Glossaire

Glossaire des termes relatifs à la gestion des ressources humaines et aux avantages sociaux

Table des matières

Outside Sales

Outside sales is commonly practiced in industries such as real estate, insurance, pharmaceuticals, and construction where business relationships are built on trust, rapport, and personal connection.

The benefits of outside sales include the ability to establish a deeper understanding of customer needs, negotiate deals in person, and easily adjust sales tactics based on nonverbal cues.

What is outside sales?

Outside sales, also known as field sales, refers to a sales approach where salespeople travel to meet and sell to prospective customers in person, typically at their place of business or residence. Unlike inside sales, which relies primarily on phone, email, and other electronic means of communication, outside sales emphasizes face-to-face interactions.

What is an outside sales rep?

An outside sales representative is a professional who meets clients in person to sell products or services, often traveling within a designated territory. Unlike inside sales reps who work remotely or from an office, outside sales reps build face-to-face relationships, conduct demos, and close deals on-site, offering a personalized sales approach.

What is B2B outside sales?

B2B outside sales refers to the process of selling products or services from one business to another through in-person interactions. Outside sales representatives in this space target other companies, build lasting partnerships, and negotiate complex deals, often involving high-value contracts and longer sales cycles.

What is the difference between inside and outside sales?

Inside sales and outside sales refer to two different sales models that companies use to reach out to their customers. Inside sales is a sales model where the sales team reaches out to customers and prospects through phone, email, or online channels, without the need for face-to-face interactions.

Meanwhile, outside sales refer to a sales model where sales reps meet with prospects and customers face-to-face, either in their homes or offices, in physical stores, or at conferences and events.

In terms of the structure of the sales cycle, inside sales allows companies to efficiently manage a high volume of inbound leads and outbound outreach, while outside sales can often lead to more relationship-building and higher-ticket sales due to the personal interaction between the sales rep and the prospect.

In recent years, inside sales have become increasingly popular with the rise of digital communication and the need to scale a sales team quickly, while outside sales remain a crucial component for industries such as real estate, financial services, and b2b sales.

Overall, the main difference between inside and outside sales is the level of in-person interaction between the sales rep and the prospect.

What does an outside sales rep do?

An outside sales rep, also known as a field sales representative, is a sales professional who sells products or services outside of the company's office or retail location. Unlike inside sales reps who work from a fixed location, outside sales reps travel to their clients' locations to meet with potential customers and close deals.

Typically, outside sales reps spend a good portion of their time on the road, visiting clients, attending networking events, and promoting their products or services. They may also use digital communication tools, such as email and video conferencing, to stay in touch with clients and colleagues.

Why is outside sales important?

Outside sales is an important aspect of any business that involves face-to-face interaction with customers and prospects. It involves sales representatives travelling to meet customers and close deals.

Here are few reasons why outside sales is important:

Creates strong relationships: building and nurturing relationships is essential for the success of any business. With outside sales, sales reps get the opportunity to establish trust and develop a deeper understanding of the client's needs, which ultimately leads to better customer satisfaction and retention.

Drives revenue growth: outside sales reps have the potential to close deals faster and with larger transaction sizes than what is achievable through inside sales.

Provides market insight: outside sales reps are the ones who are face-to-face with customers and can provide valuable feedback on what customers are looking for, their pain points, buying habits, and their perception of the company.

Improves productivity: outside sales reps can cover a larger territory and can reach out to more prospects, resulting in increased productivity and better utilization of sales resources.

Enquêtes sur le pouls des employés :

Il s'agit d'enquêtes courtes qui peuvent être envoyées fréquemment pour vérifier rapidement ce que vos employés pensent d'un sujet. L'enquête comprend moins de questions (pas plus de 10) afin d'obtenir rapidement des informations. Elles peuvent être administrées à intervalles réguliers (mensuels/hebdomadaires/trimestriels).

Rencontres individuelles :

Organiser périodiquement des réunions d'une heure pour discuter de manière informelle avec chaque membre de l'équipe est un excellent moyen de se faire une idée précise de ce qui se passe avec eux. Comme il s'agit d'une conversation sûre et privée, elle vous permet d'obtenir de meilleurs détails sur un problème.

eNPS :

L'eNPS (employee Net Promoter score) est l'un des moyens les plus simples et les plus efficaces d'évaluer l'opinion de vos employés sur votre entreprise. Il comprend une question intrigante qui permet d'évaluer la loyauté. Voici un exemple de questions posées dans le cadre de l'eNPS Quelle est la probabilité que vous recommandiez notre entreprise à d'autres personnes ? Les employés répondent à l'enquête eNPS sur une échelle de 1 à 10, où 10 signifie qu'ils sont "très susceptibles" de recommander l'entreprise et 1 signifie qu'ils sont "très peu susceptibles" de la recommander.

Sur la base des réponses, les salariés peuvent être classés dans trois catégories différentes :

Promoteurs
Employés qui ont répondu positivement ou qui sont d'accord.
Détracteurs
Employés qui ont réagi négativement ou qui ont exprimé leur désaccord.
Passives
Les employés qui sont restés neutres dans leurs réponses.

How to improve b2b outside sales?

To improve b2b outside sales, consider implementing the following strategies:

Set clear sales goals: Before initiating sales, create clear and specific sales goals that align with your company's overall objectives. This will help you focus on the right targets.

Target your ideal customer: Identify relevant and potential customers and tailor your sales approach to cater to their needs and preferences.

Make a strong first impression: The first impression is critical in getting potential customers to engage with you further. Make sure to dress professionally, speak clearly, and establish good eye contact.

Build your network: Invest in networking and build relationships with potential leads and customers. Attend relevant industry events, join professional associations, and leverage social media platforms to connect with people.

Leverage technology: Use crm software and other tools to streamline sales processes, manage customer data, and optimize sales cycles.

Focus on value: Instead of just selling a product or service, focus on providing value to the customer. Understand their needs and problems, and demonstrate how your offerings solve them.

Be persistent: Successful salespeople often need to be persistent. This doesn't mean being pushy, but taking a consistent approach that shows customers you are committed to meeting their needs.

By implementing these strategies, b2b outside sales teams can improve their effectiveness and achieve better results.

How does outside sales work?

Outside sales operates through direct, in-person engagement with potential customers. The typical workflow includes:

Prospecting and lead generation: Identifying potential clients through networking, referrals, or research.

Appointment setting: Scheduling meetings to discuss client needs and pitch solutions.

Client visits: Traveling to customer locations for in-depth discussions and presentations.

Product demonstrations: Showcasing the value and functionality of the product or service.

Negotiation and closing: Finalizing deals through tailored offers and contract discussions.

Follow-up and relationship management: Maintaining ongoing communication to support retention and upselling.

This field-based approach emphasizes relationship-building and is ideal for high-touch, high-value sales environments.

Découvrez comment Empuls peut aider votre organisation