What is Outside Sales? Everything You Need to Know in 2024

outside sales rep departing for a client meeting

The sales world is huge, and if you’re in the biz, you’ve probably dabbled in both inside and outside sales roles. But if you’re thinking about switching to outside sales, or just want to step up your game in field selling, you’ve landed in the perfect spot.

In this blog post, we’re diving into the world of outside sales. We’ll explore effective strategies, essential skills, and the tools you need to not just survive but thrive in this growing yet demanding career path.

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Defining Outside Sales: A Closer Look

Outside sales involves the practice of selling products and services through direct, in-person interactions, distinctly setting it apart from inside sales, which is conducted remotely or in an office.

This mode of sales enables professionals to operate with a higher level of autonomy, often working independently and engaging directly with clients to build strong customer relationships.

Notable companies such as Johnson & Johnson (go here) and Cisco Systems (go here) offer competitive outside sales positions, where salaries can vary significantly based on factors like experience, industry, and commission structure.

You get to travel, enjoy lots of freedom, and need a solid grasp of emotional intelligence. Typically, you’ll handle bigger, pricier accounts than those in inside sales. The real game-changer? Your talent for meeting clients face-to-face to close deals. This ability to connect personally with clients is what really makes you stand out. Successful outside sales reps thrive on crafting and sustaining direct relationships with potential customers.

The Role of an Outside Sales Representative

an outside sales representative meeting with clients

An outside sales representative, or sales rep for short, plays a crucial role by engaging directly with both potential and existing customers. Here’s a look at what their day typically involves:

  • Direct Sales: They sell face-to-face at locations like conferences, trade shows, and customer offices.
  • Schedule Management: They handle their own time, working independently and managing their schedules to optimize their sales activities.
  • Travel: Frequent travel is part of the job, meeting customers where they are to strengthen relationships and close deals.
  • Relationship Building: Maintaining and nurturing relationships with current customers is as crucial as establishing new ones. They ensure ongoing engagement and seek opportunities to expand their network during industry events and speaking engagements.
  • Active Participation: They are deeply involved in every step of the sales process, from prospecting to closing, ensuring they understand and meet customer needs effectively.

This role is ideal for those who thrive on autonomy and are skilled in managing both their time and client relationships effectively. Organization and proactive engagement are key to succeeding in outside sales.

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Key Factors Driving Outside Sales Growth

The boom in outside sales owes a lot to a few critical factors: the demand for personalized customer service, ramped-up competition, and the surge in digital technologies.

As businesses increasingly appreciate the impact of face-to-face meetings on forging deeper customer bonds, you, as an outside sales rep, need to tweak your strategies to keep up with the competition.

The shift towards digital tools has massively reshaped outside sales. Staying relevant and effective in your pitches now means getting on board with the latest digital solutions. For instance, using tools like Veloxy’s Salesforce Automation can drastically cut down on your manual workload and boost your productivity, making it easier for you to hit your targets consistently.

outside sales rep using Veloxy field sales software

Essential Skills for Thriving in Outside Sales

To really excel in outside sales, you need a special mix of skills that blends sharp communication, adaptability, and solid problem-solving. Being a great communicator isn’t just about talking; it’s about making genuine connections. This skill helps you build strong, trust-filled relationships with your customers and your teammates.

Your problem-solving skills are just as crucial. They allow you to spot issues your clients or potential customers are facing, come up with customized solutions, and demonstrate just how valuable those solutions can be. It’s all about showing your customers that you’re not just there to sell, but to make their lives easier.

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Building Customer Relationships

Building solid customer relationships is absolutely crucial in outside sales. The success of a salesperson hinges on their ability to establish and maintain direct relationships with potential customers.

Trust is the cornerstone of these relationships because when customers trust you, they are more likely to:

  • Come back for future sales,
  • Develop deeper relationships,
  • Enhance the lifetime value of their engagements, and
  • Show greater loyalty to your brand.

