Inside and outside sales are both viable ways to structure your sales team. While companies tend to be increasing the share of inside sales efforts due to consumer preferences, cost savings, and the COVID-19 pandemic, finding the right balance for your own company is key.
There should never be a polarizing divide between the two — it’s best to use them in tandem, keeping the strengths and weaknesses of each strategy in mind.
Inside sales may be more time efficient and cheaper, but outside sales will likely increase your customer lifetime value, particularly for high-dollar product or service offerings.
While we can’t directly answer which strategy is “better,” we can guide you on how to help your team build and measure its pipeline, optimize its processes, and close more deals. Read on to learn more.