3 Reasons The Sales Trend Is to the Inside

Inside sales training experts know that inside sales forces have grown tremendously in recent years. Rather than depend on more traditional field sales forces, companies focused on B2B business are relying more and more on the kind of sales conducted remotely from headquarters rather than face-to-face. There are three good reasons for this:

1. Inside sales can be more efficient and cost effective. The cost per contact is less and they can reach more customers per day.
2. Customers are increasingly more comfortable making buying decisions remotely. They use the web to research and compare offerings as well as to communicate with providers and ultimately make a purchase.
3. It is easier with today’s technology (webinars and videoconferencing) for an inside sales team to connect and engage with buyers without the need for face-to-face interaction.

Overall, remote sales teams can reduce the cost of sales by as much as 90% vis-à-vis outside sales…a significant number that can have a huge impact on revenue. No wonder the trend is to the inside.