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Inside Sales vs. Outside Sales: The Pros, Cons, and What to Do

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Published on
September 12, 2022

Making a decision about whether to have an inside or outside sales team can be difficult. There are pros and cons to each, and it depends on your specific business needs.

Inside Sales vs. Outside Sales: The Pros, Cons, and What to Do

In this article, we'll go over the differences and similarities between inside and outside sales, as well as the responsibilities of each. We'll also help you decide which approach is best for your business.

We'll go through the differences between inside and outside sales in this post. We'll define the advantages and drawbacks of both inside and outside sales. The distinctions and similarities between inside and outside sales.

Sales representatives' duties: what they are, who they're for, how to decide whether you need one or the other pros and cons of each inside vs. outside sales decide whether you require an inside or outside sales strategy

You'll learn all you need to know about inside and outside sales by the end of this article, including which approach is best for you.

Let's get this party started.


What Are Inside Sales (and Why Should You Care)?

Inside sales are frequently carried out remotely, usually from a location where sales agents may collaborate over the phone or online to generate leads. They're mostly utilized for SaaS, B2B, and technology sales.

Inside Sales vs. Outside Sales: The Pros, Cons, and What to Do

Inside sales representatives generally find and nurture leads as a team, guiding them down the pipeline to conversion without requiring face-to-face interaction with the client.

In general, the inside sales department is split between Sales Development Representatives (SDRs) and Business Development Representatives (BDRs).

Inbound marketing methods, such as ebook downloads and information requests, are used by SDRs to generate warm leads. They'll start communication and create the lead's profile in the system.

After that, they'll pass it on to an Account Executive for nurturing before moving on to conversion.

BDRs, on the other hand, concentrate on generating cold leads by making direct contact and emails. They pass over a qualified lead to an Account Executive who then converts it.

Send Cold Emails That Are More Effective

Because inside sales are conducted remotely, reps may spend the majority of their time interacting with leads and moving from one lead to the next via a basic phone call or email.

This not only cuts down on commuting and hotel costs but also saves money on transportation expenses.

What Are Outside Sales (and Why Does It Exist)?

In-person outside sales are by definition sales done in person by field salespeople who travel to meet potential clients.

Their income will mostly be determined by how effectively they can connect with their leads in real life, and they spend a lot of time cultivating and nurturing professional contacts.

Outside salespeople do not always need an office and can frequently work independently outside of a conventional setting.

Outside salespeople are generally more costly to a firm than inside salespeople since they must cover travel expenses such as transportation charges, hotel accommodations, and even entertainment expenditures for the representatives and their leads.

That is why outside salespeople typically concentrate on major clients with the potential to provide big contracts to their businesses.

Key Differences and Similarities Between Inside Sales and Outside Sales

The difference between inside sales and outside sales is the location of the sale. Inside sales occur remotely, whereas outside sales take place in person. However, there are several more distinctions.

Key Differences and Similarities Between Inside Sales and Outside Sales

Different sales cycle

Inside sales generally have method-driven sales cycles.

The potential customer will typically start the contact with an effective inbound marketing approach, and inside sales will usually begin with the prospective client establishing the initial connection.

The lead is then verified and given to the salesperson who will nurture and complete the transaction.

The inside sales approach focuses on lead scoring and reporting, with the goal of producing as many leads as possible. Outside sales rarely use the same technique twice.

Outside salespeople must first investigate where to find possible leads before beginning their search. These methods vary from week to week.

It may come through direct email or call, but it can also happen through inbound marketing, such as inside sales.

Since the salesperson must meet the lead in person, they must plan their pitch to reflect the lead.

This might be done in a variety of ways, including a simple in-person demonstration at the lead's workplace, a long talk over dinner, or a game of golf.

Outside salespeople typically need to make a stronger business connection throughout their sales process, which will affect how they sell.

Different prices

The cost of outside sales is frequently more expensive than inside sales. Inside salespeople only need a computer with decent WiFi connectivity, a CRM system like AloreCRM, and some coaching.

Some businesses opt to have their whole sales team on-site, while others may prefer to work remotely to decrease expenses.

Even when businesses have larger budgets, inside sales investment usually entails more training, sophisticated tools such as superior phone dialers and lead generation techniques, and greater incentives.

