How to Hire an Outsourced Sales Team

August 15, 2023
4 minutes to read
how to build an outside sales team
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As a business owner or corporate executive, you must ask yourself, how can I turn over my company’s sales to an outside firm?  Sales is my lifeblood, it’s the company’s family jewels. I can’t possibly let someone else develop, manage and run with it, or can I?  

Who will own the relationships with the clients? Will I lose control? What happens if something goes wrong?

Industry experts acknowledge that business process outsourcing has become a standard business practice. Outsourcing functions like logistics, administration, help desk/ IT, payroll, etc. can save you as much as 20%. What if outsourcing your sales functions could save you 20% in cost…AND INCREASE SALES REVENUE AND PROFIT MARGINS? 

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 on? By partnering with a Sales Outsourcing Provider, you can do what you do best and allow a result-proven company to do what they do best. 

The market for outsourced services has grown to well over $500B in 2014 with an annual growth rate expected to reach 15%. The Deloitte survey results confirm a significant increase in organizations using outsourcing – from 45 percent in 2016 to 67 percent in 2018.

Hire an Experienced Sales Team

In a true Sales Outsourcing Model, Sales Agents only represent one client when they’re selling. Sales Outsourcing is a one-to-one relationship with Sales Agent to Client’s product or service, unlike a Manufacturer’s Rep that has a one-to-many relationship, whereby one Sales Agent will represent multiple products. The Sales Agents only carry the business card of the client and therefore the fact that they are an outsourced sales agent is not transparent to the end user.

Sales Outsourcing is still a growing industry that is becoming more and more crowded with new competitors.  It’s important to verify that the organization has had success in the development and launch of several sales teams.  They should have a minimum of 3 years’ experience in growing companies.  The Sales Outsourcing provider should have expertise in the client’s business, not just sales experience but should have a clear understanding of vertical industries and the knowledge of differentiating between selling products and services.  

If a technology services company needs to launch a sales team the Sales outsourcing organization needs to have a strong understanding of technology and solution-based selling techniques before they can effectively build and launch a sales force.  

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.

Hire a Sales Team that Delivers

Business Process Outsourcing is making up over half of all outsourcing dollars spent in the market.  Sales Outsourcing makes up approximately 25% of the total outsourcing revenue with a 40% annual growth rate!

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

  • Reducing their “Cost of Sales”
  • Increasing the Speed to Market
  • Scalable Sales Teams Able to Grow or Shrink Instantly
  • Improving Productivity of Existing Sales  
  • Reducing the Turnover Rate
  • Increasing Client Acquisition and Satisfaction
  • Shortening the Sales Cycle

In studying some of the most productive sales teams in various industries, a core of key principles, beliefs, skills, and practices becomes apparent with those of the top tier. The best sales teams exhibit energy, cohesiveness, and structure of the process that allows them to dominate.  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.

Hire a Sales Team like Sales Focus

In today’s super competitive environment, building a successful sales force depends on a partnership mentality between the company and the provider. A Sales Focus client will have a detailed plan of action, set KPIs, and Performance Expectations, along with a guarantee for success.

The Business Owner should expect from Sales Focus;

  • 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 has a responsibility to provide the tools and support necessary to give a motivated and talented sales team the means to turn their hard work into results.  

There are many alternative solutions in the market today.  Companies have options available to them that weren’t available over the last two years.  

The common denominator among successful companies is that they are process-driven and always FOCUSED ON SUCCESS!