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Glossary Terms
Compass - The Only Sales Glossary You Need
Outside sales is commonly practiced in industries such as real estate, insurance, pharmaceuticals, and construction where business relationships are built on trust, rapport, and personal connection.
The benefits of outside sales include the ability to establish a deeper understanding of customer needs, negotiate deals in person, and easily adjust sales tactics based on nonverbal cues.
Outside sales, also known as field sales, refers to a sales approach where salespeople travel to meet and sell to prospective customers in person, typically at their place of business or residence. Unlike inside sales, which relies primarily on phone, email, and other electronic means of communication, outside sales emphasizes face-to-face interactions.
An outside sales representative is a professional who meets clients in person to sell products or services, often traveling within a designated territory. Unlike inside sales reps who work remotely or from an office, outside sales reps build face-to-face relationships, conduct demos, and close deals on-site, offering a personalized sales approach.
B2B outside sales refers to the process of selling products or services from one business to another through in-person interactions. Outside sales representatives in this space target other companies, build lasting partnerships, and negotiate complex deals, often involving high-value contracts and longer sales cycles.
Inside sales and outside sales refer to two different sales models that companies use to reach out to their customers. Inside sales is a sales model where the sales team reaches out to customers and prospects through phone, email, or online channels, without the need for face-to-face interactions.
Meanwhile, outside sales refer to a sales model where sales reps meet with prospects and customers face-to-face, either in their homes or offices, in physical stores, or at conferences and events.
In terms of the structure of the sales cycle, inside sales allows companies to efficiently manage a high volume of inbound leads and outbound outreach, while outside sales can often lead to more relationship-building and higher-ticket sales due to the personal interaction between the sales rep and the prospect.
In recent years, inside sales have become increasingly popular with the rise of digital communication and the need to scale a sales team quickly, while outside sales remain a crucial component for industries such as real estate, financial services, and b2b sales.
Overall, the main difference between inside and outside sales is the level of in-person interaction between the sales rep and the prospect.
An outside sales rep, also known as a field sales representative, is a sales professional who sells products or services outside of the company's office or retail location. Unlike inside sales reps who work from a fixed location, outside sales reps travel to their clients' locations to meet with potential customers and close deals.
Typically, outside sales reps spend a good portion of their time on the road, visiting clients, attending networking events, and promoting their products or services. They may also use digital communication tools, such as email and video conferencing, to stay in touch with clients and colleagues.
Outside sales is an important aspect of any business that involves face-to-face interaction with customers and prospects. It involves sales representatives travelling to meet customers and close deals.
Here are few reasons why outside sales is important:
To improve b2b outside sales, consider implementing the following strategies:
By implementing these strategies, b2b outside sales teams can improve their effectiveness and achieve better results.
Outside sales operates through direct, in-person engagement with potential customers. The typical workflow includes:
This field-based approach emphasizes relationship-building and is ideal for high-touch, high-value sales environments.
