Field Sales: what it is, advantages and disadvantages and how it differs from Inside Sales
Posted: Tue Jan 21, 2025 5:26 am
Field Sales is a traditional way of making sales, in which the salesperson meets the potential customer in person .
You've certainly heard of Inside Sales, a sales model in which negotiations are carried out remotely, widely used by companies that work with complex sales.
In contrast to this format, we have a more traditional way of making sales, called Field Sales. In this model, all stages of the negotiation are done in person.
But the differences don't stop there. Field Sales and Inside Sales each have their own advantages and disadvantages. And the models are not mutually exclusive: for some companies, it makes sense to use them together to achieve better results.
What is Field Sales?
Field Sales is a traditional way of making sales, in which the chile whatsapp data salesperson meets the potential customer in person to present the products and services, negotiate and close the contract.
Even though it is now possible to do business online, the model is still used by some companies, such as those that make complex sales, which have a high average ticket and take a long time to be completed. In these cases, face-to-face contact can be important for building a relationship of trust, which contributes to closing the deal.
To be successful, a Field Sales strategy needs to have salespeople who are familiar with the offers and who know how to communicate with excellence. In addition, there are other concerns and expenses that are not present in remote sales.
Learn more about the advantages and disadvantages of working with Field Sales below.
Advantages of investing in Field Sales
Closer human contact, which can facilitate the development of a trusting relationship with customers
Ability to demonstrate physical products and software that do not use cloud storage
Reduced meeting cancellations, as face-to-face meetings involve a greater commitment
Disadvantages of investing in Field Sales
Increased customer acquisition cost (CAC), as accommodation, travel and food must be covered
Fewer visits per day, as it is necessary to spend time traveling
And what is Inside Sales?
In contrast to the in-person model, we have Inside Sales, in which sales are made remotely, from within the company, without the salesperson having to travel. This format is more recent, gaining popularity as technology has evolved.
In Inside Sales, sales are made using online tools, such as Zoom, or over the phone, via VoIP telephony. Because of the telephone contact, some people confuse Inside Sales and telemarketing. However, the strategies are quite different.
Below, you will learn about the advantages and disadvantages of investing in Inside Sales.
Advantages of investing in Inside Sales
Cost reduction, as there are no expenses for travel, accommodation, among others
Gain in efficiency, as salespeople can approach several potential customers on the same day.
Greater access to information, as the salesperson can search during the conversation and even exchange ideas with other professionals, such as pre-sales and leaders
Disadvantages of investing in Inside Sales
In this model, the number of cancellations and absences of potential customers in meetings with salespeople may be higher.
It takes effort from the salesperson to express themselves and develop a relationship with the potential customer, since the professional only relies on their voice or the image that appears in video calls.
Differences between Field Sales and Inside Sales in company operations
In addition to having these advantages and disadvantages, companies that opt for Field Sales or Inside Sales also have differences in their operations.
When choosing Inside Sales, it is necessary to invest in an infrastructure that allows the team to work in the company, with furniture, internet and quality equipment. In teams that work from home, it is necessary to ensure that they have the conditions to carry out the work from home, or wherever they prefer.
You've certainly heard of Inside Sales, a sales model in which negotiations are carried out remotely, widely used by companies that work with complex sales.
In contrast to this format, we have a more traditional way of making sales, called Field Sales. In this model, all stages of the negotiation are done in person.
But the differences don't stop there. Field Sales and Inside Sales each have their own advantages and disadvantages. And the models are not mutually exclusive: for some companies, it makes sense to use them together to achieve better results.
What is Field Sales?
Field Sales is a traditional way of making sales, in which the chile whatsapp data salesperson meets the potential customer in person to present the products and services, negotiate and close the contract.
Even though it is now possible to do business online, the model is still used by some companies, such as those that make complex sales, which have a high average ticket and take a long time to be completed. In these cases, face-to-face contact can be important for building a relationship of trust, which contributes to closing the deal.
To be successful, a Field Sales strategy needs to have salespeople who are familiar with the offers and who know how to communicate with excellence. In addition, there are other concerns and expenses that are not present in remote sales.
Learn more about the advantages and disadvantages of working with Field Sales below.
Advantages of investing in Field Sales
Closer human contact, which can facilitate the development of a trusting relationship with customers
Ability to demonstrate physical products and software that do not use cloud storage
Reduced meeting cancellations, as face-to-face meetings involve a greater commitment
Disadvantages of investing in Field Sales
Increased customer acquisition cost (CAC), as accommodation, travel and food must be covered
Fewer visits per day, as it is necessary to spend time traveling
And what is Inside Sales?
In contrast to the in-person model, we have Inside Sales, in which sales are made remotely, from within the company, without the salesperson having to travel. This format is more recent, gaining popularity as technology has evolved.
In Inside Sales, sales are made using online tools, such as Zoom, or over the phone, via VoIP telephony. Because of the telephone contact, some people confuse Inside Sales and telemarketing. However, the strategies are quite different.
Below, you will learn about the advantages and disadvantages of investing in Inside Sales.
Advantages of investing in Inside Sales
Cost reduction, as there are no expenses for travel, accommodation, among others
Gain in efficiency, as salespeople can approach several potential customers on the same day.
Greater access to information, as the salesperson can search during the conversation and even exchange ideas with other professionals, such as pre-sales and leaders
Disadvantages of investing in Inside Sales
In this model, the number of cancellations and absences of potential customers in meetings with salespeople may be higher.
It takes effort from the salesperson to express themselves and develop a relationship with the potential customer, since the professional only relies on their voice or the image that appears in video calls.
Differences between Field Sales and Inside Sales in company operations
In addition to having these advantages and disadvantages, companies that opt for Field Sales or Inside Sales also have differences in their operations.
When choosing Inside Sales, it is necessary to invest in an infrastructure that allows the team to work in the company, with furniture, internet and quality equipment. In teams that work from home, it is necessary to ensure that they have the conditions to carry out the work from home, or wherever they prefer.