Inside sales are the sale of products or services by sales personnel who reach customers by phone or online, rather than traveling to meet them face-to-face. Inside relies on the phone, emails and the internet to reach customers and is common in the retail industry.
Harry Djanogly is an Inside Sales Manager with more than 8 years of experience.
Companies found the new channel of inside sales to be undeniably effective, but often didn’t know what to do to solve the conflict between the younger, disruptive, more technically savvy upstarts who sold over the phone, and their more senior counterparts who wielded incredible political power in their organizations as the entrenched source of revenue for nearly a century. For years, inside sales has been relegated to generating leads for the more senior outside sales reps or merely closing the smaller accounts. This is now no longer the case. Many companies are already using a hybrid form of inside sales, with reps calling from their company’s home office, then traveling occasionally to client locations and merely calling it “sales.” Research shows that four years ago, outside sales reps spent 41 percent of their day selling remotely. Two years ago it rose to 46 percent. It is now crossing 50 percent.