Inside vs. Outside Sales: How to Structure a Sales Team for Success

Hubspot Sales

Inside vs. Outside Sales. Inside sales reps often sell remotely, from an office base, while outside sales reps travel, brokering face-to-face deals. 47% of all salespeople work in inside sales, with 53% representing outside sales. Outside Sale

How to transition from outside sales to inside sales

Nutshell

Inside sales refers to any form of selling that isn’t done face-to-face. Unlike outside sales (or field sales ) reps, inside sales reps connect with potential customers remotely through phone, email , and web conferencing. Among B2B companies, the use of inside sales reps has exploded in popularity. According to one Salesloft study, inside sales reps are hired more frequently than outside sales reps by a ratio of 10:1.

Inside Sales vs Outside Sales: Pros & Cons

Xactly

Sales careers are often overshadowed by myths of being a high-risk and overly-competitive career choice; however, many sales reps will tell you that the job offers quite a bit of freedom when it comes to your earnings. Or, keep reading for more sales plan ideas.

Transitioning from Outside Sales to Inside Sales

Janek Performance Group

We’ve had something of a mini-series on outside sales lately – from talking about the transformation of field sales to offering productivity tips for on the road. Today we’ll be talking about how to transition from outside sales to inside sales. Or perhaps there is a desire to increase the number of new customers and an inside sales approach allows for a more effective and less time-consuming way to operate.

Outside Sales and Business Development – Be Best Friends

Quota Factory

Do you have reps who prospect on the phone and qualify before handing over to a team of more seasoned reps who close the sale? If this is your sales model then you probably work hard to align both teams and to ensure that everyone works together as best they can – not an easy task.

Why Did The Move from Inside to Outside Sales Take So Long?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models. Outside sales is being replaced by inside sales but not in the way that most people think.

iPad App for Outside Sales Reps

Fill the Funnel

If you are in sales and have an iPad, you have probably been looking for an iPad app designed exclusively for your needs. The first iPad powered App designed specifically for outside sales reps and account managers is now available.

How the SVP of Sales Executes in the Enterprise

Sales Benchmark Index

Our guest on SBI TV is Stephen Mohan, SVP of North American Sales for XPO Logistics. Stephen has led several enterprise sales forces and is the perfect guest to discuss how to execute in the enterprise.

7 Tips to Increase Inbound Sales Leads for Your Small Business

Increase Sales

Inbound sales leads for small business will eventually outnumber outbound sales leads due to the explosion of smart devices through this word – mobility. Sales Training Coaching Tip: Keeping is the third phase of the 3-Phase-Sales-Process and will only grow in importance.

Inside Sales Vs. Outside Sales: Determining Best Fit For Each Position

Sales Tips & Techniques

A sales management team needs to benchmark the job in order to find out what is required for outside sales versus inside sales, as this will allow them to determine who will fit in each role in their organization. Read full story → Sales Management

Determining Who Goes Where: Assigning Reps to Inside and Outside Sales Positions

Sales Tips & Techniques

The role of each representative within a sales organization is essential, but people only reach their full potential if they are put into the right position within that company. Read full story → Sales Management

CPQ for Manufacturers - Painting a Picture

Atlatl Software

Imagine one of your dealers or outside sales reps sitting down with an end user to discuss a potential order. For years, this sales process has worked the same way. Sales Acceleration Sales EnablementAllow me to paint you a picture.

Sales is About Teaching

The Center for Sales Strategy

I recently overheard a telephone conversation when traveling, and it concluded with the person saying, “Sales is all about teaching.” Well, having been in outside sales, sales management, or consulting sales organizations my entire adult career, I stopped and pondered this.

The #1 Leading Sales Killer

SalesGravy

The next time you lose a sale, it may be what?s s happening on the outside. Sales baggage (aka head trash and negative self-talk) is the leading killer in the sales world. Sales baggage is the negative thoughts s going on inside instead of what?s

A Career in Inside Sales – Survey Says Yes

Score More Sales

Just a few years back, we were unsure how many sellers there are out there, let alone inside sales professionals. Recently a paper came out called Inside Sales Market Size 2013 – published by the InsideSales.com Research Division with Ben Warner who ran and challenged the data.

