The way we sell has changed dramatically in recent years. Whether to focus on remote sales or stick with traditional face-to-face selling has become a hot topic for many businesses. And it's no wonder - some companies report saving up to 40% on costs with remote sales, while others swear by the power of meeting clients in person. Let's dive into what makes each approach unique and how to choose what's right for your business.
Understanding Remote Sales and Outside Sales
These two approaches to sales are quite different in how salespeople connect with their customers. Here's what sets them apart.
Definition of Remote Sales
Remote sales (also called inside sales) is the modern way of selling. Instead of hitting the road, sales reps work from a set location - whether that's their home office or company headquarters. They use digital tools like video calls, emails, and online presentations to connect with potential customers.
This approach lets sales reps talk to multiple prospects across different time zones in a single day. They can work more efficiently by using digital tools and data to guide their decisions and follow up with customers systematically.
Definition of Outside Sales
Outside sales takes the traditional route, focusing on meeting people face-to-face and building personal relationships. These sales pros spend most of their time on the road, meeting clients where they work - whether that's in offices, factories, or coffee shops. It's all about creating strong connections through direct interaction.
This method typically works well for complex, high-value sales where you need to demonstrate products in person and have detailed discussions. Outside sales reps often become trusted advisors to their clients, getting to know their businesses inside and out through regular visits.
Key Differences between Remote Sales and Outside Sales
Let's look at what really sets these two approaches apart.
Sales Environment: Virtual vs. In-Person
The biggest difference is where the selling happens. Remote sales pros work mainly in virtual settings, using digital tools to reach prospects. Interestingly, research shows that outside sales reps now spend 89% more time selling remotely compared to 2013, showing how much things have changed.
Outside sales reps, however, do their best work in person, meeting clients face-to-face. This lets them pick up on body language and adjust their approach on the spot.
Technology Utilization: Tools and Platforms
The tech stack looks quite different for each approach. Remote sales teams rely heavily on:
- CRM systems to track customers
- Video conferencing for virtual meetings
- Sales automation for nurturing leads
- Digital document sharing and e-signatures
Outside sales pros use technology too, but focus more on tools that help them in the field:
- GPS and route planning apps
- Mobile CRM access
- Digital presentation tools
- Expense tracking apps
Communication Strategies: Digital vs. Face-to-Face
How they talk to customers is another big difference. Remote sales teams excel at:
- Email campaigns and templates
- Virtual presentations
- Social media engagement
- Video call best practices
Outside sales reps focus on:
- Reading body language
- Building personal connections
- Live product demos
- Solving problems on the spot
Sales Cycle and Duration
The time it takes to close deals varies between approaches. Remote sales usually means:
- Shorter sales cycles
- More conversations per day
- More standardized processes
- Quick follow-ups
Outside sales cycles tend to be longer but often bring:
- Bigger deals
- More complex solutions
- Multiple decision-makers
- Deeper relationships
Travel Requirements and Frequency
Travel expectations create one of the biggest differences. Remote sales reps enjoy:
- Little to no travel
- Flexible work location
- Regular daily routines
- Lower costs
Outside sales positions require:
- Lots of travel planning
- Regular client visits
- Conference attendance
- Territory management
Skills and Qualifications for Remote and Outside Sales Representatives
Each approach needs its own special set of skills. Research shows that inside sales reps spend about 13% more time actively selling than outside sales reps, so mastering the right skills is crucial.
Essential Skills for Remote Sales Reps
Technical Proficiency
Remote sales reps need to be tech-savvy. They should be good at:
- Managing CRM systems
- Using virtual presentation software
- Working with sales automation tools
- Understanding data and reports
- Handling digital documents and e-signatures
They need to fix basic tech issues on their own and quickly learn new tools as they come out.
Online Communication Skills
Being great at digital communication is key. This includes:
- Writing clear, effective emails
- Running engaging virtual meetings
- Reading digital body language
- Giving compelling video presentations
- Listening actively in virtual settings
Remote sales pros need to build trust and credibility without being in the same room as their customers.
Essential Skills for Outside Sales Reps
Face-to-Face Selling Techniques
Outside sales reps need to excel at in-person interactions. They should be good at:
- Reading and responding to body language
- Adapting their presentation style
- Demonstrating products live
- Reading the room
- Thinking on their feet
These pros need to master reading social situations and adjusting their approach based on what they see.
