Outsourcing Sales for Small Businesses: A Step-by-Step Guide

February 28, 2024

Sales outsourcing means hiring an external company for sales services like lead generation and account management, offering a cost-effective alternative to full-time sales reps. Benefits include access to sales talent, scalability, reduced labor costs, and leveraging external best practices. Challenges involve potential loss of control and communication issues, necessitating oversight and relationship management.

When to Consider Outsourcing Sales

Small businesses might outsource sales due to a lack of internal expertise, the need to quickly scale sales bandwidth, reduce costs, or improve sales processes. An experienced sales provider like The Sales Group Global can significantly boost a small business's capabilities.

How to Choose an Outsourced Sales Provider

Evaluate potential partners based on industry experience, company size and location, services offered, and pricing models. Conduct due diligence by checking reviews, getting referrals, and understanding their sales process.

The Sales Outsourcing Process Step-by-Step

  1. Determine Goals and Requirements: Define what you aim to achieve with outsourced sales, including leads, outreach, and metrics.
  2. Select Provider: Choose a partner based on the criteria above, onboard them, and conduct training.
  3. Onboarding and Training: Equip the outsourced team with necessary product/service knowledge and resources.
  4. Managing and Optimizing: Monitor performance, provide feedback, and adjust the scope as needed.
  5. Ongoing Measurement: Use KPIs to measure results, focusing on leads, sales meetings, and closed deals.

Keys to Success with Sales Outsourcing

Success involves having realistic expectations, providing clear requirements, maintaining frequent communication, closely managing performance, and being flexible to refine the program.


Sales outsourcing offers a scalable, cost-effective strategy for small businesses to boost leads and sales. By carefully selecting providers like The Sales Group Global, setting clear expectations, maintaining communication, and measuring performance, businesses can maximize the value of outsourced sales.

Categories & Tags
Donna Gliha, Chief Sales Officer / President

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

Alyssa Huizenga
Director, Business Development

Get growing with us!

Gain new prospects and new customers every month using The Sales Group’s powerful targeting and marketing program.
Maximize your sales team’s results by providing the sales leadership and mentoring that generate sales and stronger relationships.
Save money by partnering with The Sales Group to drive your growth and minimize the cost of new customer acquisition.

Let's chat

Contact Us