- Inside sales explained
- What inside sales is really like
- Pros/cons of inside sales
- Outside sales explained
- What outside sales is really like
- Pros/cons of outside sales
- Common sales roles
- How to choose the right sales path
Imagine two friends land their first sales jobs.
One spends their days working the phones, sending emails, and hopping on video calls from the comfort of a home office. The other is constantly on the move — visiting warehouses, offices, and job sites to build relationships face-to-face.
Both are in sales, but their days couldn’t look more different.
If you're thinking about a career in sales, one of the most important decisions you'll make is choosing between inside sales and outside sales. These two paths offer very different experiences, challenges, and rewards. You should know what you’re getting into before you jump into it.
Let’s break down what you need to know about each — so you can decide which one’s a better fit for your lifestyle, job skills, and goals.
What is Inside Sales?
Inside sales means you work primarily from a desk — whether that’s in an office or remotely — using tools like phone, email, and virtual meetings to connect with customers. Cold calling is prevalent.
You’re not walking into a customer’s building or shaking hands at their job site. Instead, your job is to sell, support, and build relationships without ever leaving your chair. In other words, you don’t have to meet prospective customers face-to-face.
Of course, there are times you’ll have to travel for a customer visit, but when you’re prospecting and trying to land customers, you’ll do it from an office.
In inside sales, you’ll use a variety of tools and tactics to prospect, contact, nurture, and close sales.
The salary of an inside salesperson ranges from $81,000 to $140,000.
What Inside Sales is Really Like
Inside sales is fast-paced and high-volume — and also highly competitive. You might make over 100 cold calls and send more than 200 emails in a week, and only a handful of those lead to a real opportunity. You’ll need a thick skin, patience, and the ability to stay motivated when the wins can be few and far between.
You’ll need to get good at prospecting because the customers won’t be coming to you. Good organization and keeping good notes on all your leads and customers will help you succeed. You may be checking in with customers daily, whereas outside sales has a lot fewer touches.
And because you’re not physically there with the customer, you’ve got to be curious. Really curious. You have to ask good questions, read between the lines, and do your homework to uncover what your customer truly needs. It’s best if you go into calls already having an idea of what your leads and customers need.
If you’re the kind of person who’s naturally investigative, thrives on routine, and loves digging in to find creative ways to add value, inside sales can be a rewarding path. Plus, if you excel in this area, customers will be able to see how you can add value to their business and you’ll stand out among other sales representatives.
Related: How to build a book of business
Pros of Inside Sales
In short, inside sales have the following pros:
- High volume and large prospect pool = more chances to succeed
- Set your own pace and schedule
- Work-from-anywhere flexibility
- Built-in support from internal teams (billing, claims, managers)
- More team collaboration and resource sharing
- The potential for better work-life balance
Cons of Inside Sales
These cons may turn you away from inside sales:
- Less personal interaction, so relationships can be harder to build
- It can be tough to catch customers at the right time when you aren’t physically there to speak to them
- Rejection comes often and fast
- Small talk and connection take more effort over the phone
- You always have to be “on”
What is Outside Sales?
Outside sales takes you on the road. You’re meeting customers in their world, whether it’s an office, a factory, a construction site, or a shop floor. In other words, you’re meeting the customer where they are.
This role is all about being in person and absorbing the details. You see things firsthand, pick up on small details, and build trust face-to-face.
It’s slower-paced than inside sales — after all, you can only visit so many customers in a day — but the relationships can be deeper and more impactful.
It’s the perfect role for an extrovert.
On average, the outside sales role pays more than inside sales, with a pay range of $120,000 to $204,000 per year.
What Outside Sales is Really Like
With outside sales, no two days are the same. One day, you might be calling on businesses in a large city. The next, you’re driving out to meet someone in a rural area.
You’ll have days where meetings get canceled, your schedule changes on the fly, or you spend hours driving only to get told “no.” It’s unpredictable, but if you like variety, it’s never boring.
In outside sales, you also need to be quick on your feet. You won’t have time to prepare potential answers for every situation ahead of time. Your ability to adapt, problem-solve in real time, and connect with people matters more than memorizing a script.
Pros of Outside Sales
Here are some of the benefits of a career in outside sales:
- Stronger, more personal customer relationships
- Greater visibility into customer needs and environments
- Travel and variety; no two days look the same
- Easier to read situations, adapt, and respond in real time
- It’s easier to provide better customer service in person
- More flexibility and autonomy
Cons of Outside Sales
On the other hand, you may not enjoy these aspects of outside sales:
- Travel can be a drain or a perk, depending on your lifestyle
- Fewer daily touch opportunities compared to inside sales
- Hearing “no” in person can sting more
- Less routine, so it’s harder to plan your day-to-day
Related: Is a career in transportation logistics right for you?
Common Sales Roles
There are lots of job titles in sales, but here are a few common ones you’ll see in both inside and outside sales:
- Sales Development Representative (SDR) – Cold outreach to new leads
- Account Executive – Closing new business
- Account Manager – Nurturing long-term relationships
- Field Sales Rep / Territory Rep – In-person visits, usually outside sales
- Customer Success Manager – Post-sale support and service
- Project Manager – Coordinates the handoff after the sale
These roles often overlap — and many sales pros move between inside and outside roles over time. But as you can see, both inside and outside sales have a lot of room for growth.
Related: Transitioning into transportation and logistics sales
How to Choose the Right Sales Career for You
When it comes down to it, choosing between inside and outside sales is about choosing a lifestyle and a work style.
Ask yourself:
- Do I prefer routine or variety?
Inside sales is more structured. Outside sales is more dynamic. - How do I build relationships best?
Some people shine over the phone. Others thrive in person. - How do I handle rejection?
With inside sales, rejection comes more often but it’s less personal. With outside sales, rejection is less frequent but more direct. - Do I want to work from a desk or out in the field?
Your energy level and work-life balance matter here. - Do I want to collaborate with a team or work more independently?
Inside sales can feel more team-driven. If you encounter a problem on the phone, you can ask someone next to you to help you troubleshoot or you can improve for the next call. Outside sales often puts you on your own.
Here’s the good news: There’s no wrong answer.
Both inside and outside sales are fulfilling, challenging, and full of potential. The key is finding the role that fits you.
Learn More About Inside Logistics Sales
If you love structure, speed, and the convenience of a desk job, inside sales might be your groove. If you crave variety, travel, and face-to-face connection, outside sales could be the adventure you're looking for.
Either way, sales is a great career for growth, learning, and making an impact. The skills you build in either path — communication, curiosity, resilience — will serve you for life.
Ready to take the next step? Look at current job openings in both areas. Even better, set up an informational interview with someone in each role. You’ll learn a lot just by asking questions.
If you’ve decided inside sales is your jam, then Anderson Trucking Service (ATS) may have the perfect opportunity for you.
To find a position near you, explore ATS’ sales openings here. If you have any questions about working in the transportation industry, check out our Career Success Center for a library of resources created to help you navigate your career journey.
