The ability to be flexible with hours and methods can be a big plus. Inside sales can be a good entry-level sales positions, provided they have the sales skills necessary.
Outside salespeople are going to be meeting with C-level executives and working with them to develop strategies for how they can utilize your products to achieve their goals. This requires a lot of knowledge, confidence, and creativity. Most of all, it is vital that your outside sales reps have excellent emotional intelligence, or EQ. They need to have good social skills and be comfortable speaking with and presenting to people. Losing a sale is a much bigger deal with outside sales.
So your field reps need to be proactive problem solvers who can find a way to make the sale. They need to be completely flexible, willing to travel and meet a potential customer at a moments notice. The high CAC means that they need to make the most out of every opportunity they get.
Outside sales representatives usually require a little more experience and education than inside sales reps. A degree in marketing, business, economics, or communications can be very valuable. Any previous sales experience that involves in-person interactions, a high closure rate, or a large amount of independence is excellent experience. The average outside sales salary is around 50k, according to payscale.
Some make as much as 80k; however, much of their income comes from commissions and bonuses. Inside sales positions generally make less, about 40k on average — but it ranges by location, industry, and seniority. As with other differences, this gap is closing too. As more companies are seeing the value of inside sales, the salaries and bonuses are going up. They are all skilled sales professionals with the same goal — to sell. Inside and outside sales are two different tools in your sales toolbox, and you need to be using every tool at your disposal to make sure you convert as many potential sales as possible.
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Code of Conduct. Log in. With their face to face meetings, outside sales reps are able to cultivate strong relationships with clients and continue selling to them over a longer period of time making for a longer, more complex sales cycle, according to SalesLoft. Field sales lends itself to businesses and products that demand a lot of service, attention, or set up.
For example, field sales reps who sell their products in retail locations need to be able to visit the store to set up product displays and keep their product in stock. Another advantage of field reps is that they are able to utilize more methods for sales such as presentations, displays, and samples.
This keeps prospects engaged and more likely to buy, as visuals are processed 60, times faster than written text.
Because of the time, travel, and long-term relationships of field sales reps, they subscribe more to the quality over quantity mantra. Recently, many companies have been switching to inside sales models. Today, for every one field rep hired, ten inside reps are hired. However, this does not mean field reps are obsolete in the current sales market. A Harvard Business Review study on changing sales dynamics shows that while many organizations are switching to inside sales, they still need and appreciate the relationships built by field reps.
Because Outside sales reps are out in the field making with clients, they are generally assigned to districts known as sales territories. Here are 3 tips to keep in mind when creating your outside sales strategy. If you are selling to both small and large companies, the answer may be a hybrid sales solution that uses both kinds of sales. Next, inside sales reps tend to have lower bonuses and salaries than their outside sales representatives. This makes them great for organizations on tighter budgets.
Everything from scheduling meetings and taking discovery calls can be done entirely remotely. Inside sales give you the advantage of location flexibility.
And one of the last big advantages of inside sales is the length that sales funnels tend to be. Usually, a customer takes less time to get from the beginning to the end of the customer journey with inside sales since there are no physical boundaries between you and a sale.
One of the best parts? Inside sales gives you the opportunity to automate more of your sales funnel. Since running a remote sales process can allow you to further utilize software systems to automate tedious tasks, your sales team can focus on closing deals.
One way to do this is through investing in a sales CRM. Now remote work and closing a deal from anywhere in the world sounds cool, but there are some downsides to be aware of. For certain companies, the lack of in-person connection may make it harder to build the trust necessary to close the deal.
Certain industries that require a lot of trust or sell a physical product may struggle with inside sales because of this. Taking on an inside sales team for a B2B operation is a good idea in quite a few scenarios.
For one, the lower costs and greater flexibility make them a great choice for smaller organizations and ones still in their early growth stages. Great candidates for utilizing inside sales are SaaS companies, digital agencies, or any company capable of working remotely. One thing to keep in mind is that with less personal connection comes harder-to-build trust. This means that inside sales is fantastic at selling lower-price solutions to prospects.
Products and services with significantly high price tags, though? To run successful inside sales operations, a detailed, organized structure is a vital piece of the puzzle. A small inside sales team can drastically increase their output with the right tools in play. Things like CRM systems and other SaaS solutions can go a long way in increasing your productivity with inside sales. You are now a Monster member—and you'll receive more content in your inbox soon.
By continuing, you agree to Monster's privacy policy , terms of use and use of cookies. Search Career Advice. Inside or Outside Sales? Ron Coxsom, Monster Contributing Writer. Related Articles.
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