Internal Sales

What are Internal Sales?

Internal sales is a business model where products are purchased directly from the company. The model excludes vendors, allowing the company to retain more of the total profits from each sale. The company controls and manages the sales process, pricing, customer service, and customer relationships. Successful internal sales depend on finding leads and potential customers. Marketing is done by commissioned teams of employees (direct sales force) or by using a solo approach. The company carries the sales costs until the customer pays for the product or service, and sales revenue depends on the approach used (direct sales force or solo).

Typically, companies use marketing for “one to many” communications and advertising-based lead gen, BDRs (Business Development Representatives) for outbound prospecting, SDRs (Sales Development Representatives for inbound, and AE’s (Account Executives) to handle sales once an opportunity is identified. For more info see BDRs vs SDRs.