in higher margin accounts Reduce sales comp for midsize accounts 30% to 40% Increase retention In our experience creating proactive inside sales programs, we have seen the best – and worst - practices for achieving these results. In this episode we look at six keys in creating a successful proactive inside sales program including organization design, management support, compensation, account selection, selecting the right people and technology support.