Outside Sales: Definition, Process, and Examples

Sales refers to any process or context where goods, services, or value are exchanged between a seller and a buyer. Outside sales is a face-to-face sales process where representatives meet clients in person to sell products or services.

Outside sales works by allowing sales professionals to engage directly with prospects through in-person meetings, presentations, or demonstrations. This approach is typically more relationship-driven, where outside sales representatives travel to meet clients, often relying on tools like CRM systems to track customer interactions and manage their sales pipeline. The process focuses on delivering tailored solutions, demonstrating products, and closing deals in high-value markets where trust is crucial.

One of the principal advantages of outside sales is that it helps salespeople build stronger customer trust and engagement through personal interactions. This comes from the process of getting to know someone personally, which inevitably leads to a higher success rate for closing deals. However, there are some drawbacks to outside sales as well, such as higher operational costs from travel and less scalability compared to remote sales strategies.

The outside sales process typically involves six key steps. First, lead generation identifies potential customers through methods like referrals, ads, or lead generation forms. The next step is prospecting, where the salesperson assesses the viability of leads by reaching out and gathering initial information about their needs. The next step involves researching the client’s business to prepare for the in-person meeting, ensuring tailored advice. The fourth step is a face-to-face meeting, where trust is built and specific challenges are discussed. Fifth, a demonstration showcases how the product addresses the client’s needs. Finally, handling objections professionally and closing the sale ensures a successful outcome.

Common applications of outside sales include industries like pharmaceuticals, where representatives meet healthcare professionals to discuss new drugs, real estate, where agents meet with potential buyers to showcase properties, and industrial equipment sales, where salespeople demonstrate complex machinery directly to decision-makers.

Outside sales is highly effective in industries requiring personal trust and product demonstration. However, a hybrid sales approach that combines inside and outside sales is often the best strategy for enterprise-level sales operations.

What is Outside Sales?

Outside sales is a sales method where sales professionals go out into the field to meet potential and existing customers face-to-face to sell products or services. Outside sales professionals typically work independently, away from an office setting, by traveling to maintain client relationships and close deals.

Outside sales representatives sometimes work as independent contractors, but they’re more often directly employed by companies. Outside sales roles require managing schedules, maintaining a professional appearance, and constantly networking with clients. Examples of outside sales include pharmaceutical representatives visiting doctors to promote medications, real estate agents showing properties, and manufacturing salespeople meeting with clients to demonstrate equipment. Industries like pharmaceuticals, real estate, and manufacturing rely heavily on outside sales due to the importance of in-person interaction for closing deals.

The main benefits of outside sales include the ability to build stronger, more personal relationships with clients, which often leads to higher conversion rates. The flexibility allows sales reps to tailor their approach to individual customers, and face-to-face meetings often foster trust, leading to longer-term business relationships.

How Does Outside Sales Differ From Inside Sales?

Outside sales differ from inside sales by requiring in-person meetings, while inside sales are conducted remotely via phone, email, or video calls. Outside sales reps travel and manage flexible schedules, focusing on high-value deals, while inside sales reps work in an office setting with a fixed schedule and handle more leads at a faster pace.

Outside sales requires face-to-face interactions, where sales professionals travel to meet clients at their offices, homes, or events. This approach allows for stronger relationship-building and is often used for high-ticket items or industries that require personal demonstrations, like real estate or pharmaceuticals. Inside sales, by contrast, operates remotely, with salespeople communicating via phone, email, or video conferencing. This approach allows them to handle more leads daily, respond faster, and be more cost-effective since there’s no need for travel or in-person meetings.

Outside sales reps typically have more flexible schedules due to the nature of travel and client meetings, whereas inside sales reps tend to follow more structured, fixed schedules, as they usually work from an office environment. This difference in flexibility aligns with the demands of their respective roles.

A key distinction between outside and inside sales is the types of deals they focus on. Typically, outside sales focuses on larger, high-value deals, requiring trust built through in-person interactions. Inside sales tends to focus on smaller, faster transactions, where building rapport is done more efficiently through remote communication.

How Does Outside Sales Work?

Outside sales works by having sales representatives travel to meet potential or existing clients in person, rather than conducting business remotely. Outside sales professionals engage directly with customers, offering tailored product demonstrations, answering questions, and closing deals through face-to-face interactions.

After the initial meeting, outside sales reps maintain the relationship through regular check-ins, which may include follow-up visits or remote communication to ensure the client is satisfied and potentially explore future opportunities. The goal is to establish trust, identify the client’s needs, and offer tailored solutions. This personal approach often leads to follow-up visits, where the rep nurtures the relationship, answers additional questions, or discusses next steps. Successful outside sales rely on persistence, relationship-building, and the ability to adjust approaches depending on the client’s unique circumstances. This method is particularly effective in industries where high-value, complex products require detailed explanations or demonstrations.

