[GTM glossary](/glossary.md) Inside sales representative

Sales Development & Prospecting

# Inside sales representative (ISR)

Also known as: ISR, inside sales rep

In short

An inside sales representative (ISR) is a salesperson who sells remotely using phone, email, video, and online demos instead of traveling to meet buyers. They typically own deals from first conversation through close or a defined handoff.

Titles vary. Some companies use ISR for a closing role, while others use it for a role closer to a development rep. Check the job description, because the scope of the work, not the title, defines it.

## What an ISR does

* **Prospects and responds to leads:** Contacts new accounts and follows up on inbound interest.
* **Runs discovery and demos:** Qualifies needs and presents the product over video.
* **Manages the pipeline:** Updates the CRM, forecasts, and moves deals forward.
* **Closes or hands off:** Negotiates smaller deals or passes larger ones to account executives.

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## ISR vs. outside sales

Outside sales reps travel to meet buyers in person, usually on larger, longer deals. Inside reps cover more accounts at lower cost per interaction, which suits smaller deal sizes and simpler purchases. Many companies combine both.

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## ISR vs. SDR

A sales development representative focuses on generating and qualifying meetings. An ISR often carries a quota for revenue, not meetings, though some firms use the term for both. Clarify which meaning your team uses.

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## How to succeed as an ISR

### Prioritize your book

Rank accounts by fit and buying signals so time goes to the likeliest deals. Say you hold 150 open accounts; spend the first block of each day on the top tier.

### Master remote selling

Prepare for each call, keep demos tight, and confirm next steps in writing.

### Keep the CRM clean

Accurate records drive good forecasts and smooth handoffs.

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## Inside sales representative FAQs

**What is an inside sales representative (ISR)?**

An inside sales representative is a salesperson who sells remotely by phone, email, and video rather than traveling to meet customers. They manage prospects and deals, often with shorter sales cycles and smaller deal sizes than field sales.

**How does an inside sales rep differ from an outside sales rep?**

Inside sales happens remotely through calls, email, and video. Outside sales involves in-person meetings and travel, typically for larger or more complex deals. Inside teams usually handle more accounts, while field reps invest more time per account.

**Is an ISR the same as an SDR?**

Not always. An SDR focuses on creating and qualifying meetings for others to close. An ISR often manages deals to close and carries a revenue quota. Companies use the titles differently, so the job description is the best guide.

**What skills does an inside sales representative need?**

Key skills include clear written and spoken communication, discovery questioning, product knowledge, time management, comfort with CRM tools, and persistence. Strong ISRs also prepare well for each call and follow up consistently.

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## More related phrases

* [Account development representative](/glossary/account-development-representative.md)
* [Business development representative](/glossary/business-development-representative.md)
* [Lead development representative](/glossary/lead-development-representative.md)

## Similar phrases

* [Sales development representative (SDR)](/glossary/sales-development-representative.md)  
A sales development representative (SDR) is a sales role that prospects and qualifies leads, then books meetings for account executives to run.
* [Account executive (AE)](/glossary/account-executive.md)  
An account executive (AE) is the salesperson who runs deals from first qualified meeting to signed contract, including demos, negotiation, and closing.
* [Inside sales](/glossary/inside-sales.md)  
Inside sales is selling to prospects remotely by phone, email, video, and chat, instead of through in-person visits by field reps.
* [Sales prospecting](/glossary/sales-prospecting.md)  
Sales prospecting is the process of identifying and contacting potential buyers to start conversations that could turn into qualified sales opportunities.
* [Outbound sales](/glossary/outbound-sales.md)  
Outbound sales is a sales approach where reps start the conversation by contacting selected prospects through email, phone, and social, instead of waiting for inquiries.