Loaded cost of a channel's reps over their qualifying touches, by channel, inside or field, at stated rates. With revenue per touch by tier and channel, it shows the tiers where an expensive touch returns more and the tiers where it returns the same as a cheap one.
Across tiers, the field looks better because it has the large accounts. Compare tier by tier.
Five to one or more between channels at most companies. The decision does not turn on the rates' precision.
The loaded cost of a channel's salespeople divided by their qualifying two-way touches in the period, by channel.
Field reps cost $2.1 million a year and make 9,000 qualifying touches: $233 each. The inside team costs $600,000 for 24,000 touches: $25 each.
Every logged activity counted as a touch, which makes inside sales look cheaper still and says nothing about what a touch achieves.