Outside sales reps, like inside sales reps, require the pay and incentives that go along with the job. They also need access to the tools necessary
to meet with potential customers in-person, as opposed to simply calling them on the phone.

This will usually indicate that salespeople are compensated for time spent travelling and commuting to appointments with clients if the firm only sells locally.

Outside salespeople, on the other hand, may require access to a company vehicle, a budget for lunches and dinners with clients, air travel, and even golf memberships.

All of these costs are in addition to the cost of employing a salesperson who is available for sales with a variety of clients at any one moment.

Higher expenses are one of the reasons why outside sales are generally only utilized to reach out to clients with bigger budgets and the capacity to make larger purchases.

Quantity vs. Quality

Inside salespeople are comparable to quantity vs. quality: the distinction between them is much like that between inside and outside sales.

Most of their time is spent pursuing and generating as many leads as feasible. They can be selling 24 hours a day, seven days a week, from one client to the next right away.

Because they'll be selling to a new customer as soon as they're finished with the first, they don't have to spend much effort creating a connection with the customer.

The opposite is true for outside sales. Outside salespeople must establish a connection with each lead in order to close a sale.

They must tailor their pitch to each prospect because the lead they are targeting will almost certainly have to spend a lot of money. An abundance of poor leads, on the other hand, does not usually have much of an impact on an inside salesperson.

Different Scaling Capabilities

Inside salespeople have a near-infinite reach, with the exception of language and the product or service they sell.

The inside salesperson may access an infinite client market when selling an online solution or a tangible product that can be delivered worldwide.

Outside salespeople, on the other hand, are restricted in comparison. Outside salespeople will favour leads that are closer to them since they must go see their prospects in person.

Despite the fact that they may now sell worldwide, their already reduced reach is drastically diminished because they will be expected to spend even more time travelling in order to do so.

Different Skills

Inside and outside salespeople require many of the same abilities. They both need a goal-based mindset, communication skills, and the capacity to comprehend people's demands.

However, the manner in which they communicate is different between inside and outside sales.

Salespeople who work from home must have strong remote communication skills. They should be fast typists and understand how to project the appropriate emotions while conducting online chat sessions.

If they're selling over the phone, they should concentrate on voice inflexion, making sure they sound interested and enthusiastic. Their body language and presentation are rarely considered.

However, outside salespeople must have a strong knowledge of body language—both their own and those of their prospects.

They must be good listeners in order to pay attention to what the client is saying and ensure that they are using the proper presentation to engage their prospects.

Outside Sales or Inside Sales- Choose the better one!

The selection between inside and outside sales is determined by various things, such as the type of product you offer, your budget, and your target audience.

Inside Sales Pros and Cons


  • Obtaining large coverage: Because inside salespeople only need access to a computer with an internet connection, they can sell to as many people as the product reaches.
  • Inexpensive: All you need is an internet connection, a workstation, a good CRM, and competent staff.
  • Fast: With a solid lead generation approach, your salespeople may get from one lead to the next in seconds.
  • Team-oriented: Your inside salespeople will be able to operate as a team, motivating one another and assisting new recruits.
  • Not for establishing connections: Inside salespeople don't have the time or resources to build a solid business relationship that will result in bigger sales.
  • It's not for big purchases: The more money the clients have to spend, the more involved your salespeople will be throughout the process, which may be beyond the scope of inside salespeople.
  • Inside salespeople have a high rejection rate: because so many leads come from cold calls and emails, inside sales personnel only have an estimated success rate of 18% (to the best of our knowledge).

Outside Sales Pros and Cons

  • An excellent technique to establish connections: In-person meetings are a fantastic approach to spend time getting to know your leads' demands and pain spots, as well as finding solutions.
  • Leads are more inclined to spend money if they have a personal touch: Face-to-face meetings generally last longer than phone conversations, so they may encourage leads to spend more money with your business.
  • Outside salespeople have a much greater chance of closing a deal. They spend more time personalizing pitches to warm leads, making them more likely to make a purchase.