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How to Stay Productive on the Road

Janek Performance Group

Life on the road as an outside sales rep can be an exciting, fun lifestyle - perfectly suited to nomadic, wandering personalities. Sales Culture Sales EnablementBut staying productive while away can be difficult – it’s a lot of time by yourself, and it’s easy to feel disconnected from everyone, including the home office. Fortunately in today’s blog, we’ve got some advice on how you can achieve maximum productivity while on the road.

Being more remarkable in virtual sales meetings

Sales and Marketing Management

It left me wondering whether that sentiment rings true now that inside and outside sales reps are spending more time connecting with prospects and customers remotely versus face-to-face. million sales professionals in the country, more than 47 percent were inside salespeople.

Inside sales – it is a new dawn and sales training needs to shine

Sales Training Connection

Inside Sales. When it comes to inside sales, put aside old visions of airplane hanger-size room filled with lots of salespeople making lots of sales calls using finely polished scripts. Sales Coaching. 2013 Sales Momentum ®.

Why Did The Move from Outside to Inside Sales Take So Long?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Eventually, most antiquated models are replaced by more up-to-date, efficient, and sometimes exciting models. Outside sales is being replaced by inside sales but not in the way that most people think.

The Transformation of Field Sales

Janek Performance Group

In the pre-Internet age, field sales was the primary means by which sales reps not only gained new accounts, but the venue through which customers gained most of their information about products and services. That’s obviously changed since then, and the outside sales reps of today face challenges and responsibilities that would astound Willy Loman even in his prime. Sales Culture Sales Management Sales Consulting

Tips from the Sales Trenches: Is Inside Sales Demeaning?

Score More Sales

We have a very high respect for the Sales Force Effectiveness Blog over at Sales Benchmark Index. They regularly have great and highly valuable content, covering key topics and issues on the minds of sales leaders and C-level leaders around sales and leadership.

How to Handle Negative Coworkers

Tom Hopkins

Sales can be a tough business. If you’re in outside sales, you might be able to simply limit the amount of time you’re around them. […]. Related posts: Handle Sales Challenges Promptly. Potential customers can be impolite or even downright mean.

Conquering the "In House" objection

SalesGravy

If you are trying to set appointments for an outside sales team, or evenWhat you want to do is offer value in your visit or demo, and then leave it up to your prospect to decide if it’s worth taking your call or visit any further after you have.

Inside Sales Power Tip 132 – Virtuality

Score More Sales

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.

How to Overcome the “We are Handling That In House”

Inside Sales Training

If you are trying to set appointments for an outside sales team, or even if you’re trying to generate leads so you can do an over the phone demo later, then you know all about put offs and stalls.

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Inside Sales Gains Prove Valuable to Bottom Line Revenues

Score More Sales

Last week, the American Association of Inside Sales Professionals (AA-ISP) met for their annual Leadership Conference, which was held this year in Chicago. The teams we are working with are all remote sales teams. No more wasted sales calls.

How Significant is the Migration to Inside Sales?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan. Last week I led our annual Sales Leadership intensive and hosted the best group of sales leaders to ever attend the event. Chad Burmeister , who is well known throughout the inside sales community, was one of the attendees.

My Confession as a Salesperson

The Center for Sales Strategy

It’s been a few years since I was in outside sales, but I still have flashbacks to some of my worst cold calling experiences. However, despite the “wins” that occurred on occasion – I spent a lot of my precious time cold calling, and if you’re in media sales or many other B2B sales industries then you probably do too. sales performance SalesI have a confession to make… I absolutely hated cold calling.

There is Always Room for a New Client

Score More Sales

When I was in my early years in technology sales, I had a great sales manager named Clarence Waters. Inside Sales Power Tip 130 – Know Your Buyer. . The post There is Always Room for a New Client appeared first on Score More Sales.

Report: How To Dramatically Improve Your “Virtual” Sales Calls

Corporate Visions

It made me wonder if that jingle still ring true today when it comes to how inside sales reps—and increasingly outside ones—are spending more time connecting with prospects and customers remotely versus face-to-face. Messaging Sales Skills Training Visual Storytelling

Which Type of Sales Job Is Right for You?

