How do you get into Outside Sales? Part 1

Coming fresh out of college, I knew that my goal was to end up into Outside Sales. To many outsiders, it is unclear onto why this is even a goal. If you want to end up in Outside Sales - why wouldn't you just start there?

The reality is, especially in high tech sales, that most people start in some type of Inside Sales role right out of college. The difference is generally entry level Inside Sales is  a position done over the phone that is based on activity metrics (i.e. number of meetings set for outside reps, calls per day, etc.). There are plenty of Inside Sales roles that are based on carrying a quota or a shared quota with a team where you are doing true selling over the phone. A lot of the quota carrying Inside roles are usually a level or two up from the activity based roles.

Outside sales typically means you are managing a territory or set amount of accounts. You are traveling (locally or hoping on a plane) to meet customers and potential customers face to face and have the ultimate goal of exceeding a quota. This position is generally much more high paying compared to Inside roles.

With that being said, most sales focused college graduates accept an entry level sales position knowing they will start in Inside Sales and move their way up over the years.

Here are a few considerations before moving into Outside Sales:

Do you really want to be in Outside Sales?

The question here isn't are you ready to be. The answer to that question is you are if you want to. The bigger question is do you want to take on the pressure, responsibility, accountability, and activity required. Once you move into this role, you have one overarching measurement - your % attainment of quota.

The alternative is continuing to learn and prepare until you are given the opportunity later down the road. There is obviously a balance of feeling uncomfortable (which is a good feeling to have in any role) vs. just not being ready. For example, if you would be entering a very complex, highly technical sales position where you are selling to Executives at F1000 accounts - someone with 1-2 years of experience might not be a great fit. However, if it is targeting smaller businesses with a smaller total sales price - you might be perfect for the job right now. But, do you want it ?

Why is this your goal?

If pride, money, or ignorance is what is driving you, make sure you take a step back to see if this is really what you want to do. A lot of young sales professionals spend most of their time plotting how to actually get in the role - not, what they would do if given the opportunity. Once you are given the opportunity, the rest of your plotting (i.e. effort and strategy put in place to get the job) is essentially in the past. You are now on the stage with the responsibility and spotlight on - what will you do now?

If you're comfortable, there are plenty of people who have found a niche in Inside Sales. They love the predictability of the job, clear metrics, and lifestyle. It can be easily over a $100k+ job and one you can do for a very long time. There are other options as well, such as moving into management, marketing, sales operations, channel sales, etc.

In the next post, I will focus on strategies on how to get there.