SaaS Field Sales to Inside Sales Migration Trend

We see the sales structure at many companies in the Cloud Application space growing the % of Inside Sales reps much faster than field reps..

Read how sales team structure is evolving from a survey done by Velocify.com and published in an article by Steve Martin in the Harvard Business Review:

“In a typical sales organization, salespeople generally fall into three distinct functional roles: channel sales, inside sales, and field sales.

Depending on many factors, an organization can potentially have its entire sales force in only one of these functional roles or in some combination of these three roles. Each company’s chosen sales strategy helps determine the composition of its sales force, but there seem to be some notable differences according to industry. The average overall sales force composition was 65 percent field sales, 25 percent inside sales, and 10 percent channel sales.”

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