Difference Between Inside Sales and Outside Sales

Sale representatives play a pivotal role in the growth and promotion of the products and services of any company. The representatives have excellent skills in customer service. The two most common types of sales that operate within any company are Inside Sales and Outside Sales.

Inside Sales vs Outside Sales

The main difference between Inside Sales and Outside Sales is that Inside sales operate through calling, emailing, through other forms of Internet media while outside sales operate through in-person demonstrations and check-ins. The representatives of inside sales work within the office premises while the representatives of outside sales travel to other places.

INside vs Outside Sales

The salesperson of inside sales does not travel to other places for the promotion of their products and services. Inside sales are also known as “remote sales” or “virtual sales”. The professionals work within specific office hours and have no flexibility.

On the other hand, outside salespeople have fieldwork and travel from one place to another to meet their customers. They do not work in a formal office setting. They bring business from outside the office setting for a company. Outside sales are also known as “field sales”. The sales personnel of outside sales has a flexible work schedule.

Comparison Table Between Inside Sales and Outside Sales

Parameters of Comparison Inside SalesOutside Sales
DefinitionInside sales refers to the sale of services or products which are usually sold by personnel through their office premises Outside sales are referred to the sale of services and products by personnel who usually meet the potential customers physically
Job location Professionals work inside the environment of the office Professionals travel to other places and do not work inside office premises
SupervisionProfessionals receive supervision throughout the workweek Professionals receive little or no supervision during the workweek
Medium of communicationBy calling, emailing, or through other forms of Internet mediaBy physically meeting and contacting the potential customers
Other namesRemote sales or Virtual sales Field sales

What is Inside Sales?

Inside sales refer to the sale of services or products which are usually sold by personnel through their office premises. The sales personnel can reach their potential customers by call, email, or other forms of Internet media. The salesperson of inside sales does not travel to other places for the promotion of their products and services. Inside sales are also known as “remote sales” or “virtual sales”.

The reach of salespeople through inside sales is proactive and efficient. The term “inside sales” was introduced in the year 1980. The term was Introduced to distinguish telemarketing and telesales from other phone sales of the high ticket with business-to-business or business-to-consumer sales practices.

The people involved in inside sales are highly trained and creative and have a sales strategy for every product and service. They do not just read from pre-written scripts. The segment of inside sales plays a vital role in the generation of leads. it is also considered as the fastest growing section of sales.

Inside sales are carried out within the premises of the office. Various AI-powered features help in increasing efficiency and accelerating revenue. Inside sales may require regular follow-ups with the potential customers and the reps are mostly subtle. Companies also outsource the department of inside sales to a third-party agency and do not conduct the operations in-house.

What is Outside Sales?

Outside sales are referred to the sale of services and products by personnel who usually meet the potential customers physically. The sales personnel involved in outside sales have fieldwork and travel from one place to another to meet their customers. They do not work in a formal office setting. They bring business from outside the office setting for a company.

The sales personnel of outside sales do not work within specific office hours. They are constantly traveling around and meeting new clients. They assist the customers in their needs so that they can be built trust and create a bond. The company often bears the expense of outside sales of the sale personnel like car rentals, hotel accommodation, plane tickets, and other related expenses.

Outside sales are also known as “field sales”. The sales personnel of outside sales have a flexible work schedule. Outside sales representatives aim to sell their product and also to build a relationship with the customer or client. The entire outside sale operates on the schedule of the client and customer. The customers can have a live demonstration of the product through outside sales.

The representatives of outside sales can renew or negotiate contract terms with the clients or customers. They are responsible for setting and meeting the quotas of sale which are set by the company every month. Outside sales can arrange conferences and conventions to display their services and products to potential clients and customers.

Main Differences Between Inside Sales and Outside Sales

  1. Inside sales operate through calling, emailing, through other forms of the Internet media while outside sales operate through in-person demonstration and check-ins.
  2. Inside sales professionals do not meet the customers directly while outside sales professionals meet the customers directly face-to-face.
  3. Inside sales personnel usually work within a team while outside sales personnel may or may not work within a team.
  4. Inside sales representatives do not travel to other places and work within the office premises while outside sales representatives travel to other places to meet new or existing customers.
  5. Inside sales promote products that are simple and can be sold over distant communication while outside sales promote products and services which are complex and usually require demonstration.

Conclusion

Every business and company whether it is B2B (Business-to-Business) or B2C (Business-to-Customer), needs an effective sales strategy to run and operate. The right amount of promotion and sales can build trust and loyalty between the business and its customers.

Inside sales and outside sales are the two most crucial types of sales which help accompany to rise it’s sales rapidly. Most of the companies adopt a hybrid form of inside as well as outside sales to achieve maximum results.

References

  1. https://tiainc.net/InsideSalesArticlefromJohnD.pdf
  2. https://www.emerald.com/insight/content/doi/10.1108/EJM-07-2019-0568/full/html?utm_source=rss&utm_medium=feed&utm_campaign=rss_journalLatest
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