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. But who has higher on-target earnings, better quota attainment, and brings in more revenue? Outside or inside sales? What's the difference between inside and outside sales?

Inside Sales vs Outside Sales

OutboundView

You’ll have sales leaders helping close deals. You’ll have outside salespeople prospecting or inside sales people helping close deals. Inside sales and outside sales roles have very different responsibilities. Let’s take a look at the two: inside sales vs outside sales, and see how they square up. . Let’s start with inside sales, as the rising stars in most sales organizations. . Inside Sales. Outside Sales.

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The Key Differences Between Inside Sales vs Outside Sales

Closer's Coffee

Here’s What You Need To Know About The Inside Sales and Outside Sales Roles. In soccer, the outfield players are positioned outside the goal area. As companies seek to grow their sales numbers it’s not always clear which sales approach to take.

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. Yet, alongside a motivating sales compensation plan, this competition drives the right sales behaviors and pushes sales teams to reach company goals and overachieve. Or, keep reading for more sales plan ideas. What is Outside Sales?

The State of Field Sales in 2020 (Plus Outside Sales Statistics)

Sales Hacker

Today, companies of all shapes and sizes still lack the technology needed to support their outside sales teams effectively. This survey gathered responses from over 250 B2B outside sales leaders and professionals across SMB, Mid-Market, and Enterprise level corporations.

The Difference Between Inside Sales and Outside Sales is Now Just A Title

DialSource

Overnight, the concept of inside sales vs outside sales essentially disappeared. Field sales teams were grounded, and in response, many businesses scrambled to make internal changes. The same concept applies to sales. Inside Sales vs. Outside Sales.

Stop Asking About Past Quota Attainment in Sales Interviews

Sales Hacker

If a salesperson hit quota at their last job, they’re much more likely to hit quota at your organization, right? According to statistics from our sales professional user base here at RepVue , only 46.7% of sales professionals globally are achieving quota.

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TSE 1172: Should I Start Off With Inside Sales or Outside Sales?

Sales Evangelist

Should I Start Off With Inside Sales or Outside Sales? Are you new to sales and asking yourself the universal sales question, “Should I start off with inside sales or outside sales?” Inside sales vs outside sales Every company is different, however, inside roles typically have the SDR (sales development rep) or the BDR (business development rep). Sales are like hunting or going on an adventure into a new world.

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. Throughout the process, you always feel quota setting is an inexact science at best. It’s mid-year and your quota attainment distribution looks something like the below chart. Despite your best efforts, you feel like quotas are a mystery. You don’t think of yourself as a quota setting expert. Set a quota level.

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How to Turn a Field Sales Rep Into an Inside Sales Rep (And Still Make Quota)

Gong.io

New sales model? Sales team temporarily grounded? There’s no shortage of reasons to make the case for moving outside reps to inside roles. Here’s what you – aka sales professionals – need to know to make the switch. . Bob Spina, VP of Sales, Strategic Accounts at Gong. #3

Should Sales People Be On Quota?

Partners in Excellence

He asked a question, “Should sales people be on quota?” Not having a quota was something that was absolutely inconceivable to me. Pat went on to describe that many sales managers he talks to have other goals/metrics they use–certain numbers of activities, other measures. which when you look at it is really a form of quota). Both of these happening on the same day caused me to pause and reflect on the issue of metrics and quotas.

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Inside sales guide: challenges, strategies, tips, and tools

Salesmate

Just like every important element of our lives, technology has changed the face of sales. Both – Businesses and customers have grown comfortable with sales inside an office. With inside sales, businesses are putting more effort than just selling their products.

The What, How, and Why of Effective B2B Inside Sales

Hubspot Sales

Digital transformation and a shifting sales landscape are driving both general interest in and a pronounced need for salespeople that might not physically interface with prospects. B2B Inside Sales. B2B inside sales reps generally operate remotely. Inside Sales

How to Build a B2B Sales Team Structure

Zoominfo

On building a sales organization as sophisticated as contemporary B2B buyers …. Here’s a secret: Contemporary sales leaders are just as well equipped as their counterparts in procurement. But what does the structure of a B2B sales organization look like as we enter the next decade?

