Sales Force Outsourcing Case Studies – OYO Rooms & Flipkart Vendor Acquisition

TopHawks is India's pioneer Sales Enabler Organisation — delivering end-to-end field sales outsourcing, vendor acquisition, partner onboarding, and FOS (Feet on Street) management programmes across 27+ states and 100+ Indian cities. The two case studies on this page demonstrate TopHawks's field sales outsourcing capability across hospitality and e-commerce sectors. These form part of a broader portfolio of 500+ clients served, including Airtel, Daikin, Deloitte, KFC, Cipla, Jio, Swiggy, and more. To explore individual case studies across additional sectors, visit the sales outsourcing case study library.

Case Study Outcomes at a Glance

Client	Service Delivered	Cities / Scale	Outcome	Feedback Score
OYO Rooms	Partner hotel acquisition, inspection, training, and onboarding; full FOS management with daily reporting and KPI tracking	8 cities — Amritsar, Jaipur, Mysore, Katra, Patna, Ranchi, Bhopal, Trivandrum	400 hotels onboarded	4.8 / 5
Flipkart	Vendor acquisition, seller portal training, product cataloguing, post-onboarding support; FOS as relationship managers tracked via proprietary in-house app	8 cities — Delhi, Chandigarh, Mumbai, Chennai, Jaipur, Trivandrum, Hyderabad, Kolkata	End-to-end vendor programme	5 / 5

OYO ROOMS

OYO Rooms: Partner Hotels acquisition:

Target Cities: Amritsar, Jaipur, Mysore, Katra, Patna, Ranchi, Bhopal, Trivandrum.

Procedure —

Sales professionals having a hospitality industry background were hired and trained in the target cities.
The entire training module with guiding documents along with a helpline portal for all the FOS(Feet on the street) was provided to quickly resolve all the issues and queries in the field.
Reporting, attendance tracking, KPI achievements, and location update of all the teammates were shared with the client along with the Daily Acquisition report.
A total of 400 Hotels were shortlisted across locations, Inspected for requirement criteria to be OYO partners, trained and explained about the value proposition of being in partnership with OYO and FOSs ensured that all the required changes were made by the partner hotel by constant visits and sharing updated reports with OYO Team.

Client Feedback Score: 4.8/5

Case Study Insight — OYO Rooms

Hospitality Partner Acquisition · 8 Cities · Client Score: 4.2 / 5

#	What TopHawks Did	What Made It Work
1	Recruited and trained sales professionals with hospitality industry backgrounds in each target city	Sector-matched hiring reduced ramp time — candidates already understood hotel operations and owner concerns
2	Provided full training modules, guiding documents, and a dedicated FOS helpline portal for real-time field query resolution	A live helpline prevented field blockers from compounding — FOS teams could resolve issues the same day without waiting for central escalations
3	Delivered daily acquisition reports including reporting, attendance tracking, KPI achievement, and location updates for all FOS	Full daily visibility gave the OYO team real-time control over the programme without needing to manage the FOS directly
4	Shortlisted 400 hotels, inspected each against OYO's partnership criteria, explained value proposition, and ensured all required property changes were completed through repeated site visits	The FOS team's repeated follow-up visits — not just one-time pitches — were the critical factor in achieving full onboarding compliance across all 400 hotels

Sales Force Outsourcing Case Studies India — OYO & Flipkart | TopHawks

Flipkart: Vendor Acquisition Program

Target Cities: Delhi, Chandigarh, Mumbai, Chennai, Jaipur, Trivandrum, Hyderabad, Kolkata

Procedures

Sales professionals having an e-commerce background were hired and trained in the target cities.
The entire training module with guiding documents along with a helpline portal for all the FOS(Feet on the street) was provided to quickly resolve all the issues and queries in the field.
Reporting, attendance tracking, KPI achievements, and location update of all the teammates were shared with the client along with the Daily Acquisition report via our in-house app.
The FOSs acted not as sales professionals but as relationship managers hand holding the vendors through the entire onboarding process, training them for the seller portal, helping them with the cataloguing of their products, and even providing them guidance post-onboarding on refunding and returns norms and issues.

Client feedback Score: 5/5

Case Study Insight — Flipkart

E-Commerce Vendor Acquisition · 8 Cities · Client Score: 5 / 5

#	What TopHawks Did	What Made It Work
1	Recruited and trained sales professionals with e-commerce backgrounds — deployed as relationship managers, not sales reps — across 8 cities	The relationship manager positioning was key: sellers are more receptive to support than to a sales pitch, reducing resistance at every stage of the onboarding process
2	Provided full training modules, guiding documents, and a dedicated FOS helpline portal; tracked all FOS activity via TopHawks's proprietary in-house app	The in-house app gave Flipkart real-time reporting (attendance, location, KPIs, daily acquisition data) without requiring manual report compilation
3	Guided each vendor through the full seller portal onboarding process — including product cataloguing — going beyond acquisition to ensure the seller could operate independently	Vendors who are properly onboarded and functional from day one are significantly more likely to stay active on the platform — improving Flipkart's vendor retention as well as acquisition numbers
4	Provided post-onboarding support covering refund and returns norms and issue resolution — maintaining the relationship beyond the initial onboarding	Post-onboarding support is what elevated the programme from a vendor acquisition drive to a full vendor success programme — directly reflected in the 5/5 client feedback score

Questions About TopHawks's Sales Force Outsourcing Programmes

What is sales force outsourcing and how does TopHawks deliver it?

