Inside Sales – What it is, definition and concept

Internal sales are those in which the entire sales process takes place remotely. That is, the acquisition of customers, the negotiation and the closing of the sale.

Inside sales, in other words, are those that take place inside an office. Thus, tools such as phone calls or video conferencing are mainly used.

This type of sales contrasts with external sales, which are those traditional sales that take place through field work. This is, abroad, in direct contact with the client.

In today’s world, inside sales have grown in importance as people are becoming more and more familiar with e-commerce and virtual tools. Before the Internet, it was impossible to think of demonstrating a product through a video conference, for example.

Inside sales characteristics

The characteristics of internal sales are, mainly, the following:

  • They are carried out from the office, not looking for clients abroad.
  • They require the use of digital tools, such as video conferencing and email, in addition to being supported by software, for example, that allow the sales team to measure their performance frequently.
  • Related to the above, it allows us to face a market that is increasingly changing towards digital.

Advantages and disadvantages of inside sales

Among the advantages of internal sales we have the following:

  • They make it possible to avoid the cost of travel to visit clients, which is required in the case of external sales where travel expenses are incurred. This means that inside sales can become more efficient by reducing costs.
  • Since internal salespeople are kept in the office, they may have more time for supplementary tasks. This is, for example, focusing on clients who, although in the short term may not be attractive in terms of profitability, in the long term they can. Similarly, salespeople have a greater opportunity to take the time to report on their results.
  • They allow sellers to work telecommuting, so they would not have to relocate them if the company decides to relocate or open new offices.
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However, inside sales also have disadvantages, such as the following:

  • More trust is usually generated when the sales process is face-to-face. This is why internal salespeople must work to be trustworthy. That is, comply with what they promise, for example, send certain information by email or call at a specific time.
  • It is more difficult to establish a good relationship with customers through email or by calling. It is not the same when there is a relationship that has been forged in person.
  • Investment in software and digital tools is required.
  • Always a market segment will resist sales remotely, in particular, those who are not very familiar with the technology, as is the case of the elderly. For this reason, outside sales are not expected to disappear.

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