Inside Sales vs Outside Sales – How to choose?

“It’s all just sales,” say industry experts. Some go to the extent of saying, “Outside sales is obsolete!”

This brings us to the question-

Should you consider outside sales at all?

What’s the difference between Inside Sales and Outside Sales?

Let’s start with the basics!

Crudely put, the key differentiating factor between inside and outside sales, is the way in which you would interact with your customers. Inside sales professionals identify, nurture and turn leads into customers remotely, while outside sales professionals meet and attempt to close their prospects face-to-face.

With the boundaries between inside sales and outside sales getting blurry, modern business travelers often find themselves wondering if the travel is worth it.

Even though it’s traditional, outside sales is still very effective, and in some regions, even necessary.

Lately, the changing technological advances and the shift in the buying processes have contributed to an increased focus on inside sales vs. field sales activities within many organizations.

Therefore, determining whether to focus your efforts on inside sales or field sales may seem complicated without careful comparison of the two approaches.

This isn’t a one-size-fits-all situation though!

To figure out which approach works best for you, we are going through the benefits that both the approaches offer.

A person who’s great at inside sales isn’t necessarily great at outside sales, and vice versa. We hope this information helps you take an informed decision on which approach to take.

Outside Sales

If you work better independently, as compared to with a set schedule and team, this may be the field for you. You should also adapt to new people and environments easily, as you will visit new prospects and do a great deal of traveling. Since you meet clients face-to-face and represent your company, you are expected to look your best and be at your best.

Here are a few benefits of opting for Outside Sales:

  • Manage your schedules
  • High work flexibility
  • High accountability and control
  • Dynamic work environment
  • Travel and associated perks such as mileage
  • Discounted rates at nice hotels and associated rewards cards
  • High conversion rates for enterprise-level clients

Need tools to help you manage it all? We curated a list of apps to help you.

Inside Sales

If you prefer office environments and predictable work-hours, then you may be better suited for inside sales. You are also expected to be great at written communication. You don’t necessarily have to demonstrate a product or service live, but you should be articulate enough to explain the item in an engaging manner that attracts potential buyers. Collaboration with peers is also common among inside salespeople as you would work in an office.

Here are a few benefits of opting for Inside Sales:

  • Predictable work-hours
  • More approachable to your team
  • Better team building, coordination and collaboration opportunities
  • More time to schedule virtual meetings
  • Make more phone calls from one place
  • No hassles of travel, delays and other unforeseen circumstances

Which one sounds like a better fit for you and your company?

No matter which approach you choose, or whether you go for a hybrid approach – some things would remain common. You would still need to know your product well. You’d need to still have to nail your pitch every single time. Your goal is still to close as many deals as you possibly can.

The Inside sales vs. Outside sales, is just the approach to reach your goal, and as long as you have your eyes on the prize, the path will become clear eventually.

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