- Cost: If the cost is high, you may not be successful with prospects unless you develop the kind of trust and rapport that comes with face-to-face contact and a deeper understanding of their business.
- Value: Similarly, if the perceived value of the product/service is high even though the cost is low, your customers will need a relationship they can depend upon…the kind of relationship that comes with personal, regular, and ongoing contact.
- Complexity: The more complex your product/service, the greater the chances that you will need an experienced outside sales force to articulate the value. For example, buying a book over the internet on how to sell is a relatively simple transaction. But if you are buying strategic consulting on how to create a high performance sales environment to meet your sales targets, you will want to believe in the process through a salesperson who demonstrates success and has gained your confidence in the process.
The Value of an Outside Sales Team
There are situations when an inside sales team despite its lower upfront investment may simply be ineffective. Consider three factors related to the product or service you sell.
