What is Outside Sales?
What Is Outside Sales? The Answer.
Who Works in Outside Sales?
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Outside sales refers to the process of selling products or services through in-person interactions—typically at the customer’s location or out in the field. Unlike inside sales (which happens over phone, email, or video), outside sales relies on face-to-face meetings, territory travel, and relationship building. Think: boots on the ground, real conversations, and selling where your customers work—not where you sit.
Outside sales is essential in industries where relationships are key. These include:
🩺 Medical Devices & Healthcare Equipment
🏗️ Construction & Building Supply
🚜 Equipment Rental & Heavy Machinery
🏭 Industrial & Manufacturing Products
📦 Wholesale Distribution
💊 Pharmaceuticals
🛡️ Insurance
💻 Technology (B2B Enterprise Solutions)
Industries That Rely on Outside Sales
Outside Sales: Definition
Outside Sales (noun): A sales method where representatives travel to meet customers in person—usually within a defined territory—to build relationships, demonstrate products, and close deals. Outside sales is sometimes called field sales or territory sales, and it plays a critical role in industries where physical presence, long-term trust, or product demonstration are key to the buying process.
Is outside sales hard?
It can be. It takes resilience, independence, and self-discipline. But for the right person, it’s one of the most rewarding and flexible careers out there.
Do outside sales reps work from home?
They often do—when not on the road. Expect a mix of travel, admin work, and flexible scheduling.
How many visits do reps make per day?
Typically 5–10 high-quality customer visits per day, depending on route and industry.
Is outside sales going away?
Not at all. While inside sales has grown, many industries still rely on field-based selling where in-person relationships matter.
Frequently Asked Questions for Outside Sales
What Do Outside Sales Reps Actually Do?
Summary: Is Outside Sales Right for You?
If you like freedom and thrive under pressure, outside sales might be a good fit. Love closing deals face-to-face? Outside sales could certainly be your calling. It’s fast-paced, relationship-driven, and packed with potential.
Whether you're selling concrete mixers or cardiology devices, the ability to build trust in person will always be a competitive edge.
Outside sales is perfect for people who:
- Enjoy travel and autonomy
- Thrive in face-to-face conversations
- Like solving problems and building relationships
- Are self-motivated and goal-oriented
- Prefer variety over desk jobs
- Outside Sales Representative
- Territory Manager
- Account Executive (Field)
- Regional Sales Rep
- Field Sales Consultant
- Manufacturer's Rep
Planning routes and territory visits
It's about visits
Meeting with prospects and existing clients
Building relationships
Conducting product demos and/or site walk-throughs
Find solutions for prospects
Following up on quotes or
Make deals happen
Logging activity and visit notes
Track progress
Collaborating with inside sales or service teams
Work together with team
Tracking pipelines and closing deals
Close new deals
Salary and Compensation
Outside sales offers strong earning potential, especially in commission-heavy industries.
Top earners in medical device, industrial sales, and technology regularly exceed six figures.
Inside vs. Outside Sales
Tools Outside Sales Reps Use
Modern outside sales reps use a mix of mobile-first tools to stay productive:
- CRM software
- Route optimization apps
- Mobile sales tracking tools
- Digital note-taking & visit logs
- Scheduling and calendar apps
- Email + SMS follow-up tools