Sales Outsourcing

Sales outsourcing is the practice of hiring an external channel to represent your company’s brand in the market and sell your products and services.  The sales reps are dedicated to your business and appear to work directly for you when dealing with customers.  Contracts are signed by you.  The sales outsourcing channel is fully accountable for hiring, training, managing, compensating and providing them with the tools they need to succeed.  They also provide weekly sales reports to give updates and enforce the desired activities. 

Sales outsourcing companies work on a shared risk-reward basis.  There is a weekly fee per rep which is fixed plus a variable fee based the outsourcing company’s performance.

Why Outsource Sales

One of the primary questions we get from companies is “why would I outsource sales”?  In this article we will take you through the main reasons to outsource sales, if none of them fit your current situation then it’s not for you!

Increasing sales revenue and controlling sales costs are key drivers behind outsourcing.  We increase revenue through hiring and training the right people and then enforcing a structured selling process.  Many organizations fail to do both.  When it comes to hiring great talent, most companies find it’s very difficult to do.  Sales people are generally excellent presenters, put together resumes that have all of the right buzzwords and metrics, and can provide great references.  How many times have you hired someone who looks great at the outset but over time shows their true colors – which unfortunately place them in the middle of the pack, or worse?   At SalesForce Outsource, we  have a database with more than 10,000 salespeople and meet with thousands of candidates every year.  Through this constant exposure and practice we’ve become very good at identifying and recruiting top sales talent.

The need for a structured, effective selling process is another reason to outsource.  We’ve seen far too many companies that don’t incorporate any rigorous structure around selling.  Furthermore, we’ve seen many companies that have made the initial effort to put a process in place but over time have lost their discipline and let sales people get by without maintaining their commitment.  This lack of discipline means you’re not achieving your revenue potential nor are you providing your senior management team with accurate forecasting to help them manage the business.  At SalesForce Outsource, we follow a structured process and issue accurate reports that you need to manage your business.   It’s our commitment.

Another primary reason to outsource is time to market.  Many companies want to have a team in place and fully trained in less than 60 days.  At SalesForce Outsource, this is our guarantee which means you won’t miss any revenue potential because your organization is not capable of mobilizing a sales team to capitalize on opportunities now.

There are many reasons to outsource and these are just a few.  In future articles we’ll be talking about more reasons to outsource and specific case studies on companies who have outsourced sales and the reasons why.

SalesForce Outsource is a sales outsourcing company helping drive revenue and achieve better sales ROI for companies across North America. www.SalesForceOutsource.com.

Sales force outsourcing is a growing trend in the business world. Many companies are hiring third party providers to take care of lead generation, sales, account management, and customer service functions.

When looking at ways to trim expenses while boosting productivity, many modern operations are deciding that outsourcing the sales function is a wise decision. Instead of staffing and training a team of full-time sales employees, these organizations are turning to external providers.

Outsourcing the Sales Function: The Real Costs of Field Sales by Erin Anderson and Bob Trinkle provides insight for business owners and managers who are interested in learning more about how the cost of outsourcing compares to maintaining a sales staff.

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