I don’t know the difference between inside sales and field sales (outside sales) and the difference in business content.
For those who have such doubts, in this article, we will introduce the differences between inside sales and field sales (outside sales), as well as the advantages and disadvantages. If you understand the differences in their roles and business content, as well as their advantages and disadvantages, you will be able to understand which sales method you should adopt in your company and how to work with them, and you can expect to improve your operating profit.
Read this article to understand the differences between inside sales and field sales (outside sales), as well as their advantages and disadvantages.
Table of Contents
- What is the difference between inside sales and field sales (outside sales)?
- Overview of inside sales
- Overview of field sales (outside sales)
- Inside Sales and Field Sales Roles
- Role in marketing
- Advantages and disadvantages of inside sales and field sales
- Advantages and disadvantages of inside sales
- Advantages and disadvantages of field sales
- Business contents of inside sales and field sales
- Inside sales business contents｜Email, telephone, etc.
- Business contents of field sales | Door-to-door sales
- Companies suitable for inside sales or field sales
- Companies suitable for inside sales
- Companies suitable for field sales
- The Difference Between Inside Sales and Field Sales Customer Success
- What is Customer Success?
- How Inside Sales and Field Sales Work Together for Customer Success
- Step 1 Separate approach layers
- Step 2 Separate duties
- Step 3 Share customer information
- Advantages of collaboration between inside sales and field sales, and points to note when collaborating
- Two cooperation benefits
- Two points to note when linking
- Understand the difference between inside sales and field sales and work together
What is the difference between inside sales and field sales (outside sales)?
First, let’s understand the outline of inside sales and field sales (outside sales).
Overview of inside sales
Inside sales is a non-face-to-face sales method for prospective customers (leads), such as web conferences, emails, and telephones. A potential customer here is a customer who is likely to use your company’s service, and is in a state of being interested in the service to some extent.
Inside sales is the non-face-to-face marketing of your company’s products and services to prospective customers.
An example of inside sales
The main means of inside sales are as follows.
In this way, inside sales communicate with customers without meeting them face-to-face.
Overview of field sales (outside sales)
In contrast to inside sales, field sales (outside sales) are methods of selling face-to-face with customers. Sales representatives meet and sell directly to customers.
Comparing the outlines of inside sales and field sales in this way, we can see that there is a difference between contact and non-contact sales methods. However, the difference is not divided by face-to-face or not. Let’s compare inside sales and field sales in terms of roles.
Inside Sales and Field Sales Roles
So what are the roles of inside sales and field sales? I will introduce each role.
Role in marketing
In fact, inside sales and field sales have different roles in marketing activities.
- Role of inside sales
The role of inside sales in marketing activities is to approach prospective customers so that they will like our products and services and become customers, and to obtain promises for business negotiations (appointments).
You approach prospective customers who are interested in your product or service, and lead them to the stage of having them consider purchasing through actual business negotiations.
- Field sales role
The role in field sales is to hold business negotiations with customers who have successfully obtained appointments through inside sales, consider products and services, and have them purchase.
Also responsible for closing sales activities. Closing in sales activities refers to the conclusion of a contract, such as having a contract stamped.
In this way, inside sales and field sales have different roles in marketing activities.
Advantages and disadvantages of inside sales and field sales
I will introduce the advantages and disadvantages of inside sales and field sales.
Advantages and disadvantages of inside sales
First, I will introduce the advantages and disadvantages of inside sales.
3 benefits of inside sales
There are three major benefits of inside sales.
- Sales efficiency
The first is that it makes the business more efficient. Since it operates non-face-to-face, the time and cost to meet customers is shortened. In addition, if you conduct business by email or DM, you can approach many customers in a short time regardless of location.
- Reach prospects faster
The second is the ability to approach prospective customers immediately. For example, if you acquire information about customers who have advanced to the website or purchase page, you can start sales immediately and approach customers at the optimum timing.
- Approach according to customer’s purchasing intention
The third is the ability to approach customers according to their purchasing desires. For example, for customers who have low purchasing motivation, we can change the timing and sales method according to their purchasing motivation, such as sending an email after half a month instead of a web conference.
Disadvantages of inside sales
There are two main disadvantages of inside sales.
- Cost of tool introduction
The first is the cost of introducing the tool.
For many inside sales, it is essential to introduce tools such as web conferencing applications, MA and CRM as a means of sales and information sharing. Implementation will be costly.
Difficulty extracting deep customer information and needs
The second is that it is more difficult to extract deep customer information and needs compared to field sales. Since it is non-face-to-face and the timing of responding to the customer is left up to the customer, it is thought that deep dialogue with the customer cannot be done as much as field sales.
Advantages and disadvantages of field sales
Here are the pros and cons of field sales.
Benefits of field sales
There are two main advantages of field sales.
The first is the ability to have a deep dialogue with customers .
You can provide detailed information about your products and services to your customers because you have set aside time to meet with them. You can also ask for in-depth information about your customers.
The second is that the customer is in the stage of considering purchasing a product or service .
