Introduction
The growing trend of remote work opportunities is particularly strong in sales roles. Remote workers are projected to reach 32.5 million Americans by 2025, nearly double pre-pandemic levels. Sales employers specifically are “hiring 66% more remote workers than the overall average.”
The Three Main Sales Job Functions (& How They Differ)
#1 — Inside Sales Rep That Works in an Office
Representatives work from company offices, using phones and email for customer outreach. Virtual meetings occur via Zoom, and all prospecting happens from a desk in the office environment.
#2 — Inside Sales Rep That Works Remotely/From Home
This role mirrors the office-based position but offers location flexibility. However, representatives remain desk-bound for sales activities and miss both colleague and customer in-person interactions.
#3 — Outside (Field) Sales Rep
Field sales combines autonomy with personal connection. Representatives visit customer locations regularly, enjoying schedule flexibility while maintaining face-to-face relationships with prospects and colleagues.
Benefits of Working in Field Sales
More Variety
“With much less rigidity than inside sales, no two days will be exactly the same.” Field reps visit different locations daily and can work from various environments like coffee shops or conferences.
Increased Autonomy
Field sales offers schedule flexibility and reduced micromanagement, allowing representatives to cultivate relationships without desk constraints.
Higher Compensation
Field sales generally provides higher base salaries, commission rates, and bonuses than inside sales, partly because deals typically involve larger values and higher close rates.
More Social Interaction & Relationship-Building
Field sales emphasizes relationship development with colleagues, prospects, and customers throughout the workday.
Best Practices for Being Successful
Truly Knowing Your Product
Understanding product specifications, value-adds, and competitive advantages is essential for effectively presenting solutions matching customer needs.
Having a Plan of Action
A structured daily/weekly plan with optimized routes ensures focus, preparation, effectiveness, and time savings.
Utilizing Technology and Automation
Using mobile-friendly sales solutions helps streamline processes, manage customers, automate tasks, optimize routes, and improve overall productivity. Platforms like Map My Customers provide mapping capabilities, workflow tools, reporting, and team management features that keep field reps organized and efficient.
Conclusion
Field sales presents a rewarding remote work opportunity combining autonomy, social interaction, and career advancement potential. Implementing recommended best practices positions representatives for daily success in this role.