Networking and Relationship Building
Building lasting relationships is crucial. Key skills include:
- Strategic networking
- Remembering personal details
- Navigating events
- Communicating across cultures
- Maintaining long-term relationships
Outside sales reps need to build genuine connections that last for years, often staying in touch as people change jobs.
Both roles need core sales skills, but how they use them varies a lot based on their environment. Success comes from matching your natural strengths with the right approach.
Pros and Cons of Remote and Outside Sales Models
Let's look at what makes each approach great and what challenges they face.
Advantages of Remote Sales
Flexibility and Work-Life Balance
Remote sales offers great flexibility. Research shows that cutting out travel time can make sales teams up to 150% more efficient. Sales reps can:
- Work when they're most productive
- Skip the commute
- Balance work and personal life better
- Work from anywhere with internet
Reduced Travel Expenses
The money savings are significant. An outside sales call costs $308, while an inside sales call costs just $50. Plus, inside sales teams cost 40% to 90% less to run than outside teams. You save on:
- Transportation
- Hotels
- Meals
- Entertainment
Disadvantages of Remote Sales
Lack of Personal Interaction
While digital communication works well, it has limits. Though about 75% of prospects preferred not meeting face-to-face even before COVID-19, challenges include:
- Missing non-verbal cues
- Fewer spontaneous conversations
- Harder to show products in person
- More difficult to build deep connections
Potential Technology Barriers
Tech issues can cause problems:
- Internet connection problems
- Software compatibility issues
- Varying tech skills among clients
- Platform access issues
Advantages of Outside Sales
Personalized Customer Engagement
Outside sales excels at personal touch. Outside sales reps achieve about 40% closing rates, higher than inside sales. This comes from:
- Solving problems face-to-face
- Addressing concerns immediately
- Showing products in person
- Understanding the customer's environment
Stronger Relationship Building
Meeting in person pays off. Outside sales reps close deals 130.2% larger than inside sales teams, thanks to:
- Direct personal connections
- Building trust in person
- Discussing complex solutions
- Working with multiple stakeholders
Disadvantages of Outside Sales
High Travel Costs
Field sales costs more. Outside salespeople typically earn 15% to 18% more than inside salespeople, plus:
- Transportation costs
- Hotel expenses
- Meal costs
- Travel time
Time-Intensive
Outside sales takes more time. With yearly quotas around $2.7M compared to inside sales at $985,000, they deal with:
- Lots of travel time
- Longer meetings
- Complex scheduling
- Fewer daily client meetings
Choosing Between Remote and Outside Sales Strategies
Picking the right approach means carefully considering several factors.
Assessing Business Needs and Goals
Think about:
- How complex your sales cycle is
- Target deal sizes
- Geographic reach needed
- Product demo requirements
- Team size and structure
Your choice should match your growth plans and market position. Consider whether you need high-volume sales that work well remotely or complex solutions that need in-person relationship building.
Evaluating Cost and Resource Allocation
Look at:
- Initial investment needed
- Ongoing costs
- Training costs
- Technology needs
- Expected return on investment
Remember to think about scaling up and long-term sustainability. Remote sales might cost more upfront for technology but could save money over time by cutting travel costs.
Identifying Target Market and Customer Preferences
Know your customers:
- Study their buying habits
- Ask how they prefer to communicate
- Consider industry standards
- Look at where they're located
- Check their comfort with technology
Your market should guide your strategy. Tech-savvy clients might prefer remote meetings, while traditional industries might value face-to-face relationships more.
Making the Transition: Implementing a Hybrid Sales Model
A mixed approach often works best:
- Match products with the right sales method
- Group customers by their preferences
- Create clear communication guidelines
- Know when to use each approach
- Make switching between virtual and in-person smooth
Try testing different combinations of remote and outside sales. This helps you gather data and improve your approach before going all-in.
Remember that flexibility is key. The best sales strategies often mix remote and outside sales, creating an approach that can change with market conditions and customer needs.
F.A.Q.
Q: What's the main difference between inside sales and outside sales? A: Inside sales happens remotely through digital channels like phone, email, and video calls, while outside sales focuses on meeting clients in person at their location.
Q: Which sales model is more cost-effective? A: Inside sales usually costs less because there's less travel and time is used more efficiently. But outside sales often brings in bigger deals, which can make up for the higher costs.
Q: Can I switch from outside sales to remote sales? A: Yes, many companies do this successfully. The key is good training, the right technology, and developing strong virtual communication skills.
Q: Do remote sales representatives make less money than outside sales reps? A: Outside sales reps typically have higher base salaries, but remote sales reps can earn similar total pay through more sales and performance bonuses.