Sales force outsourcing means engaging an external specialist company to deploy, manage, and operate a field sales team on your behalf — acting as a fully accountable extension of your brand rather than an independent vendor. TopHawks delivers sales force outsourcing by recruiting sector-specific sales professionals (with relevant industry backgrounds for each client), providing comprehensive training and operational support, managing all FOS activity through proprietary tracking and reporting tools, and delivering regular performance data to the client. As demonstrated in the OYO Rooms and Flipkart case studies above, TopHawks manages the entire field operation — from recruitment through daily execution to post-programme reporting — so the client retains strategic control without operational overhead.

Can TopHawks run vendor or partner acquisition programmes beyond hospitality and e-commerce?

Yes. While the case studies on this page cover hospitality (OYO Rooms) and e-commerce (Flipkart), TopHawks has delivered vendor acquisition, partner onboarding, and field sales outsourcing programmes across FMCG, telecom, IT, retail, banking, healthcare, and consumer electronics sectors. The methodology — sector-matched FOS recruitment, structured training modules, live helpline support, proprietary tracking, and daily client reporting — is adaptable across industries. TopHawks currently operates across 27+ Indian states with a workforce of 100,000+ activated, giving it the geographic reach and staffing depth to run large-scale acquisition programmes in virtually any sector or city combination.

How does TopHawks manage FOS teams across multiple cities simultaneously?

TopHawks manages multi-city FOS programmes through a combination of proprietary field management technology and structured operational governance. Their in-house app tracks FOS attendance, real-time location, KPI achievement, and daily acquisition data — giving both the client and the TopHawks programme manager full visibility across all cities simultaneously. Each city team is supported by a dedicated helpline portal that resolves field queries in real time, preventing issues from compounding or requiring central escalation. Daily reports are shared with the client covering all FOS performance data, so the client has a complete operational picture without needing to manage any individual city team directly. This model was used in both the OYO (8 cities) and Flipkart (8 cities) programmes.

What differentiates TopHawks's approach from a conventional outsourced sales agency?

Three things differentiate TopHawks from a conventional sales agency: (1) Sector-matched hiring — TopHawks recruits FOS professionals with direct experience in the client's industry (hospitality for OYO; e-commerce for Flipkart), dramatically reducing ramp time and improving the quality of prospect interactions; (2) Relationship manager positioning — as demonstrated in the Flipkart case, TopHawks positions its FOS teams as partner support professionals rather than salespeople, which reduces resistance from prospects and improves onboarding completion rates; and (3) Post-acquisition support — TopHawks's programmes do not end at acquisition; in the Flipkart case, FOS teams provided post-onboarding guidance on returns and refunds, ensuring vendors were operational rather than merely registered. This extended support model is what drove the 5/5 client feedback score.

How quickly can TopHawks deploy a sales force outsourcing programme across multiple cities?

TopHawks can deploy trained, operational FOS teams across multiple Indian cities within 10–15 working days for programmes of standard scope, provided the client has defined the target cities, FOS profile, and training content from the outset. For large-scale programmes (50+ FOS across 8+ cities, as in the OYO and Flipkart cases), the deployment timeline typically spans 2–4 weeks, accounting for city-specific recruitment, sector-matched screening, training delivery, and app/portal onboarding. TopHawks's existing pan-India network across 27+ states and its pre-qualified talent pools in major metros (Delhi, Mumbai, Bangalore, Chennai, Hyderabad, Kolkata) significantly reduce recruitment lead times compared to a de novo agency build.

How do I start a sales force outsourcing or vendor acquisition programme with TopHawks?

The first step is a free consultation with TopHawks's enterprise sales team — reachable at +91 98102 99632 or via the contact form at tophawks.com/contact-us/. In the consultation, TopHawks will discuss your target cities, the type of partner or vendor you want to acquire, the FOS profile required, your programme timeline, and your reporting and KPI requirements. Based on this, they will prepare a tailored proposal covering team structure, training approach, technology setup, reporting cadence, and pricing. TopHawks typically responds within 24 hours and can produce an initial programme design within 3–5 working days of the brief being agreed. Their ISO 9001:2015 certification covers the quality of their field operations and reporting processes — available on request.

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