Outside sales professionals typically interact with clients who have already shown interest in the company’s products or services, although cold calling and prospecting may also play a role. Cold calling refers to reaching out to potential customers who have not previously expressed interest in the product, with the goal of generating new leads. This involves contacting individuals or businesses out of the blue, often in person, to introduce the product or service and gauge their interest.  Prospecting, on the other hand, is the process of identifying potential customers who are likely to benefit from the product or service based on research and data. Both techniques are essential in expanding the customer base and ensuring that outside sales efforts reach the right audience.

What are the Benefits of Outside Sales?

There are five benefits of outside sales. The three main benefits of outside sales are building strong relationships through face-to-face interactions, achieving higher closing rates due to personal engagement, and earning higher pay with commissions. Two other benefits of outside sales include securing high-value deals and fostering long-term client connections.

More information on the 5 benefits of outside sales is provided below:

• Building strong relationships through face-to-face interactions: One of the key benefits of outside sales is the ability to create stronger relationships with clients. In-person meetings allow sales reps to use facial expressions, body language, and real-time responses to build trust and make a lasting impression, elements that are harder to replicate in remote interactions.
• Higher closing rates due to personal engagement: Outside sales typically result in higher closing rates than inside sales, as the in-person nature of these interactions helps build rapport. In turn, rapport enhances the effectiveness of the sales process, making it easier to secure larger, long-term deals and strengthen client loyalty.
• Higher pay with commissions: Outside sales roles often come with high salaries and strong earning potential through commissions. This is because outside sales reps frequently work with high-ticket products or services in industries where sales are complex and valuable, leading to greater financial rewards for successful deals.
• Securing high-value deals: The personal approach of outside sales makes it particularly effective for closing large, high-value deals. Clients are more likely to invest in premium products or services when they have the chance to engage directly with a sales rep and discuss their needs in depth.
• Fostering long-term client connections: Outside sales is also beneficial for building long-term relationships. The trust and connection established through in-person interactions help maintain client loyalty, ensuring future business and referrals.

What are the Disadvantages of Outside Sales?

There are four disadvantages of outside sales. The three main drawbacks are higher operational costs, unpredictable schedules, and increased pressure to consistently deliver results. A fourth drawback associated with outside sales is the challenges sales reps face with work-life balance.

More information on the 4 disadvantages of outside sales is provided below:

• Higher operational costs: One of the main cons of outside sales is the higher operational costs. Sales reps are often required to travel, which incurs expenses such as transportation, accommodations, and dining with clients. These costs quickly add up, making outside sales a more expensive approach compared to inside sales, which relies primarily on digital communication.
• Unpredictable schedules: Another drawback of outside sales is the unpredictability of the schedule. Sales reps must manage their own travel and appointments, which can be subject to sudden changes, cancellations, or delays. This sometimes makes it difficult to maintain a consistent routine, and sales reps are often expected to be available at all times to accommodate client needs.
• Increased pressure to deliver results: The pressure to consistently deliver results is very high in outside sales. Since companies invest heavily in travel and client meetings, sales reps are often under more scrutiny to secure high-value deals. When an outside sales rep fails to meet their sales targets, the consequences are often more significant due to the higher operational costs involved.
• Challenges with work-life balance: The demanding nature of outside sales, with frequent travel and irregular hours, often leads to difficulties in maintaining a healthy work-life balance. Sales reps often work long hours or spend extended periods away from home for extended periods, which takes a toll on personal life and well-being.

What Strategies Are Used in Outside Selling?

There are five strategies commonly used in outside sales. The three main strategies used in outside sales are networking events, product demonstrations, and relationship-building through client lunches or entertainment. Two other outside sales strategies are consultative selling and account-based selling strategies to engage with high-value clients and close deals.

More information on the 5 strategies used in outside sales is given below.

• Networking events: A common technique used in outside sales is organizing or attending networking events. Outside sales reps attend industry conferences, trade shows, and other networking events to meet potential clients, build relationships, and establish connections that lead to future business opportunities. These events offer a chance to network with key decision-makers and gather valuable market insights.
• Product demonstrations: A key technique in outside sales is providing in-person product demonstrations. These allow reps to showcase the value of their product or service directly to clients, addressing their specific needs and questions on the spot. Demonstrations often include live interactions, giving clients a tangible understanding of the product’s benefits.
• Relationship-building through client entertainment: Outside sales often involves building personal relationships through lunches, dinners, or other forms of client entertainment. This helps strengthen rapport and trust, which is crucial for closing larger deals and maintaining long-term business relationships. This technique is especially useful for fostering loyalty and repeat business.
• Consultative selling: In consultative selling, outside sales reps focus on understanding the client’s needs and offering tailored solutions. This technique emphasizes building long-term partnerships by providing value through expert advice, tailored recommendations, and solutions designed to address the client’s specific challenges.
• Account-based selling: Account-based selling is a strategic technique where outside sales reps focus on targeting high-value clients with personalized outreach and tailored solutions. By concentrating on a few key accounts, outside sales reps provide a customized sales approach, addressing each client’s specific pain points and aligning their offerings with the client’s long-term business goals.

