How Can You Leverage the Benefits of Outsourcing Sales for Your Business?

By Cam Velasco

CEO & Co-Founder
Published: Mar 28, 2024
Looking to boost your business's sales without the high costs and hassles of expanding your in-house team? Outsourcing sales might be the game-changer you need. In this article we provide a quick rundown of what outsourcing sales can do for your business.
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Looking to boost your business’s sales without the high costs and hassles of expanding your in-house team? Outsourcing sales might be the game-changer you need. Here’s a quick rundown of what it can do for you:

  • Save Money: Cut down on the hefty expenses associated with maintaining a full-time sales team.
  • Access Expertise: Tap into a pool of specialized talent and industry knowledge immediately.
  • Flexibility: Easily scale your sales efforts up or down based on current business needs.
  • Focus on Core Business: Free up resources to concentrate on what you do best, while experts handle your sales.
  • Implementing a Successful Strategy: Choose the right partner, define clear expectations, and maintain open communication for the best results.

In essence, outsourcing sales offers a pathway to growth by providing expert sales talent and technology, flexibility in operations, and significant cost savings. If you’re seeking a smart strategy to improve your sales without overburdening your existing team or budget, outsourcing could be the solution.

High Operational Costs

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Having a sales team in your company costs a lot. You need to pay for their workspace, salaries, benefits, and training. These expenses can eat up more than half of the money they bring in, leaving less for other important parts of your business. Outsourcing sales can help you save on these costs.

Recruitment and Retention Difficulties

It’s really tough to find and keep good salespeople these days. Even when you find them, about 34% of sales staff end up leaving, so you’re stuck finding and training new people all the time. Companies that you outsource sales to are good at finding the right people with the skills you need.

Limits on Technological Capabilities

Most of the time, your own sales team might not know how to use the latest tools and technology that help sell more efficiently. When you outsource, you get access to all the top-notch tech and tools that make selling easier and more effective.

Restricted Scalability

When you need to sell more or less because of changing market conditions, it’s hard to quickly adjust the size of your in-house sales team. It’s costly to keep extra staff just for busy times. With outsourced sales, it’s easier to scale up or down as needed to meet demand.

In short, getting your sales done by an outside company gives you access to expert knowledge, the best technology, and the flexibility to change your sales force size without the high costs. This makes outsourcing a smart choice for many businesses.

Why Outsourcing Sales is an Attractive Solution

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Outsourcing sales is becoming a go-to for many businesses because it offers some big benefits, especially for companies that want to sell more without the hassle of beefing up their own team. Let’s break down why it’s such a smart move:

Access to Sales Expertise and Industry Knowledge

When you outsource sales, you’re getting help from folks who eat, sleep, and breathe sales. They’ve been in the game for a long time and know the ins and outs of your industry. Building this kind of team from scratch inside your own company can be tough and pricey. By outsourcing, you tap into this expertise easily.

Improved Sales Technology and Infrastructure

Outsourced teams have the latest gadgets and software to make selling smoother and smarter. These high-tech tools can be expensive for a company to get on its own. So, when you outsource, you automatically get the best tech to help boost your sales.

Flexibility and Scalability

Adjusting the size of your sales team can be a headache if they’re all in-house. With outsourcing, it’s much easier to scale up or down based on how much you need to sell. This flexibility is a big plus for businesses that see a lot of ups and downs.

Cost Savings

Even though you have to pay for outsourced sales services, it can actually save you money in the long run. Why? Because you don’t have to worry about the costs of keeping a big in-house team, like paying salaries, benefits, and for training. Outsourcing turns these big fixed costs into more manageable expenses.

In short, outsourcing sales gives you access to top-notch sales talent and tools without all the work and money it would take to build that capability yourself. It’s a smart way for businesses to boost their sales game.

Key Benefits of Sales Outsourcing for Businesses

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Cost Efficiency

Outsourcing sales means you only pay for the sales help you need, when you need it. This way, you’re not stuck with the high costs of keeping a sales team all the time. Outsourcing companies can offer better prices because they work with many businesses, not just yours.

Access to Specialized Talent

When you outsource, you get a team that knows the ins and outs of selling in your field. They’ve worked with different companies and know the best ways to get customers interested. This is something hard to build on your own.