Hubspot Sales

Just like Girl Scout cookies come in many different flavors, sales jobs are incredibly varied. Rather than learning from direct experience which type of sales job you love -- and which ones you’re ill-suited for -- use this comprehensive guide. What to Look for in a Sales Job.

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The ABM Cookbook for Sales Teams: 5 recipes to keep Sales 100% focused on target accounts

DiscoverOrg Sales

The account-based approach is an increasingly common undertaking by marketing and sales departments. But the biggest account-based killer is still at large: Lack of sustained focus from Sales. The most common issue we see is the difficulty Sales has sticking to the same accounts on a long-term basis, which is necessary for an account-based approach. How can you challenge enthusiasm, channel energy, and constantly focus your sales team on the accounts that really matter?

Choose Activity Goals to Grow Sales

Score More Sales

For those of us who have been in the sales profession for any length of time, you know that your sales leader or head of the company has revenue goals for you to hit. If you are in outside sales, the number of targeted events you attend (events where your customers and prospects are).

In the Scramble for 2013 Sales Team Planning

Score More Sales

Many sales leaders and smaller company CEOs are discussing sales tam planning for next year. This is something we work on routinely with technology and distribution companies for inside and outside sales teams – don’t hesitate to ask us if you have a question or two.

Inside Sales Influencers – First Annual Rankings

Score More Sales

At the end of January, B2B Sales and Marketing Influencer Craig Rosenberg posted a first ever, annual ranking of Inside Sales Influencers for 2013 on the Radius Intelligence blog.

There are ONLY 4 Levers Sales Can Pull to Grow Revenue

A Sales Guy

It happens to all sales organizations at one time or another. This post is gonna lay the four areas CSO’s/Heads of Sales should be looking if their revenue is on the slide. When sales are down there are only 4 levers leadership can pull to improve sales.

Are You Making These Top 5 Missteps in Hiring a New Salesperson?

Increase Sales

With the turnover (churn) of salespeople as well as those in sales management, there appears to be some miss steps happening. Top Misstep #1 – Ignoring the Wisdom of Existing Sales Team. Sales managers fail to ask the rest of the sales team as to what type of salesperson is needed. Even though the essence of sales has not changed, how to reach new sales leads has changed. Top Misstep #3 – No Onboarding Including Sales Coaching.

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22 Things We Learned About the Sales Industry in 2017

Hubspot Sales

Every year at InsideSales.com Labs, we dig through thousands of data points to identify how the world of sales has changed. Sales Org Structures Are Changing. Inside Sales Is an Unstoppable Trend. This is the Year of the Sales Development Rep. Sales Tech Spend Is Going Up.

Is Your Lead Generation Data Leading You Astray?

No More Cold Calling

Which do you trust more—the lead generation data manufactured by sales technology tools and artificial intelligence, or your intuition, which is generated by years of experience and your emotional intelligence? And several studies have shown that women in sales tend to outperform salesmen.

The Secret Sauce to Quota Setting

Sales Benchmark Index

When you set annual sales quotas, they always look great on paper. You go through a painstaking process with your sales leaders. Your sales quotas are a guesstimate. Money wasted on sales resources. Keep your sales expense in line.

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The Human Side Of Automation

The Pipeline

While we may not always think of the sales departments or salespeople as an asset, they are, no different than other assets used to move the company’s objectives forward. Sure, it may be argued that Sales is a unique asset, perhaps more important than some other assets, but an asset nonetheless. When sales leaders ask which book they should have their teams read, I recommend The Ten-Day MBA, not a sales retread. By Tibor Shanto.

5 Traits You Need to Be an ‘A’ Player in 2013

Sales Benchmark Index

As a sales rep, every so often you must ask yourself the question: Are you aiming for the bull’s-eye…or wearing it? Life as a sales rep is no exception. Improve your ‘A’ Player characteristics to: Increase sales. Reduce sales effort.

The Fearless Sales Leader

Steven Rosen

The Fearless Sales Leader . In our industry, sales leaders are accountable for achieving the company’s sales objectives and sales objectives equal success. Sales leaders believe it is their job to develop their sales managers.