Sending a portion of your sales process to a third party or agency is known as sales outsourcing. Market research, lead creation, and even ordinary sales operations like outbound calling and answering inbound calls can all be outsourced. You can also hire an outside agency to handle most of the sales process.
Who needs to Outsource Sales?
Businesses that lack appropriate resources, such as labor or time, to grow their sales process often consider sales outsourcing. Let’s face it: without the right tools, salespeople would spend less time selling. A typical salesperson spends most of his time updating excel sheets and status, traveling to meetings, filling out timesheets, and other administrative tasks. Sales representatives spend only 30% of their time selling. Sales outsourcing allows salespeople to concentrate on what they do best: selling. Sales outsourcing can enable sales teams to focus on higher-level tactical duties or strategies while increasing flexibility.
5 Reasons to Consider Outsourcing Sales
Outsourcing sales isn’t suitable for every company. The following are some instances that may lead you to consider outsourcing sales:
- Small sales team: You have a small sales staff who can’t handle the volume of leads.
- New markets: You’re a growing startup trying to expand into new regions or needs, but you don’t have the sales resources or talent.
- Budget constraints: You can’t afford to hire top salespeople.
- Lack of resources: Your sales force lacks the skills to undertake specific sales duties.
- Manual job overload: Your sales crew is swamped with administrative responsibilities, leaving little time to sell.
Automation as an ally in sales outsourcing
Your sales force spends most of their time on repetitive chores and documentation, leaving them with fewer hours to focus on critical sales operations. Sales automation increases sales force productivity by automating mundane tasks like meeting scheduling, updating lead databases, and generating reminders. Sales automation software also assists salespeople in making sense of data and receiving intelligent lead recommendations, which can save time and help close deals faster.
Consider these points before Outsourcing Sales.
- Examine your requirements before outsourcing a significant portion of your sales process.
- Determine the business reason: Is this something that can be done in-house or with automation, or does it needs to be outsourced?
- Define the goal and the metrics: What are your plans for outsourcing or automating this function? Is it to expand your user base, enter a new market, or increase customer lifetime value?
- Make a list of your objectives: List the markets you wish to enter, what you need to outsource, and how an outsourcing firm or tool may help.
- Notify all teams: Before choosing a sales outsourcing agency or software, make sure your sales and marketing teams are on the same page internally. Determine your existing sales and marketing teams’ KPIs, roles, and duties, and ensure everyone is working toward a single goal.
- Select from automated or manual sales outsourcing options: Decide whether you want to outsource sales to a manual agency or implement sales outsourcing software in your company that automates essential sales functions and helps generate leads once you’ve determined the scope of your sales outsourcing program.