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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. I noticed this tip from a post of theirs called 51 Tips for Sales Leaders – a fabulous list, by the way, so be sure to read it and come back. Stop calling inside sales inside sales.

How to Effectively Coach Salespeople

Don on Selling

Sales Managers must act like Coaches to build successful sales teams. It’s not because they don’t want to improve and generate more sales. The real culprit is that most sales managers don’t know how to coach. First, everyone is busy trying to meet or exceed their quota.

12 Sales Metrics that Matter Most-Harvard Business Review

HeavyHitter Sales

Here’s one of my recent Harvard Business Review articles titled the THE 12 SALES METRICS THAT MATTER MOST.     Sales is both an art and a science. I recently conducted an extensive research project involving more than one-hundred vice presidents of sales at top technology companies (software, Cloud, computer hardware, and telecommunications) to better understand the art and science of managing a sales organization today.

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. Sales organizations are restructuring themselves to reflect the growing trend of buyers doing their own research before connecting with sellers. Our research showed the ideal sales organization structure includes an equal mix of inside sales representatives and outside sales professionals (50/50).

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. Sales leaders and sales experts from around the world showed up to share the latest best practices, statistics, stories, and ideas to help Inside Sales gain even more credibility and professionalism. The teams we are working with are all remote sales teams. No more wasted sales calls.

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.

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. Before you can analyze a sales job, you need to know what to look for. This is to say: The industry you work in will determine the type of sales roles open to you, and vice versa.

How to Adapt & Succeed When Pivoting to an Inside Sales Strategy

Sales Hacker

One of the professions that’s seen the most pandemic upheaval due to COVID-19 is outside sales. Fortunately, by leveraging a few inside sales best practices, outside sales reps can successfully pivot to remote sales. Reshaping Your Sales Process.

What Is Sales? A Quick Guide

Hubspot Sales

The term, "sales", encompasses all activities involved in selling a product or service to a consumer or business. But "sales" means so much more for businesses. Companies have entire sales organizations comprised of employees that are dedicated to selling their products and services. Many sales teams are held to monthly quotas or benchmarks for closing deals and converting leads to customers, and sales careers are often fast-paced due to this. Sales Plan.

Do You Model What You Preach?

Smooth Sale

Instead of hounding representatives to meet their quota, ask how you can help. One might wonder if the pharmaceutical reps are seeking ways to make more sales via a gift of a heart attack. It was an honor to be a guest of Badger Maps, Steven Benson, on the Outside Sales Talk podcast.

4 Trends That Will Improve Your Sales Effectiveness in 2019

Women Sales Pros

The world of sales is moving so rapidly it is hard to keep up. And, with the average 18-month turnover of sales leaders, it is more important than ever to know what levers to pull to improve effectiveness. Trend 1 – Smart Hiring The typical churn year over year in a sales organization is 25%. Bad hires are the number one reason for the failure of sales organizations. It’s not your bad sales process. Secondly, have a formal sales onboarding process.

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The Rush to Get Inside

Pointclear

Jonathan Farrington is a globally recognized business coach, mentor, author, consultant and sales thought leader, who has guided hundreds of companies and more than one hundred thousand frontline salespeople and sales leaders towards optimum performance levels. He is the Senior Partner at Jonathan Farrington & Associates , Chairman of The JF Corporation and CEO of Top Sales Associates , based in London & Paris. Inside sales is now a career, not a mere stepping stone.

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4 Forever Changes Transforming B2B Revenue Activities

Sales and Marketing Management

Author: TIM RIESTERER Sales training and enablement leaders, it’s time to level up. As a result, your content can’t be just a companion to a sales-led customer conversation?— Marketing is the sales development team.

