Debunking Common Fallacies Surrounding Sales Outsourcing

March 2, 2022

Many companies have benefited a lot from sales outsourcing in recent years. The strategy has enabled businesses to thrive and bring top-notch services and products to their consumers. While early outsourcing strategies were only concerned with cutting costs and increasing profits—with little regard for the company’s voice and culture—strategic outsourcing has changed the way businesses operate today. 

Outsourced sales teams have evolved into real extensions of companies’ core teams. They aid in the entry of new markets, the reduction of long-term sales costs, and the increase of total sales income.

Unfortunately, there are some misunderstandings about sales outsourcing that keep business owners from appreciating the strategy for its brilliance. In the following paragraphs, we’ll shed light on those doubts and open your eyes to great possibilities.

Sales Outsourcing Does Not Replace Your Salesforce

The primary goal of outsourcing sales is not to replace your internal sales force. Instead, outsourced sales teams are typically used to fill holes in your present sales process or to expand your business by entering new markets. They strategically complement your existing sales, boosting internal productivity and success rates.

Its Uses Do Not Stop at Lead Generation

Although lead generation may still be the most typically outsourced sales job many years ago, sales outsourcing firms have now honed their skills in business development and associated consulting.

Consulting services are increasingly being offered by outsourcing companies. They can, for example, assist businesses in entering new markets by focusing on regional expansion or alternative target segments. They devise go-to-market plans to ensure that you are able to sell effectively outside of your main market on a long-term basis.

Cost Reduction Should Not Be Your Only Motivation

Cost reduction is a major consideration for most businesses considering outsourcing services. Outsourcing activities provide significant financial benefits: All operational and administrative costs, such as recruiting, training, employee salary, and renting office space, are supported and mostly absorbed by the outsourcing firm.

When it comes to sales outsourcing, however, cost should not be your first consideration when choosing a partner. You have to be assured that outsourcing organizations can provide qualified staff at a fraction of the expense of hiring in-house salespeople. Who you’ll have on your team are skilled individuals who have been taught how to sell and excel at it.

Don’t Expect Success Right Away

It’s true that outsourced salespeople are more efficient and work faster but don’t anticipate rapid results. Before producing results, give them enough time to grasp your value proposition, rehearse their pitch, and create a pipeline. This ramp-up period is critical for long-term sales efficiency and profit maximization.

Document your processes, train the external staff, equip them with sales enablement materials, and keep the lines of communication open while outsourcing business development. Active participation in the collaboration is critical to the operation’s success.

Of course, an outsourcing company must fully comprehend your procedures and business vision in order to give the finest service possible. Long-term cooperation between you and the agency is ideal in order for the agency to provide high-quality services with more precision.

It’s Not Exclusive to Big Companies

A prevalent misconception is that sales outsourcing is only beneficial to established organizations. Businesses share the same goals—to increase efficiency, revenue, and market share. That’s why the size of the organization has little bearing on sales outsourcing.

Small and medium-sized organizations, in particular, can gain a significant competitive edge by outsourcing sales, allowing them to scale more quickly. Outsourcing sales operations is particularly appealing to start-ups in order to decrease overhead and operational costs because they operate on a smaller scale. 

Conclusion 

You should not be apprehensive about the idea of sales outsourcing. You have to know that remote work approaches for sales activities have been accepted and improved by the outsourcing industry for many years. Not to mention that managing and communicating with remote teams is easier than ever before. With cloud-based technologies and the virtualization of the workplace, outsourcing is a logical venture if you want success on a global scale.

If you want your business to soar to greater heights, working with one of the best sales outsourcing companies in North America will get you there. The Sales Group is a professional sales consultancy and outsourcing firm providing sales advisory services to organizations throughout North America. Set up a consultation with us, and we’ll make a plan for your business’s growth.

Donna Gliha, Chief Sales Officer / President
donna.gliha@salesgroup-global.com
salesgroup-global.com

A proud nominee of the 29th Annual  RBC Canadian Women Entrepreneur Awards

Donna Gliha
President, Chief Sales Officer
donna.gliha@salesgroup-global.com
Alyssa Huizenga
Director of Client Success
alyssa.huizenga@salesgroup-global.com

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