There are two main types of sales teams: inside sales and field sales. Inside sales teams work remotely, using phone, email, and other digital tools to connect with potential customers. Field sales teams, on the other hand, travel to meet with potential customers in person.
Here is a high-level look at the pros and cons of each approach:
Inside Sales
Pros:
- More cost-effective. Inside sales teams are typically less expensive to hire and train than field sales teams.
- More scalable. Inside sales teams can be easily scaled up or down as needed.
- More efficient. Inside sales teams can make more calls and send more emails in a day than field sales teams.
Cons.
- Less personal. Inside sales teams don’t have the same level of personal connection with potential customers as field sales teams.
- Less effective for complex sales. Inside sales teams are typically less effective for complex sales, such as those that involve a large investment or a long sales cycle.
Field Sales
Pros:
- More personal. Field sales teams can build stronger relationships with potential customers by meeting with them in person.
- More effective for complex sales. Field sales teams are typically more effective for complex sales, such as those that involve a large investment or a long sales cycle.
Cons:
- More expensive. Field sales teams are typically more expensive to hire and train than inside sales teams.
- Less scalable. Field sales teams can be more difficult to scale up or down as needed.
- Less efficient. Field sales teams can only make so many calls and send so many emails in a day.
- Less data driven. Field sales teams tend to focus more on relationships than updating their CRMs with relevant data points that are critical for planning and decision making.
So, which type of sales team is right for your business?
It depends on a number of factors, including your budget, your target market, and the complexity of your sales process. If you are looking for a cost-effective and scalable way to reach a large number of potential customers, then inside sales may be the right choice for you. If you are selling a complex product or service that requires a long sales cycle, then field sales may be the better option.
Ultimately, the best way to decide which type of sales team is right for your business is to experiment with both approaches and see what works best for you – a mix of both supported by rigorous processes, data hygiene, reporting lines and incentives is usually the right way to go.
