When sales reps know exactly how to resonate with each prospect in their pipeline at the exact time they’re most likely to be receptive, they save time and reduce customer acquisition costs (CAC). Inside sales (also sometimes called remote sales or virtual sales) refers to sales that take place without the sales rep needing to travel or meet face-to-face with buyers. It is “remote sales,” most recently called “virtual sales,” or professional sales done remotely. In contrast, a sales rep will define “outside sales” or traditional field sales through face-to-face interactions.
Digital tools like e-signatures and automated follow-ups can make the final steps of the process seamless. Once the inside sales team has determined which leads are qualified enough to move forward in the sales process, it’s time to reach out. Given the fast-paced nature of inside sales lead generation, it’s important for sales teams to develop and adhere to a system that defines which leads will be targeted with which specific outreach. Once the lead generation process starts streaming in new leads, inside sales reps need to qualify them to determine which should receive outreach. An ideal customer profile (ICP) and buyer personas will help streamline and standardize this process. While remote sales may have clear benefits on reaching company goals, focusing on remote sales alone to increase sales may not be the right idea.
- Compared to traditional sales methods, Inside Sales investments are lower and, in many cases, more profitable.
- Inside sales also focuses heavily on approaching the right prospects at the right time, depending on their needs within the sales process.
- Understanding these can help in hiring the right talent and developing effective training programs.
What is Engagement Rate? (Explained With Examples)
The job of an inside sales rep is similar to that of an outside sales rep. The primary difference is the tools they use to fulfill their responsibilities. Inside sales is not telemarketing, and involves different forms of sales activities that target increased lead generation and sales acceleration. High standards don’t mean that those who meet the requirements can successfully bring good returns or conversion rates to the company. Training people is still essential in developing talents and so they understand exactly what the company goals are. Some companies erroneously describe their inbound call centers as “inside sales.” However, this does not fall within the boundaries of our definition unless the agents’ primary function is selling. A study done by SKKU and MIT, in conjunction with infoUSA, found that remote sales have been growing at a rate fifteen times higher (7.5% versus .5% annually) than outside sales.
Virtual sales roles allow businesses to engage with a broader audience without geographical constraints. Account Executives handle the sales process from lead qualification to deal closure. They manage sales calls, negotiate deals, and work closely with clients to meet their needs, ensuring a smooth transition from prospect to loyal customer. Inside sales teams can also contact many prospects at a fraction of the cost of typical outside sales with newer technology and methods. This enables companies to retain high levels of productivity and efficiency while saving money on overhead expenses. Inside and outside sales reps use similar tools, and many sales jobs overlap, with inside sales reps going outside the office to meet with customers and outside sales reps working from their desks.
Inside Sales vs. Outside Sales: How to Structure Your Sales Team
I’ve often seen how these two strategies are at odds with one another. But, as someone who’s been in sales for over a decade now, it’s becoming evident that the two roles need to blend, as both have become a vital part of sales organizations. We draw on years of experience in the sales performance industry since 2001. Remember, you might just be about to make someone’s day by selling them a product they need and will love.
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After five years in inside sales, reps can become sales executives and eventually pursue a sales manager role. I don‘t believe there’s a specific vertical, industry, or product where a field sales model is indispensable. But, this doesn‘t mean it’s the optimal sales model in the current market. When choosing between inside sales vs. outside sales, it’s always best to consider the customer.
You can easily see when you last called a prospect or a customer’s buying history. Inside sales reps often work alone in a home office, and a CRM is a useful way to share information with your sales team while maintaining visibility into other reps’ activities. Consider getting a CRM with a built-in Configure, Price, Quote (CPQ) capability.
What is a Discovery Meeting? (Explained With Examples)
Greater engagement With various digital tools, such as LinkedIn InMail, SMS, phone calls, and email, inside sales can achieve higher engagement with prospects compared to outside sales. While outside what is inside sales sales benefits from face-to-face contact, inside sales tools allow reps to have more frequent touchpoints with prospects. It also simplifies involving multiple stakeholders involved in the sale.
One major problem is that reps can experience difficulty in developing customer trust and relationships. Whether you’re looking to shift your career or decide if building an inside sales team is right for your business, you’ll want to understand the different roles of an inside sales team. Remember, the structure of your sales team may look different depending on your company and stage of growth. So before you attempt to use inside sales, ensure you understand what you’ll need to succeed.
To create this list of leads, it’s advisable to use sales technologies like CRMs or automation software. To attract Inbound leads, a series of strategies is created to encourage the lead to contact the company, directing them to the commercial team’s pipeline. This professional focuses on the pre-sales stage, making it easier for the Inside Sales analyst to receive only the most qualified leads. The SDR’s role is to conduct detailed research to identify potential clients. A Sales Enablement study by HubSpot in 2021 found that 64% of sales leaders who transitioned to remote work in 2020 met or exceeded their goals. Understanding these can help in hiring the right talent and developing effective training programs.