Consider your specific context Let’s think about this for

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A second: when is an outside sales structure the right approach? First, your company sells a product that can’t be sold online or over the phone. For example, you work for Caterpillar and sell front-end loaders. While online sales tools like virtual configurators and video tools are available, it is impossible to purchase a piece of construction equipment without allowing the buyer to go on a test drive.


Suppose your company uses in-person events, like trade shows and conferences, as lead generation paraguay telegram number list activities. In that case, an outside sales representative often attends the shows, meets the attendees and follows up with the prospect after the show. Everything just works because of the characteristics of your context. 3. Consider the sales cycle Enterprise companies often require a longer, technical sale cycle to employ an outside sales structure.


One of the objectives is to develop long-term relationships with potential clients. Especially when it comes to large infrastructure products and engineering or manufacturing equipment, it’s fundamental to have an outside salesperson who understands the personas’ business in detail. That’s why the sales process involves developing relationships with the buyers beyond what is possible via a virtual conference call. 4. Consider your budget Outside sales are much more expensive than inside sales.