Why Sales Outsourcing

Sales Focus Inc. is the pioneer and leader in intelligent Sales Outsourcing Solutions.  Since our companies founding in 1998, we have operated with the belief that accountability on both a personal and professional level is what creates a true foundation for growth.  Our founder and CEO, Tony Horwath, has stood steadfastly by this sentiment. As a result, it has been deeply ingrained into not only our corporate culture but also within the relationships that we nurture and develop with our clients.  

In order to maintain such a strong corporate culture with sales teams established in a wide range of locations across the United States and globally, our executive team must lead and motivate from top to bottom. Getting an entire organization to stay accountable on a personal and business level requires strong and effective leadership, and that is what Sales Focus delivers.

Our team of sales management executives comes from diverse backgrounds, with extensive experience throughout every level of the sales process. Their strength in communication and “Above the Line” mentality is the force that powers not only their own internal growth but also that of our clients.

TYPES OF SALES OUTSOURCING SOLUTIONS OFFERED:

Outside sales refers to face to face sales with your customers. An outside sales team meets directly with the prospect in a face-to-face sales approach. The outside model still must conduct much of the selling virtual. However, the outside sales professional develops and manages the relationship on a personal face to face basis. Knocking doors, conducting face-to-face cold calls, and attending networking events are all requirements for a successful outside sales team.

Inside Sales, sometimes referred to as virtual sales, is a sales team or person who does all their selling via electronics. Telephone calls, emails, webinars, etc., but they never meet face to face with the prospect/client. Inside sales can be very effective with a specific product or service that needs a large buying audience and a low investment. Inside sales typically conducts the full life cycle of sales, from lead generation to closure.

Whereas the above examples of inside and outside sales outsourcing imply that the outsourcing firm will adopt the entire process from recruiting to directing, co-sourcing offers the option of keeping your existing sales agents but having them managed by the outside firm.

Entering a new market even domestically can be a daunting task.  Entering a new market on an international scale, when taking into account different time zones, languages, regulations and consumer habits can seem impossible.  We are approached constantly by businesses who wonder how they can expand their reach and turn an idea into a reality.

                                               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 Sales 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.

   

    Why would a Company Choose to Trust an Outside Organization?

 
Why would a company choose to trust an outside organization with such a critical component of their company’s future growth?  

The answer will vary, but generally speaking, what we have seen since our company’s inception is that our clients typically fall within one of three categories.

  • Small Business:
    • The clients existing management team may be an expert in their fields or have the ability to create a brilliant product but not able to grow their brand beyond a certain level due to the simple reality that they are not salespeople. 
    • The client might have hired sales reps in the past, but only with minimal to moderate success.  This cycle of turnover eventually leads to the realization that the problem might not lie with the salesperson, but that they might lack the expertise to properly manage and direct their team to success. 
    • Similar to the above, the administrative burden might be more than a small business owner is capable of maintaining, given their current business stage and work load.  It can often be that they do not have the time, resources or support staff to manage the recruitment, training, or oversight of the sales team
  • Mid-Sized Business:
    • We are often approached by companies who may have a presence within a specific geographic region but have had trouble entering into a new territory
    • Similar to the above, we are often approached by companies who may be looking to launch a new product with speed.
    • Perhaps a company has an existing sales team that is inundated with inbound orders and is unable to take a more active approach to lead generation.
  • An international firm looking to enter the US Market:
    • Similar to an established business looking to break into a new territory, we are often approached by international organizations that are looking to bring their brand, service, or solution to the US market at speed.
    • Given that they do not yet have a presence within the US, firms often approach us to manage their sales teams on their behalf, given our deep knowledge of the US Domestic market throughout various industries
    • We represent clients all over the world, from all time zones.  Often this difference can create a barrier that prevents their existing management team from effectively being able to direct and support their international team.

