Sales outsourcing can be an efficient, rewarding strategy for companies looking to scale up their business sales. While outsourcing requires a few steps to start, the process is relatively simple.
How Do You Outsource Your Sales Team?
The process of outsourcing sales typically involves a few rudimentary steps.
- Establish clear goals and objectives: Set sales targets and outlining the desired outcomes – laying the groundwork so your partner team can run in a clear direction.
- Identify your target market: Research the demographics and psychographics of potential customers to gain a better understanding of the competitive landscape. Then, select the right outsourcing company to help you. The company you choose should have experience and expertise in your target market, as well as a clear understanding of your desired outcomes. They should be able to integrate with your team and work as a partner.
- Develop a sales process tailored to the specific target market: Identify the appropriate sales channels, create sales scripts, and generate sales materials.
- Monitor and evaluate the results of the outsourced sales efforts: Have a system in place to do this. For sales teams, this generally includes tracking the number of leads and sales as well as the total revenue generated.
What Are the Potential Consequences of Not Outsourcing Your Sales Team?
Companies that do not outsource their sales may have to spend more on personnel and equipment to handle their sales process internally. Hiring and training a large sales team can become costly in the long run, as labor and overhead costs add up quickly. By some estimates it can take up to 15 months to onboard and train a top-performing sales representative. That’s a lot of time.
Organizations that do not outsource their sales may also find it more challenging to scale up their operations. Outsourcing actually provides more flexibility and scalability – allowing companies to quickly add resources as needed. Beyond that, businesses may find it difficult to compete with larger companies that outsource. Using outdated sales tactics can put them at a disadvantage when it comes to pricing, customer service, and even product availability.
Lastly, outsourcing can provide access to a larger pool of potential customers, as well as access to new markets and customer segments. Who knows what potential customers you could be missing out on?
Why Outsourcing Sales Could Be the Best Decision for Your Company
Still unconvinced? Check out the following 10 reasons outsourcing your sales could be your company’s best business decision in 2023.
- Increased efficiency: It does this by allowing you to focus on core competencies – ultimately reducing costs and increasing profits.
- Access to expertise: It can give you access to specialized knowledge and skills you do not have in-house – which can help you stay ahead of the competition.
- Cost savings: Eliminating the need for additional personnel and resources saves money.
- Increased customer satisfaction: You help ensure that customer inquiries are handled quickly and efficiently.
- Streamlined processes: It helps streamline outdated processes and improve customer service.
- Improved scalability: Tracking market conditions and adjusting to meet them takes time, effort, and substantial resources. By outsourcing sales operations, you’ll be able to scale up or down quickly and easily.
- Increased focus: You’ll have more time and resources to focus on core business functions.
- Reduced risk: It helps you reduce the risk of overspending on sales operations or making costly mistakes.
- Faster execution: For companies looking to increase their efficiency and maximize their sales strategy, outsourcing sales removes unnecessary distractions.
- Expand reach: Businesses can access a larger and more efficient sales force that can target markets and customer segments that are currently out of reach.
Sales outsourcing is a modern and innovative approach for companies looking to expand in 2023. If you’re uncertain whether sales outsourcing is right for you and your business, remember: The adaptability and scalability of outsourcing can always be adjusted to suit your needs. Tapping into this business resource effectively can increase sales revenue while giving your sales team the breathing room to do their jobs with excellence.
Jeff Winters is founder and CEO of Sapper Consulting, which replaces cold calling for its clients. It’s cooler than it sounds.