The ever changing role of the outside sales rep

Many companies are changing the way they do business by using more inside sales people than the traditional outside sales person. The average cost of an outside B2B sales call is $215-$400 per call. An inside call, on the other hand, averages only $25-$75.

Virtual interactions will soon replace face-to-face meetings. Many large companies are cutting down on the high costs of travel expenses and going to webinars for web conferencing, Skype and video chats are quickly catching on over face-to-face visits and traditional meetings.

Many sales transactions are now starting with a marketing team making cold calls to set up the in person/Face to face meeting for the outside sales rep. This cuts the sales process in half and reduces overall costs for the company in regards to the initial price of the meeting. Using an outside sales rep for closing allows the company to put additional funds toward an inside marketing team-therefore cutting expenses and increasing touches.

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