What are the Steps of the Outside Sales Process?

The six steps of the Outside Sales Process are provided below.

1. Lead Generation: Firstly, generate leads by identifying potential customers. Use methods such as referrals, ads, or lead generation forms to gather contacts. For instance, in construction equipment sales, attending industry expos and networking helps collect business cards and initiate contact with potential customers. This step focuses on finding prospects with a genuine need for your product or service.
2. Prospecting: Secondly, begin prospecting by reaching out to the leads you’ve gathered. This phase of the outside sales process involves introducing yourself, establishing initial rapport, and gathering information about their needs without scheduling a meeting yet. For instance, an email or phone call sometimes helps determine current challenges and interest in a meeting. This step ensures you are targeting the right decision-makers.
3. Understanding Your Client’s Business: Third, after determining that the lead is worth pursuing, research their business thoroughly and schedule an in-person meeting. Understanding their operations in advance allows you to offer tailored advice. For example, reviewing a client’s existing IT system when offering IT services helps you customize your approach during the meeting. This preparation sets the stage for a successful face-to-face interaction.
4. First In-Person Meeting: Next in the outside sales process, the first face-to-face meeting takes place. This meeting is crucial for building trust, addressing specific challenges, and explaining how your product solves their issues. For example, visiting an office to assess their workspace helps you propose improvements using your products, such as office furniture. Personal interaction strengthens the connection and resolves clients’ concerns about the product.
5. Demonstration: After that, conduct a demonstration based on the research and insights you’ve gathered. The focus is on highlighting how your product or service addresses the client’s specific needs. For instance, a demonstration showing increased output or reduced costs with industrial equipment directly ties into their requirements. The goal of this step in the outside sales process is to present practical solutions with tangible benefits.
6. Handling Objections and Closing: Finally, the outside process moves into addressing objections and closing the sale. Clients might raise concerns about price or contract terms, and handling these professionally is crucial. Offering flexible payment options or adjusting contract terms demonstrates adaptability, paving the way to closing the deal. The ability to navigate objections ensures a successful conclusion to the sales process.

What are some examples of Outside Sales?

Common examples of outside sales include medical device sales, pharmaceutical sales representatives, real estate agents, and industrial equipment sales. These roles involve meeting clients face-to-face, building relationships, and offering tailored solutions.

More details on the main 4 examples of outside sales are given below, explaining how each operates in practice.

• Medical Device Sales: A medical device sales representative regularly visits hospitals, clinics, and healthcare centers to meet with doctors, surgeons, and purchasing managers. During these visits, they showcase how the device works, often setting up product demonstrations or training sessions. Their goal is to educate the medical staff on the advantages of using the device and how it improves patient care. These outside sales professionals follow up with healthcare administrators to negotiate contracts and provide ongoing support to ensure satisfaction and encourage future sales.
• Pharmaceutical Sales Representative: Pharmaceutical sales reps travel to doctors’ offices and medical practices to introduce new medications. They meet with doctors, nurses, and pharmacists, often during lunch hours, to present the benefits of the drugs and how they treat specific conditions. These outside sales reps provide samples, share clinical research data, and explain how their product compares to others on the market. They focus on building long-term relationships, regularly visiting the same offices to check in on how the product is being received and to address any questions or concerns.
• Real Estate Agent: A real estate agent’s outside sales work involves taking prospective buyers or tenants to view homes, apartments, or commercial properties. They organize and conduct property showings, providing detailed information about the location, amenities, and market trends. In addition, they negotiate offers face-to-face, advising clients on pricing strategies and contract terms. Real estate agents often manage open houses, where they interact with multiple buyers at once, answering questions and trying to persuade them to make offers.
• Industrial Equipment Sales: Industrial equipment sales reps meet with factory managers, engineers, and decision-makers to discuss the specific needs of a production facility. These outside sales reps conduct on-site visits to understand the layout, operations, and challenges faced by the client. Additionally, they typically organize equipment demonstrations, allowing the potential buyer to see how the machinery improves efficiency, reduces downtime, or cuts costs. Meetings are followed by discussions about customization options, financing plans, and delivery schedules to ensure the product is tailored to the client’s needs.

