According to a Hubspot study, in 5.7 million sales, inside sales constitute 45%, whereas outside sales account for 55%.

Inside and outside sales are two distinct strategies of a traditional sales organization. In today’s dynamic and ever-changing market, it’s a combination of these two sales strategies that determine an organization’s success. So what exactly is the Outside Sales vs inside Sales debate, and how do these two strategies differ?

Inside Sales

These include virtual sales via phone calls, chats, email, etc. The inside sales representatives are based in the office and deal with clients virtually through digital means. Telesales is a prime example of inside sales.

Outside Sales

These include the field sales agents/ reps that meet the client in person and close the deal. Examples include presentations, demos, sampling, etc.

What’s the Difference between Outside and Inside Sales?

Quality and Quantity

Outside sales are usually more in-depth as it involves face to face interaction which takes time. They pay much attention to quality as it involves selling more complicated products, which includes intricate detailing.

Inside sales are usually not big-ticket sales, They are a lot quicker, and inside salespeople can reach a more significant number of people over virtual mediums.

Sales Cycle

The sales cycle is generally shorter for Inside sales because there is no physical meeting. Outside salespeople have a lot of preparation to do before they meet the customer.

Also, client meetings can sometimes take long because it involves discussions, clarifications, answering questions, etc. Therefore, cycle time is longer in case of outside sales.

Skills and Qualifications

Outside sales are best suited to people who love talking, meeting people, and managing their own time. Also, outside salespeople have to look and be their best at all times because they are reaching clients.

On the other hand, if you are more satisfied with the 9 to 5 routine and like desk jobs, inside sales is for you. You don’t have to be a talker. As long as you have a way with words and are articulate enough to explain things, you’ll be fine with inside sales.

Costs

Outside sales are more expensive when compared to inside sales. It involves traveling expenses and higher salaries of outside salespeople since they are always on the run. Incidental costs are high in the case of outside salespeople.

On the other hand, inside sales representatives’ command standard salaries and employment benefits common across the organization. There are no incidental expenses here, which make inside sales much more cost-effective.

Business Tactics

Outside sales involve strategies like meetings, presentations, demo, showing samples, etc. Inside sales include talking to customers over the phone, video conferencing, social media, etc. to promote products or services.

Therefore, outside and inside sales differ in their approaches, techniques, and skills. However, both the inside and the outside sales teams have one overarching goal, which is to close deals and generate better revenues for the company.