The jury is still out on inside sales vs. outside sales. If you are wondering which sales strategy suits your business the most, here are some tips to help you decide. But, before anything, it’s good to know these facts about both these sales strategy.

Sales Strategy

Retail sales dropped by 10.5% in 2020 in the U.S., while eCommerce sales saw a jump of 18%. These numbers give you an obvious answer to your question but read on to know how you can blend them to create a unique sales approach that will provide better results.

Making a Connection

Inside sales are all about a virtual connection with the customer. It includes phone calls, e-mails, live chat, video conferencing, and texting. Outside sales are also about the connection, but it requires the sales rep to meet the customer several times to finally make the sale.

The strategy suggested is to use a blend of both by starting with inside sales, and as you know that the customer is reaching the point of decision, setting up a personal meeting to close the deal.

Sales Rep Experience

It is common knowledge that experienced sales reps sell more than new ones. The disadvantage with inside sales is that it is still in its nascent stages compared to outside sales. Therefore, your sales reps will not have decades of experience under their belt with inside sales.

Here’s a look at the bright side of the situation. In the virtual world, decades of experience can be gained within a year or two. So, a tech-savvy sales rep with five years of experience in inside sales can be as valuable as an outside sales rep with ten years of experience. On comparing inside sales vs outside sales, each had its advantages.

Cost of Sales

Your ultimate business goal is to make profits. So, when you make a sale, the cost of making the sale should be considered. Inside sales do not require much investment. After the infrastructure is set up, you can contact all your customers without spending much.

On the other hand, outside sales may require additional investment as your sales rep will need to travel to meet with clients. If you have a store, then you will have to spend on rent, electricity, etc. It may not be a viable solution for a small business.

If you are selling a car, then it makes sense to invest in outside sales. Customers will want to see the product, and test drive it. So, depending on your business, you can adopt the most suitable strategy.


Scalability is another factor that is part of your business plans. Inside sales allow for the huge potential for scalability. Outside sales are also scalable but at a cost. Since outside sales require meeting one customer at a time, it can result in fewer customers contacted when compared to inside sales. With businesses that sell high-end, niche products like say luxury yachts, then investing in outside sales is a better strategy.

The question of inside sales vs. outside sales has been debated for some time now. There is no single answer to it. Depending on your business, you may use one or the other or a combination of both.

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