Inside Sales vs. Field Sales: concept, differences and what can one teach the other?

outside selling


Customer behavior is changing and with it come the changes in the sales process of companies, which take place to enable organizations to meet new market demands. In this scenario we have two protagonists: Inside Sales vs. Field Sales.

While Inside Sales is the method of inside sales, in which salespeople interact with customers through channels such as phone, email, social media, and remote meetings, Field Sales is the opposite: a field sales model, in that the salesperson’s role is to go to the customer in person and initiate negotiations.

The Field Sales model is a more traditional sales model, which has as a great positive point the capacity for greater connection between customer and seller.

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However, with the changes in the current market, Inside Sales has already become the most used sales model in the market. According to Inside Sales Benchmark Brazil 2020, 68% of companies already adopt the method as their primary sales channel.

This is because the Inside Sales method allows for a reduction in the operating cost of sales and an increase in salespeople’s productivity. 

Without having to go to the client, professionals in the area make better use of their working time, being able to contact many more prospects in the same day than Field Sales professionals.

In summary, while Field Sales generally allows for a closer and more intimate relationship between salesperson and customer, Inside Sales the possibility of escalating sales is even greater.

Even with their differences, the relationship between Inside Sales vs. Field Sales need not be one of exclusion. Many companies already implement both within the p or c less of van of.

But, even if your company does not consider integrating these of the models, and already has a “preferred”, it is always possible to learn something with another method.

Advantages and disadvantages exist in both and the possibility of evolution by knowing more about another sales model can increase your results.

That’s why, in this article, we’ll introduce you to what Inside Sales can learn from Field Sales and vice versa.

What can Inside Sales learn from Field Sales?

One way to understand the relationship between Inside Sales vs. Field Sales is to understand what one can contribute to the other. After all, what can the Field Sales model teach the Inside method?

Personality in communication

This is one of the great advantages of the Field Sales model. After breaking the first contact barrier, it is common for face-to-face meetings to generate more sympathy between the parties, which generates a more personal contact between salesperson and prospect.

Face-to-face contact creates a closer relationship, allowing for more personal conversations and a more individualized relationship.

Of course, this depends on the type of customer service offered and the openness the prospect offers, or not.

However, there are more chances for a more personal relationship to be built.

Inside sales tend to be more objective and very business-oriented. That’s why, if your company applies Inside Sales, it can try to establish a more personal relationship with the contact, also creating opportunities to talk about more personal matters, even if it is in a remote service.

Greater connection between customer and seller

As a result of more personal contact, field sales can establish a “stronger” connection between the parties involved.

This connection can represent more customer confidence in the seller’s knowledge. This can make the sales consultant become a reference for the customer within the organization.

Learning to create opportunities to strengthen the connection between salespeople and prospects is something that the Inside sector can also absorb from external sales, to generate greater trust and credibility.

What can Field Sales learn from Inside Sales?

Just as Inside Sales has a lot to learn as Field Sales, the opposite is also true. The internal sales model offers a range of knowledge that can be used in different ways by the external team. Understand, below.

Sales activities management

You may have heard that Inside Sales is a numbers game where the logic is: the more calls your team makes, the more meetings are scheduled and, in turn, the more sales are made.

In Inside Sales, the control and focus of carrying out activities is very important for the entire sector to work in order to achieve the organization’s goals.

The fact is that even with street vendors, many Inside Sales activities are also carried out by Field Sales professionals and the focus on managing and controlling these activities is also a way to expand the sector’s performance. 

Use and data to improve and evolve processes

Keeping track of sales performance indicators to continuously optimize the results of each step of the sales process is also one of the basic principles of Inside Sales. And yes, it should also be a core aspect of Field Sales, but it’s common to find sales processes that are less metrically controlled when we talk about field sales.

Currently, to become a high-performance sales team, all contacts must be monitored, phases of the sales pipeline must be understood and optimized.

Data management at each stage allows you to identify bottlenecks and failures and optimize these elements for better results.

Focus on sustainability and scale of the sales operation

Even by the nature of its existence, the Inside Sales model is concerned 100% of the time with the ability of a business process to sustain itself and scale.

The model was created with this objective: to allow the growth of the sales sector without the direct need to increase the number of employees, for example.

In this sense, Inside Sales operations, in general, are much more concerned with these aspects than field operations.

Management that developed a culture focused on evaluating the cost of acquiring customers and constantly optimizing this result would be of great help for field sales.

Use of sales management tools

An Inside Sales operation without customer prospecting tools is not a commercial operation.

Technology is inherent in internal sales, and it should be in relation to external sales as well, but it isn’t always. Unfortunately.

That’s why Field Sales must learn with Inside Sales to prioritize the organization of all stages of the sales process within a specialized tool.

It is essential that this tool is constantly updated, ensuring valuable information and performing important automation for the relationship with the customer and the advancement of all leads through the prospecting stages.

It is important to remember that a tool like this also ensures that the team identifies the prospects with the greatest conversion capacity, so that they can be prioritized, without the others being forgotten.

Inside Sales vs. Field Sales: Models that should adopt consultative sales

In the Inside Sales vs. Field Sales relationship, the prioritization of a consultative sales model must be present in both.

By prioritizing the consulting relationship between salesperson and customer, the company guarantees:

  • offering a better customer experience,
  • better retention rates,
  • churn reduction,
  • Better results in relation to customer lifetime value and more.