To forge these strong customer bonds, you need to be great at one-on-one interactions. It’s about really understanding what your clients need and delivering solutions that genuinely help them. This kind of personal touch not only builds trust but also strengthens rapport, smoothing out the sales process and boosting your chances of success.

By always putting the customer’s needs first and showing you truly care, you can create enduring relationships that don’t just lead to sales, but to loyal customers who come back time and again.

outside sales rep delivering value based consultation

Navigating Autonomy in Sales

Autonomy is a big part of outside sales. It gives you, the sales rep, the freedom to manage your own schedule and tasks. But handling this freedom well can be tough.

You’ve got to have plenty of self-discipline, ace time management skills, and a good dose of motivation. Setting clear goals, keeping a tight schedule, and using time tracking tools are just a few ways you can keep yourself on track.

To really tap into self-motivation, you might find it helpful to reward yourself for hitting targets, break your tasks down into bite-sized pieces, and keep everything organized. These strategies can help you make the most of your independence and drive your success in the sales world.

Leveraging Technology in Outside Sales​

In today’s fast-paced sales world, harnessing technology is essential for any outside sales pro. Tech helps you stay organized, automates your routine tasks, and boosts your efficiency— all of which can lead to better sales results.

Using a multichannel approach lets you connect with potential customers more effectively and ramp up your sales performance. Tools like Veloxy’s guided selling feature are game changers. They streamline your communication, making sure you’re always on top of your game by reminding you of the actions you need to take or even automating some of your communications with clients.

The Sales Process in the Field

outside sales representative using outside sales software, Veloxy

The sales process for outside sales reps is all about prospecting and sealing the deal, each requiring its own set of unique skills and tactics. When you’re prospecting, you’ll need to keep up with consistent follow-ups, set clear goals, and really know your product inside out. Closing deals, on the other hand, usually involves a well-structured follow-up strategy, deep product knowledge, and a solid understanding of your sales territory.

As a sales rep, you should:

  • Always put the customer’s needs first.
  • Be quick to provide quotes.
  • Remain flexible to different selling approaches.
  • Ensure you follow up consistently to close deals effectively in the field.

Prospecting Strategies

outside sales representative meeting prospects at networking event

Efficient prospecting strategies are key for any outside sales rep looking to expand their customer base. Networking is crucial—it helps you forge new connections and strengthen existing ones. Get involved in industry events, stay active on social media, and make the most of platforms like LinkedIn.

Social media isn’t just about posts and likes; it’s a powerful tool for prospecting. You can pinpoint which platforms your ideal customers use most, share compelling customer stories, and even use social proof to boost your sales credibility. Plus, it’s great for researching prospects and their businesses in depth.

Cold calling and cold emailing also pack a punch if you get them right. For these tactics to work in your favor, consider these steps:

  • Break down your prospect list to target more effectively.
  • Use organizational charts and insights to understand company structures.
  • Tailor your approach to each prospect.
  • Always be prepared and confident.
  • Don’t forget to follow up.

By sticking to these guidelines, you’ll boost your chances of success in turning cold contacts into warm leads.

Closing Techniques

Closing deals in outside sales often requires a personalized approach and sharp negotiation skills. Here are some of the most effective techniques that you can use:

  • Highlight the Value: Make sure to reiterate what the customer is buying and stress the value and benefits of each item.
  • Create Urgency: Use the ‘Now or Never’ tactic to create a sense of urgency that can prompt a quicker decision.
  • Build Relationships: Always work on building a positive relationship and showcasing your expertise, which can make all the difference.
  • Listen Carefully: Ask questions and really listen to the prospect’s responses. Understanding their needs and concerns will help you tailor your pitch.

Negotiation is crucial in the art of closing sales. It bridges what the buyer needs with what you’re offering. To be successful, you need to be a skilled negotiator who can persuasively overcome objections and clearly demonstrate the value of your products or services.

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