Consider each department of your business as a limb of the corporate body. Each is important to the life of the company. Sales, in particular, is critical to the business’s success. A product may be the greatest of its time. It may be innovative, sleek, and wonderful, but if your business is unable to sell the product, its significance is reduced to failure. Therefore, it’s key not only to determine where your sales department stands but also to determine which sales process is best for the vision of your company. When it comes to inside sales vs. outside sales, there are several things you want to consider. Each sales process can be extremely successful if used in the correct business model. Sometimes, there isn’t a one-size-fits-all approach, and some companies could benefit from utilizing both processes. Keep reading to learn the difference between the two and why one sales model may be better for your business than another.
The Difference Between Inside Sales and Outside Sales
What Is Inside Sales?
Inside sales can sometimes go by a few different names including virtual sales and remote sales. This is because the salesperson never meets their prospects or customers in person. An inside sales professional does their job by phone, email, or video message.
What Is Outside Sales?
Outside sales is also commonly known as field sales. It is a sales process where a salesperson sells products and services by physically going out into the field to meet prospective customers face-to-face. This can include going door-to-door, business-to-business, or scheduled meetings. Outside salespeople still use technology, but it is not their primary way of meeting with their prospects and clients.
Inside Sales vs. Outside Sales: Which Is Best For My Business?
When to Choose Inside Sales
Inside sales is typically a favorite among small businesses because they reduce the cost of sales anywhere between 40% and 90% compared to outside sales. This is because inside sales representatives can do outreach anywhere in the world from one location.
While all businesses need to be careful where they invest their money, small businesses are particularly vulnerable economically because they have less capital to fall on if they enter a rough patch. Therefore, inside sales solutions may be a better choice in terms of marketing for smaller businesses because it allows them to expand their business outside of their area and gain traffic without needing to procure additional travel expenses.
Additionally, inside sales and inside sales consulting may be an automatic business venture if you’re an online marketing firm. Those utilizing graphic design and email advertisements for their marketing are online already. Therefore, using inside sales to sell your product or service may seem like a natural choice.
When to Choose Outside Sales
While it is cheaper to remotely use the phone and Internet to reach potential clients and consumers, outside sales can provide your business with two crucial things: demographics and humanization.
When you are selling within a specific market, outside sales is often the better and more obvious choice. If your sales are centralized in one location, then it’s much easier to send outside sales representatives out in the field to sell your product or service face-to-face with the prospect or client.
Systems and surveys can be used to find the typical demographics of a business’s audience. However, an outside salesperson can actually see their company’s audience, and therefore, are able to adapt themselves accordingly.
Online consumers have adapted to online marketing and are swift to click away from advertisements that get in the way of their entertainment and knowledge. To them, your business is just another piece of spam unless it properly catches their attention. Not only must your marketing efforts catch their attention, but they must also invoke an emotional reaction. Only then will a conversation be started between your business and the consumer.
With outside sales, your business has the face of your salesperson. The consumer doesn’t see your company as spam any longer, they see your company as human and real. Your potential consumer is, therefore, less likely to ignore your sales and more likely to listen and engage in conversation regarding the product.
Let a Sales Expert Help You Decide
In the end, no sales force is better than the other. It all comes down to the style of your business and your sales representatives. It’s not always cut and dry which is the best option. If you are struggling with your sales process, it might be the best idea to outsource your sales department. A sales outsourcing company like Sales Focus Inc. has the expertise and resources in place to help your business make the best sales decisions to increase revenue and new client acquisition.