Field Sales

Inside Sales vs. Field Sales: Which should you choose?

Shoaib Ahmed
September 6, 2022

Inside Sales vs. Field Sales

Inside sales are the process of selling to a customer remotely. Representatives here operate through calls, emails, and other digital channels to reach new prospects. They may also receive inbound leads generated by marketing depending on the company structure. If your organization sells something that can be sold remotely, such as software, then an inside sales team will have a range of benefits.

Benefits of Inside Sales

  • 1. Faster response time to leads
  • 2. Reduced cost of sales
  • 3. Easier to scale the team

Now coming to field sales, It is the process by which companies visit leads and sell to them in person. Representatives here work mostly for B2B and wholesale organizations whose sales processes rely on relationship-building and long-term contracts

Benefits of Outside Sales

  • 1. Develop stronger client relationships
  • 2.Higher close ratio
  • 3. he commission can be motivating

When should one choose inside sales?

Well, one should go for inside sales when they want their sales team to make the best use of the limited time that companies have. It no doubts increases sales productivity. Since no drive or travel time is required to get from meeting to meeting. There are also other factors to look at. It provides flexibility to quickly and affordably scale up or down the size of the sales team based on changes in market conditions or business strategy. Better predictability and forecasting of revenue is also easy.

When should one choose field sales?

Just before you choose anyone, consider the fact that companies who have a majority of outside sales representatives have a 30.2% higher close rate than companies who have a majority of inside sales representatives. Deals worked by outside sales representatives tended to be 130.2% bigger on average than those worked by inside sales teams. There could be many reasons for this such as personal customer interaction etc. Field sales agents are likely to have a higher close rate.

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What’s better: inside sales or outside sales?

There’s still plenty of opportunities available on either side of the fence. Therefore you should have enough knowledge of both. There are key differences between inside sales and outside sales. A few factors highlighting them are:

  • Sales Tools - The tools used by inside and outside sales representatives are very different. The reason is simple. Representatives in the field need additional technology. Field sales teams need tools that can help them build and manage territories, map routes, and monitor rep activity, etc. Though automation platforms like Fieldproxy reduce all the stress and do these things for you. In short, it is an all-in-one tool to manage your field team's operations. From the time they step out of the office to the time they reach home.
  • Variety & Flexibility - Outside sales representatives have increased their remote selling time in recent years by 45%. This might look like they’re shifting more toward inside tactics but the truth is they’re demonstrating unique flexibility. Outside sales take the cake when we think about the variety available to hook customers. Inside sales representatives aren’t nearly as strategic. Field techniques can comprise various things to impress the prospects such as presentations, displays, and samples. However, technology is part of the reason for the shift as inside sales teams now can do live product demos thanks to web conferencing tools and other online strategies.
  • Quantity Vs Quality - Outside and field sales teams are significantly limited in the number of prospects they can touch daily, giving inside sales a huge advantage. Inside sales stay away from major challenges of logistics and travel. They can hammer calls for hours on end. Being that the price point is typically lower. Inside sales representatives don’t have to emphasize the same quality as outside sales teams do.
  • Prospecting Challenges - One of the biggest contributing factors to finding the right prospects is having the correct tools. This is valid for both inside and field sales teams. Prospecting will always be a time-consuming task, but automation platforms like Fieldproxy will drastically increase the productivity of your Field agents.

The truth is that both have different roles. Some organizations rely on nothing but an inside sales team and find success, whereas others adopt a more blended approach with wonderful results. It all comes down to how much your product costs, and how much you’re willing to spend on sales.

Once you’ve understood your customer, determine which sales approach makes the most sense for you. Be sure to choose the correct tool and the apt sales team to make that approach work. If you decide to embrace field sales, you should look for the best Field sales management software such as Fieldproxy. If you are still confused it provides you with an option to start your free trial. No credit card is required. No strings attached. It is a product that helps managers and teams of retail, consumer goods, construction, real estate companies, etc to collect data from the field in a structured format. Managers can create tasks through a web dashboard and assign tasks to agents on the field. It allows the servicing team to operate with the same efficiency as the bigger organizations

There are also many prospect opportunities that your sales representatives need to seize. Therefore, field sales CRM software like Fieldproxy helps you create and optimize a streamlined workflow. Not only that it will provide you with so many added features to manage your on-ground field sales team efficiently. To name a few...

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