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Outside Sales Vs Inside Sales – What’s The Difference?

The 5% InstituteSales Management Outside Sales Vs Inside Sales – What’s The Difference?
Outside Sales Vs Inside Sales

Outside Sales Vs Inside Sales – What’s The Difference?

If you’ve been in sales for a while, you’ve probably heard different types of sales terminology, like outside sales vs inside sales.

 

So, what is the difference between outside sales vs inside sales?

 

It’s important to know the difference if you’re building a sales team, and also depending on your type of business mode, product or service.

 

In this article, we’ll look at the difference between outside sales vs inside sales, the different activities involved in each, and which may be best for your business model.

 

 

Outside Sales Vs Inside Sales – What’s The Difference?

 

 

As mentioned, there are some varying differences between outside sales vs inside sales.

 

Below is a breakdown of each.

 

 

What Is Outside Sales?

 

 

Outside sales is generally associated with Sales Professionals who visit their potential clients face to face, or by using technology such as Zoom or Skype.

 

Also known as ‘field sales’, they generally work outside the office and visit their potential clients where they are.

 

In order to be involved in outside sales, you’ll require a certain level of autonomy, efficiency and organisation, and willingness to travel and work outside of normal hours.

 

 

What Is Inside Sales?

 

 

Inside sales is generally associated with Sales Professionals who work from an office location, and speak with their potential clients by phone, email, CRM platform or something similar.

 

The difference between telemarketing and inside sales, is that telemarketers generally have a script to run off and use it when making choices to help their potential clients or callers.

 

Inside sales professionals need to think quick, know their product or service back to front, and have the ability to help their potential clients with their needs quickly.

 

 

Outside Sales Vs Inside Sales Activities

 

 

So far, we’ve established that outside sales vs inside sales have different roles in the sales world.

 

Let’s look at what activities are involved in both outside sales, and inside sales.

 

 

Outside Sales

 

 

As discussed, Outside Sales Professionals are expected to always be on the go and meet their potential clients wherever they are.

 

This means it isn’t uncommon to find these Sales Professionals at events, conferences, trade shows, or product or service demonstrations.

 

Due to the general value of their potential clients, many Outside Sales Professionals will spend a lot of time and effort with every lead.

 

Due to the amount of time and effort involved, if you’re involved in outside sales – you have to get your positioning and qualifying right.

 

Furthermore – the use of a step by step framework and sales process will be crucial if you wish to succeed.

 

Read the related article below to learn more.

 

Further reading: The Sales Process – A Step By Step Guide

 

 

Inside Sales

 

 

Because Inside Sales Professionals don’t necessarily meet their potential clients face to face, a lot of their activities are technology based.

 

You’ll need to be very organised, have a well prepared work station, and ensure you have all the tools to assist your potential client to go from interested prospect to new and excited client.

 

Your CRM will need to be updated, effective and on point, and have the ability to manage your time – particularly in your sales conversations, in an efficient manner.

 

Conversations may be through email, the phone, Zoom or Skype, or live chat.

 

 

Outside Vs Inside Sales – What Is Best For You?

 

 

Inside sales is great for companies that either offer a lower ticket offer, or a lower priced monthly membership.

 

SAAS companies, and small to medium sized product or service providers come to mind here.

 

Inside Sales Professionals will solve easy to medium sized issues, up sell and cross sell when needed, and also acts as a customer service face for the company they represent.

 

Outside Sales Professionals are usually associated by larger B2B executive clients and sell higher ticket products or services.

 

Usually there are a few more complications to the product or service, versus being able to just buy it off the shelf.

 

With these bigger clients – there is also always an account manager or customer success management relationship attached.

 

Outside Sales Professionals need to have excellent consultative selling skills – as you’ll need to prescribe your product or service, versus taking an order.

 

 

Final Thoughts

 

 

This easy to read outside sales vs inside sales guide will help you learn the difference between both, activities included in each, and which may be right for you as a business owner.

 

If you have any questions or comments, feel free to share them in the comments box below.

Khabeer Rockley

Khabeer Rockley is a Sales & Business Trainer, and the Founder of The 5% Institute

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