What is important here is to distinguish clearly between inside sales and outside sales. So, sales representatives like inside sales and some love outside sales. Analyse your competitor’s goals to predict how they are likely to react to your strategic changes and then work on sales. Frustrating for them is if you put an outside sales representative, into inside sales job.
Traditionally, companies have focused primarily on outside sales, but the industry is changing. Fewer people than ever before want to be sold to in person. Face-to-face sales is still important. People feel more comfortable spending large amounts of money or making big purchases in person, but more and more virtual sales is simply more convenient for everyone. The mix of inside vs outside sales that you will use in your organization will depend on your products, your organization, and your sales strategy. Using inside sales for these products is going to be more cost-effective. The sales velocity is much higher. In contrast, most people prefer to buy larger, more expensive products in person. You usually want to see how it works in person, have the product customized for your brand, and shake a person’s hand as you make the deal. This is where outside sales shines.
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Answered 7 months ago

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