The Advantages of Inside Sales vs. Outside Sales

The Advantages of Inside Sales vs. Outside Sales

Whether you are part of an inside or field sales team, the selling process is essentially the same: transforming qualified leads into likely prospects and ultimately into buying customers.

But the way this happens is quite different. Recent research shows that there is a significant trend toward relying more on inside sales than ever before for results. After interviews of over 100 Sales VPs at high tech companies and business services providers, an inside sales training group learned that almost half of the surveyed organizations are in the midst of shifting to an inside sales model.

Why this trend? An inside sales model is very cost and revenue effective when:

  • The purchase decision requires few participants
  • Decision makers are at a lower level in the organization.
  • The solution is point-specific
  • The sale is directly to the business user
  • The sale can be made easily over the phone or internet
How customers buy today is different from how they used to buy. They can now do their own research on the web and are comfortable with the remote buying process. From the company point of view, it is easier to bring aboard new inside sales reps and share best practices on an inside sales team. With the inside sales model, organizations can scale faster and penetrate small businesses and new markets more effectively. Does the shift to an inside sales force make sense as part of your sales strategy?