7 Advantages of Sales Outsourcing

From small startups to large corporations, businesses of every size can use outsourcing to grow and expand their company. However, the advantages of sales outsourcing go beyond simply cutting costs. If you are looking for sales help, you should consider outsourcing and understand the various benefits.

What is Sales Outsourcing?

Sales Outsourcing is the transfer of responsibility of the business sales process to an outside company to develop a dedicated sales team to represent a product or solution directly to the customer of the organization. The outsourcing company will have the responsibility of hiring, training, and managing the sales team as if they were an extension of your organization and presenting themselves as your brand to the customer.

It is the transfer or development of sales resources, including all overhead expenses, such as recruiting, payroll, insurance, commission management, equipment, training, and management responsibilities to an outside organization.  The outside organization, the outsourcing provider, is responsible for managing the sales team to meet corporate expectations and achieve results.

Total Solution Delivery

Are you tired of interviewing sales candidates due to turnover? Are you frustrated because forecasting and reality have nothing in common? Are you concerned that your salespeople are selling less, discounting like crazy, and losing clients faster than they bring new ones? By partnering with Sales Focus Inc., you can do what you do best and allow a results-proven company to do what they do best.

The outsourced services market grew to well over $500B in 2002, with an annual growth rate expected to reach 15%.  Business Process Outsourcing makes up over half of all outsourcing dollars spent in the market.  Sales Outsourcing makes up approximately 15% of the total outsourcing revenue with a 30% annual growth rate!

More and more companies, both large and small, are looking for outsourcing providers who can bring value by;

• Reducing the “Cost of Sales”
• Increase the Speed to Market
• Improved Productivity of Existing Sales
• Reduce the Turnover Rate
• Increase Client Acquisition and Satisfaction
• Shorten the Sales Cycle

In studying some of the most productive sales teams in various industries, key principles, beliefs, skills, and practices become apparent with those of the top tier. Here we will examine what choices and decisions you need to make in choosing your Sales Outsourcing provider so your company can focus on success.

 What is causing an increase in demand for Sales Outsourcing?

“Sales Expertise” – Engineers and financial or operations-type professionals launch many organizations.  They can grow a business to a certain level based on their expertise, but to achieve their next level of growth, they need to look outside the organization to find sales & marketing guidance and direction.

“Keeping a Focus” – Many large organizations have existing sales teams. If you burden your existing sales team with new products, new geographies, or new targets, they will lose their focus!  An alternative channel, such as a sales outsourcing organization, allows a focused sales effort on a particular market segment or product.

“Tactical Revenue” – Sales Focus’ Sales Outsourcing solutions range from advisory services to inside and outside sales teams focused on developing Tactical Revenue Plans that will help companies quickly achieve the next level of growth.

“Cost of Sales” – If an organization looks at the true cost of building, supporting, and managing a sales force, they would be surprised.  Many companies can’t tell you the true “cost of sales.”  Sales Outsourcing offers clients a “fixed” cost of sales solution.   Sales need support, including management, recruiting, training, marketing, commission management, etc. The average cost of sales outsourcing is lower than developing your own sales team because we bring the support team with us!

“Speed to Market” – Another factor is time to market; it’s much quicker for an outsourcing provider to have a well-trained and managed sales team out the door making and closing business than organically growing a team.  Outsourcing providers are constantly recruiting, have Sales processes in place, and can produce results with “feet on the street” in 45 days or less.

7 Advantages of Sales Outsourcing

1.  Speed to Market

In business, it is essential to get your product to market faster than your competition. When you outsource your outside sales team, you will be able to scale and pivot based on the dynamics of your target market, products, programs, and sales channels. At Sales Focus, we guarantee to launch your dedicated sales team of any size anywhere in the United States with our speed to market in 45 days or less.

2. Increase Market Share

Because your outsourced sales team will leave no stone unturned, you can expect an increase in client acquisition and market share. Companies that want to save time on prospecting, identifying the most qualified leads, and setting up meetings with their current sales team should consider co-sourcing their sales nurturing process. Allowing another team to take over this process will give your salespeople increased time and resources to close more deals and reach more prospects.

