Defining the Line Between Inside and Field Sales

January 1st, 2018

Mike Pregler

Summary

In B2B sales, establishing a clear line between inside sales and field sales is critical but often difficult. Sales organizations often distinguish between inside sales and field sales based on limited information, rather than a clear understanding of their buyers. In this report, we examine the factors that sales leaders must consider when defining the line between sales functions, and describe best practices that should be implemented to avoid confusion and ensure sales success.

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