Q: Which sales model is better for building customer relationships? A: Both can build strong relationships differently. Outside sales creates personal connections through face-to-face meetings, while remote sales maintains regular contact through digital channels.
Q: Is it possible to combine both sales approaches? A: Yes, many successful companies use both remote and outside sales strategies, getting the benefits of efficiency while keeping personal connections when needed.
Q: Which model is better suited for complex products or services? A: Traditionally, complex products worked better with outside sales for detailed demos and discussions. But with better technology, complex sales can now happen remotely too.
Q: How does territory management differ between the two models? A: Outside sales involves managing geographic territories with physical travel, while remote sales can cover wider areas without geography limits, often organizing by industry or company size instead.
Selling in person vs Remote : r/sales
Sales pros on Reddit's r/sales share real experiences about selling remotely versus in person:
On Personal Connection: "Face-to-face selling lets you read the room and adjust your pitch right away. You just can't get that same feeling through Zoom." - Senior Outside Sales Rep
Regarding Time Management: "With remote selling, I can talk to 3-4 times more prospects each day. No driving means more actual selling time." - B2B Inside Sales Manager
About Career Development: "Starting in field sales taught me crucial people skills. It gave me a great foundation, even though I later moved to remote selling." - Sales Director
On Work-Life Balance: "Remote selling lets me control my schedule. I can get more done and still make it to family events." - Tech Sales Representative
Regarding Deal Complexity: "Big, complex deals often need that personal touch. Being there in person helps walk clients through complicated solutions and handle concerns right away." - Enterprise Sales Executive
On Territory Coverage: "I can handle an entire region from home now. The pandemic showed us we don't always need to be there in person to close deals." - Regional Sales Manager
These real-world insights show both approaches have their place in modern sales, with success depending on what you're selling, who you're selling to, and your personal style.
Do you prefer inside or outside sales and why?
Here's what sales pros say about their preferences:
The Road Warrior's Perspective: "I love being on the road as an outside sales consultant. Meeting different people in different places energizes me. I've learned some deals just need that personal handshake and eye contact." - Regional Sales Director
The Tech-Savvy Seller: "After doing both outside and remote sales, I prefer the efficiency of inside sales. I can reach more prospects, track data better, and still build good relationships through video calls." - Senior Sales Executive
The Hybrid Advocate: "Having managed outside sales teams, I've found mixing both approaches works best. Some clients need face-to-face meetings, while others prefer quick virtual check-ins." - National Sales Director
The Relationship Builder: "Outside sales fits my personality perfectly. I love reading body language and connecting in person. You can't get the same energy from a product demo through a screen." - Enterprise Sales Representative
The Work-Life Balance Seeker: "While I valued my time in outside sales, I now prefer inside sales. I can keep strong client relationships without spending so much time away from family." - Solutions Sales Manager
The Strategic Player: "My outside sales experience taught me success isn't about choosing one or the other - it's about knowing when to use each approach. Different situations need different methods." - Sales Strategy Consultant
The takeaway? Both approaches have their strengths, and preference often depends on:
- Your personal selling style
- What you're selling
- Your target market
- Lifestyle choices
- Career goals
Many successful sales pros recommend trying both to develop a complete skill set and adapt to changing market needs.
What is the difference between sales and outside sales?
General sales and outside sales differ mainly in how they're done. Here's what makes outside sales unique:
Method of Engagement While general sales covers all types of selling, outside sales specifically means selling face-to-face. Outside salespeople spend lots of time traveling to meet clients in person, making it more hands-on than other sales methods.
Skill Set Requirements Outside sales pros typically need:
- Strong people skills for face-to-face meetings
- Great time management for travel
- Excellent presentation skills
- Territory management know-how
- Energy for frequent travel
Team Structure Outside sales teams work differently:
- More independence
- Geographic territory assignments
- Higher individual sales targets
- Bigger expense accounts
- More flexible schedules
Experience and Development Outside sales experience usually means:
- Building in-person relationships
- Doing live product demos
- Managing big, complex accounts
- Working in various business settings
- Creating territory-specific plans
Cost Structure Outside sales usually involves:
- Higher operating costs
- Larger expense accounts
- Bigger travel budgets
- Higher base pay
- Better benefits packages
Sales Cycle The outside sales process typically has:
- Longer sales cycles
- More complex decisions
- Higher deal values
- Multiple decision-makers
- More relationship building
Understanding these differences helps companies plan their sales strategy and helps sales pros choose their career path.