Designing the wrong sales role is one of the fastest paths to mis-hire. Oxfordshire SMEs often ask whether their next hire should focus on outbound pipeline creation, inbound conversion or a hybrid of both. The right answer depends on your current demand, sales cycle and enablement capacity. Use this guide to choose and design the role that will deliver results.
Inbound focused roles – when and how
When: You have consistent marketing qualified leads, partner referrals or trials.
Responsibilities: Rapid response, qualification, discovery, demo and close or handover.
KPIs: Speed to first response, conversion rates by stage, cycle length.
Interview signals: Process discipline, note taking quality, objection handling around budget and priority.
Risks: Over reliance on inbound hides prospecting gaps. Balance with pipeline targets.
Outbound focused roles – when and how
When: You sell to a well defined ICP and need net new logos.
Responsibilities: Research, multichannel outreach, meeting setting and early discovery.
KPIs: Meetings booked, qualified opportunities, reply rates and sequence execution.
Interview signals: Creativity, resilience, messaging craft and coachability.
Risks: Without enablement and data, burnout risk rises. Provide playbooks and tooling.
Hybrid roles – realistic expectations
When: You have some inbound plus a need for targeted prospecting.
Responsibilities: Blend inbound conversion with outbound to priority segments.
KPIs: Balanced targets for inbound conversion and outbound pipeline.
Interview signals: Context switching, prioritisation, time blocking discipline.
Oxfordshire context
Hybrid policies with 2 to 3 anchor days in Oxford support collaboration and coaching. For outbound roles, access to science park events and local communities boosts reply rates. For inbound roles, proximity to product and support teams speeds learning.
Need help: TY Recruitment helps Oxfordshire SMEs scope the right role, write JDs that convert and hire sellers who match your go-to-market reality.