Andy Kach wrote this article.

 

When we think of an inside sales team, we often have a mental picture of a master "phone jockey" negotiating with an account in Idaho or Alaska, where it doesn't make financial sense to send a field rep. That inside sales rep has full responsibility for that account and many others that fall into the category of "too small to visit in person." There is a lot of value in finding ways to cover these types of accounts, but I'm not convinced that covering the lowest-value accounts is the best - or only - use for an inside sales team.