8 Data-Backed Ways to Boost Performance in a Sales Development Team

Hubspot Sales

The sales development role is here to stay. We’ve long known companies employing sales development (or business development) representatives see higher revenue and return on investment. When the sales development team has good communication with account executives and marketing, the sales machine works efficiently and results are impressive. The Sales Development Role and Daily Activities. We found sales development reps did an average of 93.8

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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? There actually was a time before the internet, before social media, before apps, and before sales technology tools. Sure, we reviewed sales reports, and we knew our quotas and our clients, but that was it. It’s time for sales leaders to take the same approach.

3 Mandates That Matter for CROs: A Conversation with Forrester and Juniper Networks

Mindtickle

What the pandemic has not changed is the pattern of sales leaders running full speed ahead to hit and exceed their quarterly numbers. If you are a CRO and are looking at a hockey stick of quarterly sales goals you have a small window to enable your inside and outside teams.

The Ultimate Guide to a Career in Sales

Hubspot

If you hear "ABC" and "Always be closing" pops into your mind, a sales career may be the perfect match for you. You've come to the right place to learn what it's like to have a career in sales, and it's about much more than the close. What's a typical sales career path?

Performance Management

Partners in Excellence

We have declining percentages of sales people achieving plan. Too often, we hire them, take them through some level of training, then say, “Here’s your territory/accounts, here’s your quota, go off and conquer.” Again, sales enablement can support management.

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Sales Hunters Must Have the Right Tools

Pipeliner

Although a sales team includes many different job titles, such as sales engineer, SDS, customer success, and sales admin, when it comes down to salespeople themselves, no matter if they are inside or outside sales, in my opinion, there are really only two major roles: the hunter, and the farmer.

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Are Inside Sales and Consultative Selling Mutually Exclusive?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I don''t write about Inside Sales as often as I should. After all, everyone else is writing about it, some bloggers are devoted to it, and if you read what the inside sales bloggers are writing you would think that inside sales is king. It''s important to separate inside sales into its 5 most common forms: As a replacement for traditional outside sales.

Show Me the Money! A Guide to Creating a Scalable Sales Compensation Plan

Openview

We’ve all heard Tom Cruise’s famous line from Jerry Maguire, but showing your sales team members the money is often a complicated equation. In this guide, you’ll find tips for designing sales compensation packages that yield results and actually scale. As most CEOs have discovered at some point, sales compensation is very often a delicate balancing act. Pay too much, however, and you will struggle to scale your sales organization as that growth occurs. Sales

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. The highlights first, then more detail: Inside sales represents more than half of sales departments surveyed, and as an industry inside sales is growing faster than outside sales.

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The Eroding Distinction Between Inside And Field Sales

Partners in Excellence

There’s a lot written about the shift from field sales to inside sales. It makes sense–but I wonder is there really much of a distinction between inside and outside sales. Perhaps our notions of inside and outside sales are outdated and we might be better served just focusing on sales. In the “old days,” there were clear distinctions between inside and outside sales.

Creating the Ideal Performance Culture

Sales Benchmark Index

Sales Operations is responsible for creating that winning environment. 80% of its sales team was outside sales reps. The Sales Operations team moved to reorganize the group. Consider the metrics that will drive your top 3 sales objectives for the year. If a rep is not retiring quarterly quotas within a year, let them go. Success is based 50% on talent and 50% on performance conditions. As you plan for 2014, are you investing enough in both?

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How Much Did That Sale Cost

A Sales Guy

But, our sales have a cost too. The cost of sales is an extremely important metric. Unfortunately, it’s not one I see on sales leader’s dashboards too often. Do you know what your least expensive sale is? Is it the channel, the farmers, inside sales, the hunters, who? What’s your most expensive sale? Calculation of Cost of Sales: CoS = TR/TE (Cost of sales = total revenue generated/total sales expense).

Wow! What an Awesome Email I Got Today.

A Sales Guy

It’s not uncommon for me to get calls from business owners, CEO’s, heads of sales, etc. So I kept reading, and we latched on to a sales guys content. Other content from Top Sales World and Jim Connoly and so many others helped a tremendous amount. I came from the mortgage industry and spent eight years in a very self-centered sales system. Exclusivity means growth and sales quotas.