What is inside sales?

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Inside sales is a Japanese term that means "in-house sales."

As the name suggests, this type of work involves conducting sales activities remotely from your company's office without visiting customers .

In contrast, traditional sales activities (so-called "outside sales") are distinguished by the term "field sales."

The difference between inside sales and field sales

Inside sales is a type of sales activity that is conducted "remotely" and "non-face-to-face," primarily over the telephone or the internet.

In addition to regularly contacting customers by phone and email, the use of web conferencing tools has become more common in recent years.

It is attracting attention as a new form of sales activity, but since inside sales sometimes also includes lead acquisition, which is the first step in traditional sales activities, in some companies it may be handled by the marketing department rather than the sales department.

Also, even though it is called inside sales, there are various forms it can take, so it is important to note that it is not simply about making sales activities remote.

Field sales is the traditional sales method that involves visiting customers and conducting face-to-face sales negotiations.

Because you interact directly with customers, the benefits include being able to hear customer feedback that inside sales cannot pick up, and being able to build trust through communication.

On the other hand, there are also disadvantages such as the fact that aspects such as closing rates and sales ability tend to be dependent on individuals, and the costs associated with each sales activity are high.

Although there are significant differences between inside sales and field sales, they are by no means contradictory.

The most effective sales methods are achieved by purchasing directors email database combining inside sales and field sales and having the two work together to conduct sales activities .

The pros and cons of inside sales
Inside sales has completely different advantages and disadvantages than field sales.

Be sure to understand this as well as the differences between field sales.

Benefits of Inside Sales
The biggest benefit of inside sales is that it increases the efficiency of your sales activities .

Since there is no longer any need to visit each customer one by one for each business negotiation, as was the case in the past, this reduces the time burden on sales representatives and also eliminates financial costs such as travel expenses.

In addition, inside sales techniques also place emphasis on building relationships with customers and seeking out highly promising customers, so another major benefit is that it can reduce unsuccessful sales negotiations and increase the closing rate.

These efficiency improvements allow you to use the saved budget and time to further improve your sales activities, which is the benefit of inside sales: it improves the PDCA turnover rate.