Inside Sales and Field Sales: what is it, what are the differences and which is best for your scenario?On November 30, 2021 by blog-admin
That every company needs to sell, this is obvious and unquestionable.
However, most of them are hostages to chance, trying to breathe with paltry, insufficient and unpredictable results.
This text is intended to direct you to a strategy that is increasingly gaining adherents on the world stage and is already a trend in Blue world city: Inside Sales.
What is Inside Sales?
If you are a frequent consumer of our blog you already fully understand the real meaning of this term.
But if you are a first-timer or just want to understand the concept better, I make a point of explaining its real meaning.
The sales inside is a process of internal sales recasting the approach of sellers with leads during qualifying and negotiation.
Many startups are implementing this model to sell their products or services, mainly due to the savings they generate in the CAC (Customer Acquisition Cost).
This model seeks, among other strategies, to create a sales cycle in your process, which helps a lot at the time of closing and in revenue predictability.
Inbound marketing, for example, works by providing relevant content to the public, with the intention of attracting these leads into the company.
Inside sales, in turn, receive more qualified business opportunities, avoiding wasting time with leads that are not yet at the time of purchase or have only a specific question.
Inside sales and sales techniques
Most of the methods and training focused their teaching on how to present products and services to get a quick closure, treating different customer decision processes equally.
Therefore, many inside sales sellers use consultative selling techniques, such as SPIN Selling.
SPIN makes the sales effort a constant act of relationship and partnership with its customers.
Through questions about the situation, problem, implication and need for a solution, salespeople are able to obtain a diagnosis of their customers.
From this diagnosis, it is possible to map the problems of leads and show how your product can solve them, generating a sense of urgency in the solution.
We’ve already posted a complete guide on SPIN Selling, showing you how this technique can be used by your sales team.
Inside Sales is directly related to consultative sales methodologies that focus on the need to teach sellers how to convey security to buyers.
This means that, even if the sale does not take place in person, buyers have the intention and firm decision to carry out the purchase.
Inside sales is not Telemarketing!
Many people confuse the term Inside Sales, as it is inside sales that use cold calls and cold mails, with the famous and detested Telemarketing.
Fortunately, there are big differences between the two techniques.
A telemarketing team is characterized by the use of plastered and standardized speeches, with little decision-making power in unusual situations.
In addition, there is the pressure experienced by the attendants for having to reach high numbers of consultations per workday.
Precisely because there is this goal based on quantity, the idea of telemarketing is to force the lead to decide to buy in a few minutes and, preferably, on the first call.
The quality offered to those who come into contact with companies that use this strategy is very low compared to an inside sales team.
Insiders know the best sales and persuasion techniques and frameworks. They learn sales fundamentals rather than following a ready-made script.
As such, they are well prepared to take a good active approach, to react well to a lead raise, and to handle objections.
Inside sales understand the needs of leads, direct the best solution and ensure that their relationship with the company does not end with a simple standardized call.
Field sales: what is it? And why is Inside Sales cheaper?
This questioning is inevitable, isn’t it? Even because you need to understand which one fits best in your sales scenario.
The sales field is a foreign sales process, in which the seller visit their lead to accomplish the same qualification process and negotiating the sales inside does internally.
Inside sales, as I’ve already said, contributes to reducing your CAC because when working with sales remotely, the company optimizes salespeople’s time and has a drastic reduction in costs.
For example, while an external salesperson can hold, on average, 5 to 7 face-to-face meetings per day, an internal salesperson manages to have more meetings on their agenda.
He’s inside the office and doesn’t have to worry about traffic, rain, accidents or delays. Even if something unforeseen happens, he can do his home office and run his meetings from home.
This is exactly why an inside sales team is more predictable and scalable. You can have real metrics and know how much you need to invest and how big your team should be to achieve your goals.
By the way, we have a post about hitting goals and having predictability in sales that can help you in the strategic design of your team.
What if I really need field sales?
As I said earlier, there are different scenarios in sales. Some companies may rely on field sales work to deliver their solution.
If so, what to do?
Well, first of all, you must know all the details of your process and know exactly when the need for an external salesperson fits.
In some business models, in fact, there is a need for a specialist to make a visit or even a face-to-face sale.
In these cases, inside sales can be interesting in earlier stages of the process, such as a qualification by profile or by maturity.
Your business intelligence team and your SDRs will diagnose the profile, problems and needs of the lead so that field sales can be more focused on negotiation, without “missing the trip”.
This way, even with the presence of field sales in your sales process, you will still have predictability in sales and will be able to reduce your CAC.
Ok, but how to structure an inside sales team?
For this method to be implemented in companies, managers must pay attention to some details.
I have listed here 4 important points to structure a team inside sales. Come on? 🙂
First point (and one of the most important): team structuring and training
In outbound, an inside sales team segmented by function within the sales process is ideal.
It is important to create a business intelligence team, a team of prospectors, a team of SDRs and a team of closers.
Each of the teams must be specialized in their role within the process, whether prospecting, qualifying or closing new customers.
A well-done training is essential and, the more complex the sale, the more a segmented and well-prepared team is needed.
Tip: Train salespeople on the team and have role playing sessions (simulations) with each of them to validate the process and the speech.
Second point: create attractive content on social networks
Many purchasing decisions are currently based on research carried out on the web about the product or solution you want to purchase.
Inbound strategies are based on this principle to offer relevant content and educate leads about the solution’s advantages, attracting new customers through raising their hands.
Creating rich materials such as eBooks, videos, podcasts, info graphics and guides, for example, can draw attention and make leads want to pass on their data in exchange for the material.
Tip: If leads are more polite, salespeople need less time to make the sale, further reducing CAC.
Third point: adequate infrastructure
For the inside sales team, having solutions that facilitate the sales process and the management of contacts is crucial.
Business intelligence and marketing automation tools help bring more and more qualified leads to your base.
Sales engagement platforms, such as Reev, facilitate the work of prospecting, qualifying and closing salespeople, in addition to storing results and generating statistics for the manager.
In addition, providing adequate equipment, good quality internet, sufficient telephone lines and extensions is also very important for the process to run.
Tip: It’s important to understand your scenario and identify which tools are essential in your process.
Fourth point: commissioning of sellers
As much as it is an internal sale, the seller deserves a commission for them, even to serve as a stimulus for him to reach the goals.
It is essential that there is a well-determined career plan so that the income of these salespeople is satisfactory.
Tip: the sales commission calculation must be fair and, if the team is segmented, the parameters that define how much each team deserves to be paid must be analyzed.
It is important to understand that this change must happen gradually to allow teams to adapt to the new processes.
Furthermore, this type of implementation requires tests that must be done to verify what the response of your potential customers is.
Inside sales, field sales or a little of both, everything must be analyzed and adapted to your scenario, to your sales process.