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This question is about sales specialist skills.
What are outside sales?
Outside sales refer to the sales of products or services by sales personnel that physically go out into the field to meet with prospective customers. This can happen at industry events and trade shows, as well as the prospect's office, a restaurant, or simply going from door to door.
While some outside sales reps do have an office as their base, they spend most of their time in the field. Unlike inside sales reps, outside salespeople depend on their ability to build and maintain in-person relationships with their prospects. They build trust through their in-person interactions and their proximity to their clients.
Structure. Unlike inside sales, outside sales have a lot less structure. One of the main differences when it comes to outside vs. inside sales is that outside sales reps set their own schedule, depending on the industry, and work in a more autonomous way. Their working hours typically differ from the standard 9 to 5.
Process. Like inside sales, outside salespeople follow a sales process and thrive on activity-based selling. On top of standard sales tools (like CRM and a calendar) and channels (like email, phone calls, and text messages), they also often use tools to map their physical sales territories and routes.
Time. Outside sales reps invest a lot of time into each lead they choose to meet. This is why it's useful to focus on deals of larger value, especially when there are a number of decision-makers involved.
Correctly qualifying leads (and breaking up with prospects that aren't a fit for their offer) helps outside sales reps make the most of their time on the field. In other words, there are a lot of strategies involved for an outside sales representative, and the quality of a deal is valued over quantity.
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