Crunchbase
JUNE 21, 2022
There comes a time when every business needs to decide on its primary sales strategy, which usually means considering inside sales vs. outside sales, or settling on a blend between the two. It’s no shock that the sales industry landscape has changed considerably over the last couple of years. What is outside sales?
Sales Hacker
SEPTEMBER 16, 2019
One of the biggest decisions you can make when setting up your sales team is whether to focus primarily on inside or outside sales. They seem to be completely at odds, with one focused on clients with a high acquisition cost and high ACV (annual account value), the other focused on a high sales velocity. Hiring guide.
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SBI Growth
OCTOBER 21, 2013
80% of its sales team was outside sales reps. If they went after new business, it would surely be at lower margins. High margin deals only come after a relationship has been built. A majority of reps focused on margin, and gave up prospecting for new accounts. Resource Allocation. Talent Management.
Sales and Marketing Management
SEPTEMBER 7, 2018
Here are a few incentive structures to consider for open budgets : Do This Get That – Rewarding reps on every increment of units, sales dollars or gross margin dollars they write up during the incentive period is a great way to increase sales. For an outside route-sales-driver, that might be three to six weeks.
Score More Sales
SEPTEMBER 16, 2013
Some of the newest people to become inside sales reps are those who have left the field for now – perhaps forever. Many outside sales positions with fat travel accounts and face-to-face client meetings are slowly being switched over to inside positions. Thousands of outside rep jobs have even been eliminated.
Mindtickle
OCTOBER 16, 2020
Post-COVID-19, we’re likely looking at 80% of B2B sales taking place digitally anyway — over Zoom, for example — forcing sales reps to increase and improve their skill sets and close the gap between buyer expectations and seller capabilities. The convergence of inside and outside sales.
Partners in Excellence
JANUARY 20, 2015
After some reflection, I think both of these issues were really about whether sales people should have a metric related to Revenue/Orders/Margin? I’m hard over on sales people having a goal or quota tied to Revenue/Orders/Margin. What we do as sales people has to be directly connected to the goals of the company.
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