Inside Sales vs Outside Sales: Different but Equally Important

inside versus outside sales graphic

After nearly four years of a global pandemic, where nearly all of the workforce worked remotely, things are starting to return to business as usual.

While it might be a slow return in some places, you are probably starting to consider again how you want your sales force to work for your business.

After years of remote sales work, you might be ready to evaluate what formula of sales force will best meet your needs as a business and as an employee.

  • Inside vs outside sales (aka field sales), which is the better model?
  • How are inside sales and outside sales different?
  • How are the responsibilities different for each type of salesforce?

Read on as we take a closer look comparing inside and outside sales.

What Is Inside Sales?

A company that employs inside sales reps will have them selling from “inside”. This means the salesperson is in the office working to sell to leads and customers. In some cases, they might even sell from their home office space.

An inside salesperson is likely to sell from their phone or email. They might work directly from a company website or other digital avenues.

photo of an inside sales rep

It’s their job to connect with customers from afar versus face-to-face.

Inside sales are more commonly used in B2B sales scenarios. They are also commonly used in SasS and other tech-related fields.

Often the role of the inside salesperson will be to work in conjunction with the outside sales rep to cover the customer base.

Census data shows that inside sales make up about 45.5% of the sales force, and this number continues to grow post Covid.

Don’t forget to read our definitive guides to cold calling and cold emailing to help your inside sales efforts.

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Roles and Responsibilities of Inside Sales Reps

Like any salesperson, the inside sales rep’s role is to address the needs of the customer or potential customer from a remote position and via sales calls. They are expected to:

  • Guide them through the sales process
  • Help them find an adequate product or service
  • Help the customer solve potential problems

Inside sales reps have a unique challenge since they don’t meet with the customers face-to-face. They will use phones, email, video, and virtual meetings to make those important connections with customers.

Inside salesperson responsibilities are likely to include:

  • Make 50 – 100+ sales calls a day (cold calling)
  • Send 250 cold emails a day
  • Build important relationships with customers
  • Facilitate and establish trust and rapport with the customer
  • Nurture potential leads with the goal of converting into a sale
  • Manage relationships and referrals from existing customers
  • Meet quota goals
  • Close deals
  • Report relevant sales data

Most importantly, the inside sales representative must demonstrate superior knowledge of the product or service so they can answer customer questions and inquiries.

photo of a female inside sales professional

Advantages & Disadvantages of Inside Sales

Inside sales, a pivotal part of the sales strategy for many businesses, offers significant benefits and faces distinct challenges in the digital landscape.

Advantages:

  1. Cost Efficiency: This role can reduce expenses, eliminating the need for travel and enabling a lean inside sales process.
  2. Extended Reach: Leveraging digital tools, inside sales reps can engage potential clients globally, breaking down geographical barriers and generating leads more effectively.
  3. Enhanced Efficiency: With technology, inside sales teams manage leads and customer interactions more swiftly, boosting the sales pipeline’s productivity.

Disadvantages:

  1. Limited Personal Interaction: The digital nature of inside sales can hinder the development of deep personal sales conversations, which are often easier to establish face-to-face.
  2. Challenges with Complex Products: Selling intricate solutions remotely may require more sophisticated communication strategies to convey value effectively.
  3. Building Trust Remotely: Establishing rapport without physical presence demands creativity and exceptional communication skills from sales reps.

The balance of inside sales’ advantages and challenges underscores the importance of aligning your sales teams—whether they’re focused on inside or outside sales—with your overall sales strategy and the specific needs of your target market.

inside rep wishing he was outside

What is Outside Sales?

Like an inside salesperson is working remotely from the customer, the outside salesperson is out working in the field to meet with the customer face-to-face.

Their role is to travel to meet with clients and customers, connect with potential customers, and nurture those important customer relationships. This is why outside sales pros are also referred to as field sales reps.

Not only do the outside sales reps sell when they are meeting directly with the customer, but they also commonly work at selling at industry events, conferences, or speaking engagements.

Outside salespeople must be confident and demonstrate strong interpersonal skills. They need to be able to work their way into seeing customers who may be reluctant to make time for them.

Often field sales reps are faced with customer challenges and must be prepared to help figure them out on the spot, unlike an inside rep who might be able to step away and figure it out.

Outside sales reps should have good time management skills and be prepared to arrange their own schedules and work independently.