3. Enter New Territories

Similar to increasing market share, sales outsourcing can help your business enter new territories and, like we said, at speed. If you are an international company looking to enter the United States market, we have decades of experience doing just that. We also have partners strategically located across the globe to help us expand our sales solutions anywhere in the world.

4. Scalability

Because an outsourced team already has the infrastructure in place, they can easily grow or shrink your sales process based on your company’s needs.

5. Reduce Staffing Costs

Hiring internally can become expensive fast. Everything begins to add up from training to onboarding to benefits to salary to commission to technology. We could go on. When all of these costs become an issue, it is likely better to outsource them than to expand operations internally.

6. Sales Expertise

Outsourcing sales welcomes you to a world of experts who can handle almost whatever you need. You will not have to spend time upskilling new hires or training them. Plus, you’ll have more time to focus on your business and the things you’re an expert at. When your company has to micromanage different sales teams internally, your best employees are taken away from what they do best. In periods of rapid growth, the back-end operations of a business expand and require a high expenditure of resources. Outsourcing your sales team frees up space for you to focus on the most critical functions of your business, while sales experts ensure your revenue is growing.

7. Remove Technological Restraints

An outsourcing company already has the latest tools and equipment your business needs for a successful sales team. When you outsource, these resources become yours without having to purchase them. This allows our company to get ahead of the competition and keep up with the latest business trends.

How does a business know it’s time to look at sales outsourcing?

If an organization needs to roll out a new service or open a new territory, Sales Outsourcing solutions provide a much quicker solution and allow their existing sales team to maintain their focus. Or, if you currently don’t have a sales force in place and decide it’s time to grow. Or if a company has experienced one or more of the following problem areas: Stagnate Growth, High Turnover Rates, High Loss Ratio, or Low Margins.

How large or small can a company be to implement Sales Outsourcing?

Most small and mid-sized companies require assistance in generating tactical revenue strategies.  Large organizations and  Fortune 500 companies also need the speed and flexibility of sales outsourcing, where they can launch a sales force in new territories under 45 days and have the ability to scale the project at a moment’s notice.  Large organizations with existing sales teams must keep their salespeople focused and not introduce too many new products or change direction too quickly.  Sales Focus can the demands of a changing economy.

What differentiates Sales Outsourcing companies?

 Sales Outsourcing is still a growing industry becoming increasingly crowded with new competitors.  It’s important to verify that the organization has successfully developed and launched several sales teams.  The Sales Outsourcing provider should clearly understand vertical industries and know how to differentiate between selling products and services. They must also possess strong sales organization development capabilities and have their sales processes well documented along with a solid launch process to get the team moving quickly.

How Much Does Sales Outsourcing Save?

According to Bersin by Deloitte, the average cost per hire is almost $4,000. This may differ from company to company, but you can calculate this important metric on Glassdoor for your business. This cost is not only an upfront recruitment and training cost, but also a risk to businesses for additional payroll employees and also any future turnover costs. Seeking an outsourced salesforce reduces that risk and both partners are invested to grow together.

What are the Benefits of Outsourcing Your Sales?

When you decide to outsource sales with a reputable partner, you’ll gain access to higher-quality talent faster than you would search through the talent pool yourself or via a recruiter. Less training required also means that you won’t be facing the same reduced productivity when new hires are still learning their role. An outsourced sales company is also specialized to solely focus on your sales needs, so you’ll be able to dedicate more resources and time to core competencies like product development or management.

So now the question of “Is outsourcing sales right for me?”

The decision to outsource sales cannot just be focused on the cost savings or skills benefits. Companies must decide if it’s the right time to grow, what their focus is, and become educated about the different outsourced sales options out there. Like any business partnership, choosing a partner that aligns with values is important to be successful.

With all the benefits you stand to gain by choosing SFI, the question you really need to ask is “How soon do I want to outsource my sales?” Get started today. Contact us to speak to a knowledgeable representative about your sales needs and be ready to launch your new start-up sales plan in less than two months.

