Best Practice Report

Inside Sales Vs. Field Sales: How To Optimize The Mix

December 6th, 2018


Changes in B2B buying behavior and advances in sales technologies have presented an opportunity for inside sales teams to expand their role to handle more-complex buying scenarios. Forward-thinking chief sales officers (CSOs) are capitalizing on these trends and realizing the power and flexibility offered by applying quota-carrying inside sales beyond the traditional small and medium-sized business (SMB) market segment. In this report, we discuss why sales leaders who have relied primarily on a field sales organization should be utilizing inside sales as a cost-efficient alternative to closing business.

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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.