Administrative Staffing 101: Inside Sales vs. Outside Sales

Posted by Variety Staffing

Technology has had a major impact on the sales industry, with the exception of the structure of sales teams. Most companies have sales teams that consist of outside reps and inside reps, each with specific roles. Outside sales is responsible for hunting down business and bringing it to the company. Inside sales works in the office and provides support, maintenance and other services to accounts already won.

With so many open sales positions, staffing agencies help businesses fill their teams with qualified candidates. Let’s explore the key differences to outside sales vs. inside sales, where the industry is headed and how a staffing firm can fill open positions in your company.

Outside Sales

A job in outside sales is a great choice for those getting their feet wet in the sales industry. Outside salespeople generally aren’t tied down to a 9-5 schedule. They have the flexibility to manage their own schedule, set their own appointments and be their own boss – to a certain degree. On average, outside service reps make 12-18 percent more than inside reps.

Though the perks of flexibility and independence can’t be ignored, an outside sales rep must be willing to travel, work odd hours and adapt to new environments and people easily. To find the best candidates for an outside sales position, staffing firms look for those who have excellent communication skills and are friendly and personable. It’s also important that these individuals are motivated, self-directed and organized.

Inside Sales

Inside sales positions aren’t as generous as outside ones, but they work well for those who prefer a predictable schedule and pay structure. Inside sales reps work in the office, though they may still travel to meetings with clients.

An important benefit to being an inside sales rep is technology. Rather than selling to customers face-to-face, inside sales has a plethora of tools to make the most of their interactions. For example, a sales rep can send a product demo through email, answer questions with live chat or upsell products on social media.

To fill an inside sales position, staffing firms look for candidates who have strong communication, organizational and leadership skills. Top candidates should also be comfortable using technology to manage their clientele and sell to new customers.

Inside Sales is the Future

Staffing firms plan on filling more inside sales positions because the industry is headed in this direction. Internal positions require limited travel, predictable schedules and shorter sales cycles. However, many companies are still using the traditional inside and outside sales structure to keep their sales numbers where they want them to be.

Whether you’re looking to have an inside or outside position filled, trust Variety Staffing to fill your openings with top talent. We recognize the subtle differences between sales roles and which candidates are best equipped to succeed.