  • Expensive: You'll also have to pay for the transportation of your outside salespeople, as well as restaurant bills, gym memberships, automobiles, and bigger bonuses to encourage them to make more purchases.
  • It's difficult to coordinate everyone's schedules: If your outside salespeople are frequently expected to manage many leads at once, it will be time-consuming.
  • It's hard to expand: You may only target customers your salespeople can actually contact.

How do you pick between inside and outside sales?

Begin by thinking about your potential leads.

Key Differences and Similarities Between Inside Sales and Outside Sales

Who are they? Where do they live? How much money are they prepared to spend? What is their usual purchasing behaviour? Is it online or physical?

If it's physical, how far can you deliver it? How much money is the merchandise worth? To make your company profitable, how many items must you

Finally, consider how much you can invest in salespeople. Because the cheaper your solution is, the more of it you'll have to sell, you'll need to employ inside sales techniques.

The higher the price of the goods, the fewer things you'll have to sell, making outside sales a viable option. If you have many items that require different.

What are the responsibilities and tasks of inside and outside sales representatives?

Let's take a look at what your inside and outside salespeople can do for you:

Inside Sales Representative

In-house salespeople handle on-site activities like literature distribution and work with vendors to acquire and convert as many leads as feasible.

The responsibilities and activities of inside sales personnel are typical as follows:

  • Cold calling and emailing are two tools that can help you generate l
  • Knowing the ins and outs of each of their offered items and services is crucial.
  • Nurturing leads to conversion by effectively managing and comprehending them.
  • Sales closing
  • Handling internet and phone communications

Typically, inside sales reps have a set schedule and a set pay plus incentives.

Outside Sales Representative

Clients have a contact person, who usually is the inside sales rep. This individual manages client calls and communicates with clients at multiple sites.

Outside sales representatives typically fulfil the following roles and tasks:

  • Making a journey from place to place
  • Organizing a client's schedule of meetings is a responsibility you may take on.
  • Get to know all of the goods and services they provide so that you can make an informed decision.
  • Making contact and conducting meetings face-to-face with potential clients
  • Keeping track of their leads and clients is critical.
  • Customer relationships are built and maintained.

They must also be able to work remotely and commit for one year or more. In addition, they usually need to be mobile, have a valid driver

When it comes to hiring salespeople, don't just focus on asking the right questions; instead, ensure that they can fulfil their responsibilities.

If you're hiring a sales agent, they may not need as much sales expertise, but they'll need excellent phone and internet communication skills.

We all know that sales are a competitive, tough job. You must be able to sell anything and everything to everyone! There are times when you may.

Inside vs Outside Sales Pay Systems

According to our data, salespeople must be paid the market rate if companies want to keep top talent.

Inside sales account executives in the United States have an average base salary of $42,833 and average on-target earnings (OTE) of $96,299, according to our research.

Outside reps are frequently seen as having more expertise than inside salespeople, which results in companies paying them a higher base salary.

According to our study, organizations that used the majority of outside salespeople paid employees 36% more money.

The OTE for outside sales was only 9.2% greater than that of inside sales. Because inside sales occupations are expected to produce similar revenue as outside sales, the OTE is a good indicator of anticipated earnings.

How to Organize a Successful Sales Team (Inside vs. Outside)

It's not difficult to establish a successful inside and outside sales team if you know how to go about it.

Decide how much of your sales force will be on the inside and how much will be outside. To do so, you must align your sales to your products.

Begin by dividing the goods you need to sell in person from those you may offer remotely. Calculate how many units of each product type you'll have to sell each month and the number of employees required to reach that goal.

Next, match your marketing plan to your sales approach. Make sure that your salespeople are fully informed about the items your marketing team will be promoting so they can properly guide customers through their purchase process.

Once you've got salespeople and the appropriate marketing plan in place, you'll need to find clients.

The most difficult aspect of each sales cycle is often generating leads, which is why it's critical that your lead generation solutions are at their best.

Lead generation tools like AloreCRM can help you discover highly qualified leads and their contact information whether your staffs are inside or outside of the office.

Sales will almost always follow if you employ a strong lead generating technique.


Inside and outside sales are two ways to contact diverse clients and sell a variety of items.

Choose your strategy according to your sales requirements, budget, and product, and use lead generating solutions like AloreCRM to ensure that your salespeople stay on track when calling or meeting with prospects.

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