The Inside Sales Rep, or ISR is a sales reps responsible for qualifying leads and closing business. In some organizations ISRs are responsible for all parts of the funnel (TOFU*, MOFU**, and BOFU***), as well as closing new business, expansion business, and renewal. In others organizations, ISRs are solely responsible for closing one type of business (eg only new business or only renewal). Typically ISRs are experienced hires or in many cases, promoted from the BDR/SDR pool. ISRs are compensated with a base and variable compensation. The variable comp is a percentage of closed business that they have helped to close.
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