Sales outsourcing is a tactic many businesses use to improve sales numbers. Using support from outside sales experts can help reserve your sales team’s time to focus on qualified leads, demos, and sales calls most likely to convert. Sales outsourcing is usually considered by businesses that lack adequate resources like manpower or time to expand their sales process.
Learn more about what sales outsourcing is, how it can benefit your team, and how you can seamlessly and successfully integrate it with your sales strategy.
What is sales outsourcing?
Sales outsourcing is the process of delegating a part of your sales process to a third party or agency.
Outsourcing sales could include market research, lead generation or even routine sales tasks like outbound calling or handling inbound calls. You can also outsource most of the sales process to an external agency. Outsourcing sales can help increase flexibility and allows sales teams to focus on higher-level tactical tasks or strategies (Paras).
Sales outsourcing is not for all businesses. Some scenarios that can prompt you to consider outsourcing sales include:
Small team: When you have a small sales team that is simply unable to handle the volume of leads generated.
New markets: You are a growing startup that is looking to scale across new geographies or markets, but lack good sales resources/talent.
Budget constraints: You don’t have the budget to hire top sales talent for in-house functionalities.
Lack of resources: Lack of expertise in your sales team to handle certain sales functions
Manual task overload: Your sales team is caught up with administrative tasks that leave very less time for selling.
Tips to Keep in Mind Before You Outsource Sales
Before you set out to outsource a big chunk of your sales process, evaluate your requirements.
- Identify business reason: You have to consider if it can this be done in-house or automated, or does it need to be outsourced.
- Define the objective and metrics: What do you aim to achieve by outsourcing or automating this function – Is it to grow your user base, enter a new market, or improve the lifetime value of customers?
- List down your scope: List down the markets you want to cover, what you need to outsource exactly and how an outsourcing agency or a tool comes into play.
- Inform all teams: Ensure there is internal alignment between your sales and marketing teams before you proceed with selecting a sales outsourcing agency or software – decide KPIs, roles, and responsibilities of your existing sales and marketing teams, and make sure everyone is working towards a common goal
- Choose between automated or manual sales outsourcing: Once you have identified the scope of your sales outsourcing program, decide if you want to outsource sales to a manual agency or deploy a sales outsourcing software in your company that automates crucial sales functions, and helps generate leads (Paras).
5 Benefits of Outsourced Sales to your Business
Significant Cost Savings When (and As) Needed
A primary reason that companies outsource sales functions is to save money. Outsourcing saves money in several ways. It can save the money a company normally spends on recruiting and hiring a new staff member. It also can save money on employee training and orientation. Furthermore, outsourcing can save the money a company would typically spend on creating workstations for new employees. It can also save the money a company might otherwise spend on new software for the automation of specific sales tasks.
Outsourcing can save company expenses on costs of labor, especially if the tasks are outsourced offshore to a low-labor-cost country.
Less Financial and Personnel Risk
Outsourcing also can be less risky than hiring salespeople internally. Hiring an employee, whether seasonal, part-time, or full-time, requires a large block of time spent finding the qualified worker, negotiating pay and benefits, training this person, and setting them up with a workstation and the equipment required to do their job.
If this person fails to work out, you have to go through the legal process of documenting performance and ultimately dismissing the employee. Seeing peers leave the business can cause morale to drop among the rest of the sales team, which can result in a less productive sales effort all around.
Meanwhile, if your outsourcing partner loses an employee, you, your internal team, and your bottom line will never know the difference.
Quickly Reach Your Businesses Potential
Outsourcing to the right third-party partner can help a business reach its potential quickly. A firm with the proper knowledge and expertise can improve your outreach, business development, lead generation, and follow-up efforts. This will optimize your sales pipeline.
Additional Revenue
An outsourcing partner could help launch a new product or service that might otherwise tax the company’s current in-house staff. They could call potential customers about a new product or service before the launch. That feedback could then be incorporated into your final product. Cold calls could next be made to help sell the product. Finally, follow-up could be collected to see how the market is receiving the new product. These efforts by your outsourcing partner will bring in additional revenue and valuable information without pulling your in-house staff away from their existing duties. That saves time and money!
Accessing Top Skills
Businesses may not have the budget to hire top skills full-time, or they may be unable to find employees with these skill sets within their region. Companies may also need help from a marketing strategist. As well as require the ability to make cold calls in multiple languages. Outsourcing allows them to access all of these top skills.
Moreover, outsourcing can help companies acquire sales professionals with the expertise needed to quickly enter new specialized vertical markets, such as healthcare or technology. These industry-experienced pros can build your sales funnel for you, so that when your in-house reps are ready to start closing deals, they’ve got well-qualified leads ready to (John Kaplan).
OUTSOURCE SALES TO MATCH YOUR BUSINESS GOALS TODAY
Finding the right sales team gives you full control of your organization success, and the search to find them usually requires a significant time commitment. With outsourcing, you can have an expert sales team in place as quickly as signing a contract.
Outsource Nigeria has been helping companies/businesses grow tactically over the years and has also built strong relationship with partners in all areas especially sales development.
Sales outsourcing is way cheaper and faster than you think. We can help you find a dedicated third-party sales team within your budget. We help you find skilled sales agents, train them, and keep track of their progress as you focus on other areas of your business.
Consider scheduling a call with Outsource Nigeria if you need access to a highly skilled sales team without spending a lot of time and resources. Contact us today to improve your sales and grow your company.