What is the Role of an Outside Sales Representative?

The role of an Outside Sales Representative is to identify potential customers, schedule meetings, and conduct product presentations to close sales. Additionally, they maintain relationships with current clients, providing updates and support.

The first responsibility of an Outside Sales Representative is to identify potential customers. This involves researching target markets, analyzing customer needs, and generating leads.  Next, Outside Sales Representatives schedule meetings with these potential clients. They must coordinate their availability with the customer’s, ensuring they are able to meet in person to discuss the product in detail. These meetings provide an opportunity to demonstrate the product’s value, answer questions, and tailor the pitch to the client’s specific needs.

Finally, maintaining relationships with current clients is a crucial aspect of the role. After a sale is made, the rep stays in touch, offering updates on new features or services, addressing any issues, and ensuring the client remains satisfied. This ongoing support helps foster long-term loyalty and can lead to future sales or referrals.

The challenges involved in being an outside sales representative are well compensated. The salary for an outside sales representative typically ranges between $75,000 and $95,000 per year, with additional earnings possible through commissions.

What are the Required Skills for Outside Sales?

There are five main skills required for outside sales. These are relationship-building, customer-centric selling, technological proficiency, resilience and time management.

More information on the 5 required skills for outside sales is provided below:

• Relationship building: Building strong relationships with clients is a core skill in outside sales. It’s not just about closing a sale but about fostering long-term partnerships that lead to repeat business and referrals. Sales reps who excel at relationship building are able to develop trust and rapport with clients, opening doors to new opportunities and enhancing their market reputation.
• Customer-centric selling: Customer-centric selling is vital in outside sales, as it focuses on truly understanding the customer’s needs and offering tailored solutions. Outside sales representatives must actively listen to clients and present their products or services as solutions to specific problems. This personalized approach helps build deeper relationships, delivers higher value, and sets the salesperson apart from competitors, enhancing long-term client satisfaction.
• Technological proficiency: Technological proficiency is a must for outside sales professionals. With digital tools like CRM (Customer Relationship Management) systems, mobile apps, and virtual presentation platforms becoming critical, sales reps must be able to manage client data, run presentations remotely, and track sales metrics efficiently. Those who embrace technology streamline their workflow, enhance customer interactions, and close deals faster in today’s tech-driven environment.
• Resilience: Resilience is an important skill in outside sales, as reps often face rejection and need to overcome obstacles. A positive attitude and persistence help sales professionals stay motivated through the ups and downs of the sales process, ensuring they continue to push for success despite challenges.
• Time management: Efficient time management is crucial in outside sales, where reps juggle client meetings, prospecting, travel, and administrative tasks. Being able to organize their time effectively allows salespeople to prioritize high-value activities, stay on top of their workload, and maximize productivity.

Is Outside Sales an Effective Sales Type?

Yes, outside sales is an effective sales type, with outside sales reps typically able to convert prospects more effectively, achieving a 40% success rate compared to 18% for inside sales. This is because in-person meetings foster trust, provide opportunities for live demonstrations, and create personalized experiences that are harder to replicate in remote settings.

Outside sales is particularly effective for products or services that require a detailed explanation, set-up, or ongoing support, such as medical devices, pharmaceutical products, and industrial equipment. Furthermore, field reps excel in industries where a hands-on presence is necessary, like retail merchandising, where they physically set up displays or manage stock. The ability to demonstrate products, answer questions in real-time, and build rapport directly with clients makes outside sales ideal for large, complex, or industry-altering products.

Although more expensive due to travel costs and the time required for each meeting, the return on investment in outside sales is substantial. The longer, more complex sales cycle associated with outside sales leads to stronger, more sustainable business relationships, which in turn generates repeat sales and referrals. Despite a growing trend toward other types of sales, outside sales remains indispensable for certain industries and high-value deals where quality over quantity is critical.

Does Outside Sales Work Well for Large Deals?

Yes, outside sales works well for large deals. The in-person nature of outside sales allows representatives to build strong, trust-based relationships, making it ideal for closing high-value deals that require more personal attention, complex negotiations, and multiple decision-makers.

In large deals, clients often expect a more hands-on approach, involving demonstrations, detailed discussions, and ongoing support. Outside sales reps are able to engage with clients face-to-face, offering personalized solutions and reading non-verbal cues to tailor their pitch. The deeper connection built through in-person interactions increases the likelihood of closing high-profile negotiations,  making outside sales the best methodology for big deals. Additionally, outside reps are better positioned to  navigate complex organizational structures, working directly with key decision-makers. This focus on quality over quantity in outside sales leads to longer, more valuable relationships, making it a highly effective method for securing large deals.