How to Hire an Outsourced Sales Agency?

Sales Outsourcing is still a growing industry that is becoming increasingly crowded with new competitors.  It’s important to verify that the organization has successfully developed and launched several sales teams.  The Sales Outsourcing provider should clearly understand vertical industries and know how to differentiate between selling products and services.   They must also possess strong sales organization development capabilities and have their sales processes well documented along with a solid launch process to get the team moving quickly. In today’s super competitive environment, building a successful sales force depends on a partnership mentality between the company and the provider.

The Business Owner should expect;

• Rapid Market Share Acquisition
• Exclusive Representation of Product or Service
• Fixed Cost of Sales
• Flexibility of Sales Staff
• Industry Knowledge
• Manageable Service Level Agreements
• Quality Sales Professionals
• Documented Sales Processes
• Predictable Forecasting Tools

On the other side of the table, the employer is responsible for providing the tools and support necessary to give a motivated and talented sales team the means to turn their hard work into results.  The common denominator among successful companies is that they are process-driven and always FOCUSED ON SUCCESS!

Characteristics of High-Performance Intelligent Sales Outsourcing Solutions

• A Compelling Vision for The Future
• Organizational Alignment and Communication 
• Managed Sales Processes and Service Delivery Systems
• A Common Sales Skills Toolkit and Language
• Effective Sales Talent Acquisition, Development, and Retention Programs
• Targeted Sales Metrics
• A Vertically Integrated System for Adapting to Changing Market Conditions and Capitalizing on New Market Opportunities

Hire an Outsourced Sales Agency like Sales Focus

Every business owner or corporation has the desire and requirement to expand and grow their customer base.  Everyone organization has a focus on new client acquisition and increase in annual revenues.  Most companies have some sales team, maybe 1 or two people or it’s the owner of a small business or a large organization may have thousands of salespeople across the globe, all types of businesses can utilize a sales outsourcing solution. For small companies, we can become the entire sales force, while allowing the management team to focus on delivery and operations.  Many small companies struggle with the rollercoaster effect, focus on short-term rewards and forget about building pipelines for long-term success.  Our model is on short-term revenue with long development so the business can continue to prosper and grow.  Many small businesses hit a plateau because they lose focus on development, we eliminate this problem. Large organizations need Sales Focus on Intelligent Outsourcing Solutions for SMB acquisition.  Our focus for large companies is to take over or supplement their existing teams and focus on the transactional sale of the SMB sector.  We can launch a team across the US in less than 45 days, whereby it could take a company month to accomplish this task.  Our experienced sales team will focus on areas of expansion; new territories, new product launches, test programs, and many other solutions that can build an immediate business unit that can be utilized or acquired for future expansion.

Outsourced Sales Agency Services

How do you differentiate your products and services in a global economy where you need excellent product/service packages and very competitive pricing just to be in the game?  Product and service differentiation is short-lived and can be easily copied, and very few organizations enjoy the type of ‘Economies of Scale” where they can afford to compete on price alone. Today’s buyers are much better educated and, with the aid of the Internet, can easily identify numerous suppliers around the world.  These same buyers are also looking for value-added business relationships and vendor partnerships. This is why simple product/service solutions or features, advantages, and benefits selling systems are no longer enough to help you win and keep clients.  To compete and win in today’s marketplace, you need a selling organization that can identify business solutions that will support your buyer’s business needs, requirements, and opportunities. This type of approach requires an organizational selling system and a sales team with advanced consultative selling skills.

Take Advantage of These Sales Outsourcing Benefits

Let Sales Focus Inc. help you reduce business costs, eliminate inefficiencies, and positively impact your business. SFI not only provides the direct sales services that generate revenue, we provide the expertise to help you find the solutions that best meet your goals and expectations such as outside sales, inside sales and more. Contact us now to speak with an experienced consultant about your company’s revenue goals and new client acquisition strategies.