For B2B companies aiming to scale, building an in-house sales team is costly. Outsourced sales offer a cost-effective alternative, providing flexibility and access to expertise. This guide covers the benefits, when to outsource, selecting a provider, and managing an outsourced team.
The Benefits of Outsourcing B2B Sales
Outsourcing sales functions can be advantageous:
- Access to Expertise: Providers bring specialized sales knowledge and resources.
- Cost Savings: You save on hiring and overhead by paying only for sales output.
- Flexibility: Easily adjust the scale of sales operations to meet demand.
- Increased Bandwidth: Outsourced teams handle lead generation, allowing your staff to focus on closing deals.
- Core Focus: Let your team concentrate on their strengths by outsourcing sales.
Is Outsourced B2B Sales Right for Your Business?
Consider these factors:
- Evaluate Sales Processes: Identify inefficiencies that outsourcing could resolve.
- Cost Analysis: Weigh the financial benefits of outsourcing against in-house hiring.
- Growth Goals: Assess if outsourcing aligns with your targets.
- Core Competencies: Outsource non-core activities.
Choosing an Outsourced Sales Provider for B2B
Selecting the right provider involves:
- Relevant Experience: Ensure they have a track record with similar B2B clients.
- Specialization: Choose firms with expertise in your industry.
- Proven Results: Request case studies and references.
- Capabilities: Evaluate their sales talent and technology.
- Reviews: Consult third-party sites for feedback.
- Pricing: Consider the cost relative to the potential sales impact.
Managing an Outsourced B2B Sales Team
Effective management includes:
- Set Expectations: Define SLAs, KPIs, and reporting structures.
- Incentivize: Offer rewards for meeting targets.
- Communicate: Maintain regular feedback channels.
- Integrate: Foster collaboration with your in-house team.
- Track Data: Monitor sales metrics and adjust strategies accordingly.
Sales Outsourcing Success Stories
Companies like HubSpot and Bluecore have seen significant results:
- HubSpot used outsourcing to generate 5000+ leads monthly, cutting CPA by 34%.
- Bluecore saw a 6X increase in qualified demos through outsourced teams.
Key Takeaways
Outsourcing B2B sales can be a strategic move for growth, offering expertise, flexibility, and focus on core activities. Evaluate your needs, choose a provider carefully, and manage the relationship actively for optimal results.