Of course, the above is just a small snapshot into some of the many reasons why a company would consider outsourcing their sales process, but it has by and large held true throughout the years.  A more concise way of saying it would be that outsourcing allows companies to focus on their core competencies while having the outsourcing company provide support in areas where they may not have direct experience or knowledge.  Outsourcing also allows for scalability, speed to market, and staff flexibility, where an outsourcing company may supplement a portion of the work if the workload is heavy and the company does not want to increase staff levels.

 

                                              Benefits of Outsourcing Sales

 
What are the advantages of outsourcing? There are many advantages to outsourcing, including speed to market, control of operational expenses, scalable staffing levels, and reduced overhead expenses.  The reduction of HR costs is a large advantage of outsourcing solutions.
 

Are there any risks of outsourcing? There are risks in all business relationships.  The key to reducing risk is to find a reputable outsourcing partner that has a substantial history in your industry and experience with methods of conducting business process.  It is essential to have a close, transparent relationship with your outsourcing partner.  The outsourcing partner must become an extension of your business.

Since our founding in 1998, we have worked with hundreds of companies, hired and managed tens of thousands of sales professionals, and generated well over $1Billion in revenue for our clients.  Our longevity in this industry and 97.8% customer satisfaction rating speaks for itself and separates us from the competition. 

OUR COMMITMENT TO OUR CUSTOMERS

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Revenue growth and
new client acquisition

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Reduced and controlled
cost of sales

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Brand protection by using
dedicated full-time employees

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Sales Intelligence – All
information is your information.

WHAT MAKES OUR OUTSOURCED SALES TEAM STAND OUT

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Proven
Repeatable Process

  • S.O.L.D.™ – Our Launch Methodology – Proven and Repeatable for Large and Small Companies
  • Senior Executives – Program Managers – with industry experience and knowledge to build and manage sales teams
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Level of Expertise

  • Sales & Marketing are our core competencies
  • Allows you & your team to focus on what you do best
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Speed to Market

  • The on-boarding process quickly adapts to your business goals & objectives
  • Actively marketing and selling your product or service in 30 – 45 days
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Cost Savings

  • More control over variable expenses such as insurance, overhead, HR, etc.
  • Reduce or eliminate personnel, equipment & infrastructure
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Scalable Solutions

  • Marketing services that are optimized to campaign results
  • Sales teams that can adapt to market conditions and results of the campaign
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Employee Transition

  • Customer may acquire sales team directly after 12 months
  • Proven and properly trained sales team positioned for years of development and success.

Find out how to launch your Outsourced Sales
Team in 45 days or less

Our Trademarked Methodology - S.O.L.D.™

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How Outsourced Sales Teams Work

 
 
There are many services an outsourced sales team offers. Generally, they aim to help their clients grow by building brand awareness, getting leads, analyzing, metrics and closing deals. What your company will get will depend on its needs.
 
So, how do outsourced sales teams work?
 
An outsourced sales partner will be there to help create a sales strategy, provide the team with the right tools, and optimize or improve the company’s lead generation. For some, hiring an outsourced sales team is necessary for the completion of specific projects only. Others opt for a long-term partnership to ensure professional handling of all the company’s sales needs.
 
The service you will be getting will also depend on the partner you will choose. Sales Focus Inc. (SFI), which pioneered the industry in 1997, offers Quality Brand Protection. By deploying only well-trained sales professionals, we aim to protect our clients’ brand. To ensure a proper understanding of what our clients have to offer, SFI develops Specific Sales Training for each of them.
 
Among the training that our sales professionals go through are:
 
  • Accountability
  • Product
  • Sales
  • Sales Process
  • Role-Playing
  • Assessment Test
 
Learn more about this topic, click the button below.
 

Startup’s Guide to Outsourcing

 

A startup’s wellbeing is anchored on how well it can sell its product. When individuals untrained in sales handle this aspect of business, things do not often go well. Startups have a lot to gain from outsourcing sales, with their success being just one. However, there is a right and wrong way of outsourcing sales, and startups will do well to do it right the first time.