Don’t forget to read our definitive guide to field sales.

photo of an outside sales rep using cellphone

Roles and Responsibilities of Outside Sales Reps

Outside sales reps, often on the move, play a crucial role in direct customer engagement and sales conversion through in-person interactions. Their responsibilities include:

  • Establishing in-person connections with both new and existing customers to understand their needs and preferences.
  • Identifying and pursuing potential leads by exploring untapped markets and assessing competitor clientele.
  • Engaging in face-to-face meetings, industry events, and on-site visits to demonstrate products or services directly.

Key responsibilities of outside sales representatives also encompass:

  • Conducting cold visits and scheduled meetings to expand the customer base.
  • Building and nurturing strong relationships with clients to ensure loyalty and repeat business.
  • Presenting and explaining complex product details and benefits in a clear, effective manner.
  • Negotiating deals and closing sales to meet and exceed sales targets.
  • Gathering and reporting feedback from customers and the market to inform sales strategies and product development.
  • Collaborating with sales teams to share insights and strategies for mutual success.
  • Managing and updating the sales pipeline with accurate customer and sales activity data.

Crucially, outside sales reps must possess an in-depth understanding of their offerings to effectively counter objections and highlight benefits, ensuring they can convert prospects into loyal customers.

photo of a field sales professional

Advantages & Disadvantages of Outside Sales

Outside sales blend the art of in-person meetings and the thrill of industry events into a unique sales approach, marked by both benefits and challenges.

Advantages:

  1. Deep Personal Connections: The essence of outside sales lies in the power of face-to-face interactions, enabling sales professionals to build strong relationships through personal engagement.
  2. Expanding Customer Base: Outside sales teams excel in discovering new markets and generating leads, turning unexplored areas into opportunities for growth.
  3. Agile Problem-Solving: Facing challenges head-on, an outside sales representative adeptly addresses customer needs on the spot, showcasing their solution-oriented mindset.

Disadvantages:

  1. Higher Operating Costs: The adventurous nature of outside sales incurs significant expenses from travel and accommodations, impacting the budget.
  2. Time Management Challenges: The flexibility of scheduling in-person meetings is countered by the logistical complexity of managing time effectively.
  3. Solo Ventures: The role often involves working independently, which can limit collaboration with other sales teams and require a strong resolve.

As outside sales reps navigate the balance between personalized engagement and operational efficiency, the success of this role hinges on strategic planning, adaptability, and the ability to maintain morale during solitary journeys.

outside rep wishing he was inside

Key Differences between Inside and Outside Sales

Welcome to the vibrant showdown of sales titans, where inside and outside sales showcase their unique attributes. Inside sales, with its focus on warm leads and a process-oriented approach, thrives on pre-established demand and digital efficiency.

Conversely, outside sales champions the art of prospecting and building relationships through direct, in-person encounters, emphasizing lead quality and the strategic use of physical collateral.

As we delve into their divergent styles, let’s explore how each capitalizes on distinct strategies to achieve success, highlighting the importance of a clearly defined sales funnel for inside sales and the relationship-centric nature of outside sales.

Sales Environment & Interaction

  • Inside Sales: Thrives in the digital realm, utilizing virtual channels like phone, email, and video conferencing to enchant customers from a corporate or home office setting. This approach allows for a streamlined, cost-effective sales process.
  • Outside Sales: Shines in the real-world, engaging directly with clients through travel to locations such as trade shows or direct visits, embodying the magic of in-person charisma and eye contact.

Tools, Technologies, & Reach

  • Inside Sales: Employs CRM and sales automation tools, leveraging AI and data analytics to streamline interactions and enhance efficiency. Their reach is global, unconstrained by geographical boundaries.
  • Outside Sales: Utilizes mobile technology for efficient travel and client engagement, along with physical collateral for in-person marketing. They focus on exploring new territories and personalizing client interactions.

Tempo, Costs, & Challenges

  • Inside Sales: Features an agile approach with a faster sales cycle and minimal costs. Reps face challenges in virtual selling and establishing digital relationships.
  • Outside Sales: Emphasizes a slower, relationship-building process with higher costs due to travel. Challenges include adapting to various environments and managing frequent travel demands.

Personalization & Relationship Building

  • Inside Sales: Masters of virtual rapport-building, using technology to create personalized customer experiences despite the lack of face-to-face contact.
  • Outside Sales: Leverages the power of face-to-face encounters to forge deep relationships and trust, utilizing interpersonal skills to navigate customer interactions.

Comparing the Sales Models of Inside Sales and Outside Sales

As you consider the difference between inside and outside sales models, whether as a job or a sales team strategy, you want to look most closely at how the two different sales teams work.

First, consider your inside sales team. This model will:

  • Use digita