There are two significant trends going on in the world of sales:

1. More lead qualification and nurturing is being done by technology
2. Outside salespeople are being replaced by less expensive inside salespeople

Why the change?

1. Cost: Professional inside salespeople have total average compensation of $75K to $95K whereas professional field salespeople have total average compensation between $120K and $150K or more.
2. Productivity: Inside salespeople can make an average of 46 calls a day and a field salesperson can make two or three calls a day.

What’s the typical mix between inside sales to outside?

1 inside to 3.5 outside is the average.

Garth Rose Consulting Group has designed and grown many sales teams including inside sales teams of over 100 salespeople. We can show you how to hire and add inside salespeople to your existing field sales team or start an inside sales team from scratch.