What is the difference between inside sales and field sales?
Posted: Sun Feb 02, 2025 7:16 am
Now that customer purchasing behavior has changed dramatically, the top priority for companies to survive is to streamline sales activities. In order to achieve efficiency, it is effective to divide the traditional sales method in which sales representatives are responsible for all sales activities into inside sales and field sales, and to have the two work together smoothly. However, simply adding an inside sales department to a sales organization does not necessarily mean that results will be immediate. Only by fully israel consumer email list understanding the difference between inside sales and field sales and the roles of each can inside sales be successfully introduced.
In this article, we will explain in detail the differences and roles of inside sales and field sales, as well as the key points for coordinating them in order to successfully introduce inside sales.
What is inside sales?
Inside sales refers to non-face-to-face sales activities and the people who handle those activities. There are two main methods of inside sales, SDR (Sales Development Representative) for inbound (response type) and BDR (Business Development Representative) for outbound (development type), based on the difference in approach. For inbound leads inherited from marketing and outbound leads set as targets for companies, the main job of inside sales is to communicate with leads using various tools such as telephone and email as well as web conferencing tools, fully understand the other party's needs and issues, present solutions, and build trust by sharing information, and to pass on as many highly likely leads with increased purchasing motivation to field sales as possible. Please also read this
for an overview of inside sales . The reasons why inside sales has attracted attention and spread rapidly are that despite the chronic labor shortage due to the declining birthrate and aging population, there is a strong demand for the efficiency of sales activities, in addition to the expansion of subscription-based business models in which products are used online for a certain period of time rather than owned, and the difficulty of face-to-face sales due to the COVID-19 pandemic.
In this article, we will explain in detail the differences and roles of inside sales and field sales, as well as the key points for coordinating them in order to successfully introduce inside sales.
What is inside sales?
Inside sales refers to non-face-to-face sales activities and the people who handle those activities. There are two main methods of inside sales, SDR (Sales Development Representative) for inbound (response type) and BDR (Business Development Representative) for outbound (development type), based on the difference in approach. For inbound leads inherited from marketing and outbound leads set as targets for companies, the main job of inside sales is to communicate with leads using various tools such as telephone and email as well as web conferencing tools, fully understand the other party's needs and issues, present solutions, and build trust by sharing information, and to pass on as many highly likely leads with increased purchasing motivation to field sales as possible. Please also read this
for an overview of inside sales . The reasons why inside sales has attracted attention and spread rapidly are that despite the chronic labor shortage due to the declining birthrate and aging population, there is a strong demand for the efficiency of sales activities, in addition to the expansion of subscription-based business models in which products are used online for a certain period of time rather than owned, and the difficulty of face-to-face sales due to the COVID-19 pandemic.