In order to further approach with field sales and sell to customers who have already obtained appointments, there is no need to collect basic information and basic product descriptions, so you can concentrate on your approach.
Disadvantages of field sales
There are two major disadvantages to field sales.
The first is that marketing activities take time .
Most of them have time to meet customers face-to-face, and cannot approach many customers in a day.
The second point is that knowledge of products and services is required rather than inside sales .
If you do not show not only basic information about products and services, but also comparative advantages and detailed achievements, it will be difficult to close business deals. Therefore, field sales people need know-how about products and services.
Business contents of inside sales and field sales
Now let’s take a look at the actual inside sales and field sales.
Inside sales business contents｜Email, telephone, etc.
Inside sales is also called internal sales. In reality, we receive promises of business negotiations by phone or email based on customer information obtained through websites or member registration.
This way, you target your leads and approach them in the most effective way.
Business contents of field sales | Door-to-door sales
In field sales, we directly visit customers who have made appointments in inside sales, propose products and services, and conclude contracts.
Companies suitable for inside sales or field sales
Companies suitable for inside sales
Here are two types of companies that Inside Sales can recommend.
Companies with a large number of customers
If the number of customers is large, it can be said that the efficiency of sales should be emphasized. If you want to approach a large number of customers in the shortest possible time, inside sales are for you.
A company where the skills of individual sales representatives vary
Inside sales require less know-how than field sales. In addition, field sales require sales skills such as knowledge of products and services and customer understanding, and the success rate of negotiations varies depending on the salesperson.
Inside sales are not affected by the sales skills of sales representatives, so they can be recommended for companies where the skills of individual sales personnel vary.
Companies suitable for field sales
Here are two types of companies that field sales can recommend.
Expensive product and time consuming
If the product you are dealing with is expensive or it takes time to introduce the product, field sales are suitable because you can properly explain the product face-to-face.
Limited number of customers
When you have a small customer base, sales efficiency becomes less of a concern. If you have a small number of customers and want to spend more time approaching them, field sales are for you.
The Difference Between Inside Sales and Field Sales Customer Success
I would like to introduce the difference between inside sales/field sales and customer success.
What is Customer Success?
Let’s understand customer success here.
Customer success refers to the success and satisfaction of customers in purchasing and using products and services. The role of the company’s customer success included researching customers and responding to customer inquiries about products and services.
If you achieve customer success, you can expect upselling to purchase high-priced products and services, and cross-selling to purchase related products and services.
In the past, it was recognized that customer success was part of inside sales, but recently, more and more companies are making customer success independent of inside sales.
How Inside Sales and Field Sales Work Together for Customer Success
Here, we introduce three steps for linking inside sales and field sales to lead to customer success.
- Separate approach layers
- separate duties
- share customer information
Step 1 Separate approach layers
Consider how much interest and interest you have in approaching customers between field sales and inside sales, and divide the burden.
Basically, the main sales style is to conduct business with prospective customers from the customer list through inside sales, get a schedule for business negotiations, conduct business negotiations through field sales, and lead to customer success through inside sales.
Step 2 Separate duties
Divide between how far you approach your customers and how much information you provide them. Also, consider creating a separate customer success department if it leads to customer success.
Step 3 Share customer information
It is necessary to have a mechanism for sharing information on customers who have obtained business negotiations through inside sales. Organize what kind of customer information you need for field sales, and decide how much customer information you need for inside sales.
Advantages of collaboration between inside sales and field sales, and points to note when collaborating
I will introduce two benefits of linking the two, and points to be aware of when linking.
Two cooperation benefits
What are the benefits of linking inside sales and field sales? I will introduce two.
① Sales activities are centralized
If you link the two sales activities, the sales activities will be unified. If inside sales and field sales are not linked, customer information and business negotiations are not shared.
If customer information and sales information based on it are linked between inside sales and field sales, the possibility of applying other approach methods and other marketing activities may expand.
(2) Streamline sales activities
If the sales activities of both parties are linked, customer information and business negotiation information will be linked, so sales activities will be unified. If sales activities are centralized, further efficiency of sales activities can be expected.
Two points to note when linking
Here are two points to keep in mind when linking inside sales and field sales.
①Sharing customer information
In addition to basic information such as the customer’s name and department in charge, let’s share what kind of information the customer wants and the problems and needs the customer has. Especially in field sales, you need to approach the deep needs of your customers.
So before sharing customer information with field sales, decide what information you need to collect.
(2) Align classification criteria for customer attributes
In marketing activities, it is necessary to classify customers, such as what kind of customers need to be approached quickly and what kind of customers are likely to purchase products, and communicate according to their attributes.
If the customer attribute classification method is different for inside sales, field sales, customer success, etc., the communication and approach to customers will be inconsistent, and customers may be lost, so let’s match the customer attribute classification method. .
Understand the difference between inside sales and field sales and work together
In this article, we introduced the difference between inside sales and field sales.
Inside sales and field sales differ not only in sales methods (face-to-face or non-face-to-face), but also in the customer base to be approached. To understand the difference between the two and connect them to customer success, let’s link inside sales and field sales.