Inside sales involve selling products or services from an office environment, and phone and digital communication are commonly used.
In contrast, outside sales involve in-person interactions with prospects and clients. Traveling often is required to close sales.
Inside sales and outside sales require different strategies, skills, and engagement methods. Understanding these differences helps determine which path might be right for you.
Inside Sales
An inside sales rep works in-office or remotely. They use phone calls, emails, and videoconferencing tools to connect with prospects and clients. This cost-effective approach supports a high volume of daily contacts.
Targeted sales
An inside sales rep might engage in targeted sales to maintain contact with existing clients. The rep develops long-term relationships by helping with client orders, troubleshooting, and filling related needs.
Cold calling
An inside sales rep might engage in cold calling to create new contacts. These calls can be challenging because prospects are not planning to make purchases and might not engage in conversations.
Outside Sales
An outside sales rep builds relationships through face-to-face meetings at prospects’ locations. This method focuses on developing personal connections and understanding the environment.
Targeted sales
An outside sales rep focused on targeted sales typically is assigned a small area to build relationships with businesses. The rep meets face-to-face to pitch the company’s products or services, close transactions, renew orders, and engage in related activities.
Cold leads
An outside sales rep assigned to cold leads might work inside a store or in a booth at a festival or exposition. The rep engages with prospects to gain contact information for follow-up.
Inside and Outside Sales Cycles
The inside sales cycle is fast because the rep can talk with many leads quickly. The use of technology supports efficiency and productivity as leads are nurtured through the sales pipeline. As a result, reps can close transactions after a few calls or online demonstrations.
Conversely, the outside sales cycle length varies by the time needed to engage in meetings and negotiate complex transactions. Therefore, sales reps use different strategies and set different targets in each domain.
Inside and Outside Sales Client Interactions
An inside sales rep uses virtual communication to build rapport and trust. Therefore, they often do not meet prospects or clients in person.
In contrast, an outside sales rep uses face-to-face meetings to build rapport and trust. As a result, they develop personal relationships with prospects and clients. These relationships provide a comprehensive understanding of the individual’s needs and a stronger bond.
Inside and Outside Sales Skill Sets
Inside sales reps must have excellent verbal and written communication skills. Proficiency in customer relationship management (CRM) software and other sales tools is also beneficial.
Conversely, an outside sales rep must have excellent verbal and nonverbal skills for in-person communication. Strong negotiation skills for complex deals are also beneficial.
Inside and Outside Sales Career Paths
An inside sales role is typically better for new reps. The structured work environment supports learning and growth.
In contrast, an outside sales role offers more autonomy and the potential for greater commissions. However, an established track record of sales success is often required to secure a position.
Start Building Your Sales Career
Let Impact Staffing get to work, placing you in a sales role that fits your goals, skills, and interests. Visit our job board to apply for a role today.