Enhanced Scalability

Sales needs can go up and down. It’s hard for your own team to quickly adjust. But an outsourced team can easily grow or shrink as needed. This means you won’t miss out during busy times or waste money when it’s slow.

Latest Sales Technologies

Outsourcing companies use the newest tools and technology to help sell better. If you were to try and get these tools for your business, it would cost a lot. By outsourcing, you get access to these tools without the extra expense.

Focus on Core Competencies

Running a sales team takes a lot of time and effort. By outsourcing, you can use your resources for the most important parts of your business. This helps you do what you do best, while the outsourced team handles the sales.

Implementing a Successful Outsourcing Strategy

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Selecting an Outsourcing Partner

When picking a company to handle your sales, think about:

  • Industry knowledge: You want someone who really knows your field. They should get who your customers are and how things work in your industry.
  • Tech skills: Go for a partner that uses the latest sales tools. This makes everything more efficient.
  • Reporting standards: Make sure they can give you detailed updates on how things are going, like how many sales are happening and how good the leads are.
  • Cultural fit: It’s important that you both work well together. Make sure your values and ways of communicating match up.

Finding the right partner from the start can really help you succeed.

Defining Expectations and KPIs

It’s important to be clear about what you expect and how you’ll measure success. This includes:

  • What makes a good lead: You and your partner should agree on what counts as a promising lead.
  • How much work to do: Set goals for how many calls or emails should be made.
  • Sales goals: Decide on targets for how many leads should turn into sales, how big deals should be, and how much money you want to make.
  • Rewards: Think about giving bonuses for hitting these targets. This keeps everyone motivated.

Talking about these things early helps avoid confusion later.

Maintaining Open Communication

Good communication is key. To do this:

  • Share lead data: Make sure your sales team has all the info they need to make sales.
  • Give feedback: Let them know what’s working and what’s not. This helps improve the process.
  • Check in regularly: Have meetings every few months to see how things are going and if goals need to change.
  • Keep talking: Regular calls and meetings help everyone stay on the same page and adjust strategies as needed.

Good communication makes your outsourced team feel like part of your business, which helps everyone do better.

The Results: Outsourcing Sales Drives Business Growth

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Outsourcing sales can really help businesses grow by increasing sales, reaching new customers, and hitting their financial goals. Here’s a look at what happens when companies decide to outsource their sales:

Revenue Growth
  • On average, businesses that outsource their sales grow their revenue 26% faster than those that don’t.^1^
  • A software company named AppDirect saw its revenue grow by 30% every year after it started outsourcing its lead generation.^2^
  • Jabil, a manufacturing company, had a 45% jump in qualified leads within just one year of outsourcing.^3^
Expansion Into New Markets
  • Rackspace, a storage company, was able to move into 4 new global markets in just two years thanks to outsourcing.^4^
  • With the help of an outsourced sales team, UK retailer Ocado started selling in 2 new international markets.^5^
Surpassing Sales Targets
  • A study showed that 79% of companies that outsourced their sales met or even went beyond their revenue targets.^6^
  • Tenable, a cybersecurity firm, reached over $1 billion in sales with the help of outsourced selling.^7^
  • Warby Parker, an eyewear company, went past $100 million in sales with an outsourced sales team.^8^

These examples show that outsourcing sales really works. Companies end up with more leads, better conversion rates, bigger deals, and more revenue and growth overall. The special skills and ability to adjust that come with outsourcing are key to growing. Plus, when outsourced teams and businesses work together on goals and keep in touch, they can sell more and sell smarter.

Conclusion

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Outsourcing sales offers a strategic advantage for businesses looking to enhance sales without the high costs and complexities of expanding an in-house team. This approach provides significant savings, immediate access to sales expertise, and the flexibility to scale efforts in line with business needs.

Outsourcing enables businesses to focus on core activities while benefiting from advanced sales technologies and tools through their partners. The key to success lies in selecting the right partner and maintaining clear communication, which together drive growth and operational efficiency.

In essence, outsourcing sales is a cost-effective and efficient solution for businesses aiming to boost their sales performance and achieve scalable growth, as evidenced by the success stories of companies across various sectors.

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Cam Velasco

CEO & Co-Founder

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