As a startup, you and your team may not be familiar with the ins and outs of sales. This is why your most crucial decision is the outsourcing company you work with. How should you choose a partner in sales? What should you look for in a sales team?

Likewise, you may be curious about the success rate of startups who outsource sales. How much did they invest in sales outsourcing? What are the risks? Does sales outsourcing affect the company’s values?

Startups who are just starting understandably have a lot of questions and doubts about the benefits of outsourcing sales. This detailed guide to outsourcing sales for startups will not only tell you the benefits of sales outsourcing but also every tip you need to ensure your success in sales.

Why Is Outsourced Sales Management So Effective For Small Business

 

In business, sales is an integral aspect. That refers to any activity dedicated to selling a product or service. To attract prospective clients and generate revenue, a sales team needs to strategize.
 
Many large organizations build their own sales teams, with some having specific groups for certain regions. While it is also an option for small businesses, acquiring and managing an in-house sales team can be time-consuming and quite expensive for some.
 
A good option is to outsource sales management. It can help companies, no matter the size, to cut costs and add value. With it, your business can benefit from the expertise of a professional sales management team without having to spend as much.
 
An outsourced sales team refers to a third-party organization serving as another company’s sales manager. They will hire, train, and manage the whole team. They will also handle developing a strategy to help your business find and retain customers.
 
There are many reasons why outsourced sales management can be useful for small businesses. Here are some of them:
 
  • Reduced Staff Overhead
  • Improved Capacity and Service
  • Scalability
 
Generally, sales outsourcing is a cost-effective tool that gives access to sales expertise that is flexible enough to suit a company’s needs. To know more about this, visit the article “Why Is Outsourced Sales Management So Effective For Small Businesses.”
 

 How To Hire An Outsourced Sales Team

 
It is no secret how outsourcing helps reduce costs while achieving the company’s goals. However, many entrepreneurs still wonder whether it is the right thing to do for sales teams.
 
There are many benefits to gain when you find the right outsourcing sales team. You no longer have to worry about finding the best candidates that will make up your internal sales team. You can focus on other business aspects while experts handle your company’s sales department. 
 
Additionally, you can expect sales agents to represent only your company when selling to a prospective client. Because of this, they can build a relationship that can turn into brand loyalty. 
 
The continuous growth in the sales outsourcing industry may make searching for a competent sales team more challenging. You can verify their experience in developing and launching successful sales teams. They should have at least three years of relevant experience. They should also know the selling techniques suitable for your company’s industry.
 
These are only some of the things companies need to consider before hiring an outsourced sales team. For a more detailed discussion, read:-
 

What To Ask Before Choosing Your Sales Outsourcing Provider

 
The practice of outsourcing has been around for decades. But, it has evolved through the years. Aside from hiring a third party for specific activities only, companies are now given the option to outsource entire departments.
 
With growing competition, the fast-changing business landscape, and the benefits outsourcing offers, many companies opt to hire third-party sales teams. A testament to this is the continuous growth rate of sales outsourcing. In fact, it currently makes up around 10% of the total outsourcing revenue.
 
Given the importance of sales in determining a company’s success, businesses must look for outsourced service providers that will bring value to the company. Among the things that companies should consider is the sales team’s impact on the following:
 
  • Cost of Sales
  • Speed to Market
  • Productivity
  • Turnover Rate
  • Client Acquisition
  • Customer Satisfaction
  • Sales Cycle
 
Choosing the right partner will help a business achieve its goals for business growth and success. Generally, the best sales team will have the necessary skills, appropriate tools, and cohesive processes to reach relevant markets and generate more leads that will potentially turn into revenue. For more information, check out the “10 Questions To Ask Before Choosing Your Sales Outsourcing Provider.”
 

Find out how to launch your Outsourced Sales
Team in 45 days or less