Sales Outsourcing: The new Boon to markets

customer acquisition

Do you ever think about why many startups have been running into losses? Have you ever thought about what is distinguishing in being a successful business from running a business into losses? 

The answer to these questions comes with their sales function. So what do we mean by sales function and how could it decide the future of a business.? What’s the role of sales outsourcing in making up this sale function. This blog post could give you a keen understanding of these varied concepts regarding sales outsourcing.

Sales outsourcing:

Sales outsourcing allows you to take advantage of untapped opportunities by leveraging additional salespeople through an outsourcing partnership.it can also be simply defined as the practice of having an external company become a virtual sales force for you. As you focus on an inside sales model, these sales outsourcing can work for any company under any circumstances.

 It is differentiated from the value-added resale in the usage of a “shared risk” model. This finance model requires both the client and the sales entity to invest in this actual sales program – it is this “shared” risk that makes sales outsourcing really work.

Sales outsourcing can also be explained as business delegates parts of the sales process to outside individuals or agencies in order to enrich their brands or to raise up their sales.

Reasons for outsourcing:

  • No prior knowledge of Sales functions :

Lack of expertise over the recent strategies of the markets could lead you to the unsuccessful results.  Most of the business startups are losing their pace because of no proper guidance in creating their sales functions.

  • Cost efficiency:

Your business starts to deteriorate when investments are higher than the profits you gained from it.  Your revenue gives you the means of growth in your business. So for generating sales, you must focus on consistent sales. 

Outsourcing supports you with :

  • Wide Market Range:

Outsourcing sales can help you target new and international markets, support new product and service rollouts, and provide expertise within a specific industry focus.

From an operational standpoint with a pragmatic point of view,  a sales outsourcing company can help you leapfrog technology constraints and break out of worn-out sales functions within the organization, to better implement omnichannel and data analytics best practices.

  •  Increase profits and revenues :

 Companies can maximize all sales opportunities and increase revenue by leveraging an outsourcer’s data insights platform. Customer data and analytics can help create statistical models that can be used to identify the best customers and prospects along with developing an effective touch cadence throughout the customer lifecycle. 

  • Lowers the cost of sales :

Inside sales teams are less expensive than onboarding and staffing field sales staff. Industry estimates reveal that each customer contact with an inside salesperson might cost a company $25 to $30 compared with $300 to $500 for a field salesperson, including travel expenses and company benefits. Outsourcing the inside sales function enables sales leaders to slash overhead costs while expanding sales coverage.

Many sales leaders are just beginning to recognize the engagement opportunities that messaging and chat can create with customers and prospects. Companies that lean on outsourced partners with proven digital engagement skills among their sales reps can achieve dramatic results in improving the unit volume and Net Promoter Score (NPS) by connecting with customers who prefer to use the chat.

  • Overcome the  technology constraints

Investing in the latest tools is one thing. Having the knowledge and expertise to leverage those tools is another. It’s not just about having the tools, it’s about knowing how to get the most value out of them. That’s why you need sales professionals who are experts at cutting edge sales and analytics tools.

Companies can save time and achieve time-to-market benefits by outsourcing to a partner with state-of-the-art data and technology environments. For example, companies can benefit from the use of an outsourced partner’s analytics tools. Data analytics can provide salespeople many insights, such as the best time to call a customer or to extend an offer. Also, artificial intelligence combined with analytics can help sales leaders analyze thousands of data points.

  •  A prototype of your sales function:

Providing a litmus test to compare internal sales resources. Our inside sales team will be on the front lines and will report valuable market research back to you. It’s better to have the test without an actual entry in the real world.

  • Technical Tools strengthens your company:

Improved ROI as opposed to building or extending an internal force. Building a sales force is expensive, utilizing the tools of an outsourced sales firm is almost turn-key.

  • Building Markets :

Ability to access markets unavailable to the client. Outsourcing can have vast sales experience in numerous industries and verticals and can leverage those relationships for you.

Sales outsourcing firms provide accountability regarding all sales results and activities while representing the brand of the client. The sales representatives are held to daily, weekly, monthly, and yearly goals based on both ACTIVITY and PRODUCTIVITY. 

These outsourcing services include:

  • Inbound lead generation agencies (content marketing, social selling, SEO experts)
  • Sourcing services (identifying and prequalifying named target companies and real buyer personas according to your ICP)
  • Outbound lead generation agencies (cold calling and email prospecting)
  • SDR services (sales development) to qualify, follow up, and nurture leads by email and phone and to discover sales opportunities for your own account executives (AE).

When to stop Outsourcing

  • Doing outsourcing as a side bet:

Don’t outsource parts of your sales if your other sales functions are not committed to it. Because not following up with calls after emails or not doing a technical workshop after a demo will hurt your business. You don’t want that kind of bad reputation.

  • No product/market fit: 

We’ve seen companies with very nice products and glossy sales materials without a product/market fit. They’ve already tried out many different approaches in their sales motion but always ended up with prospects that say: “Your product looks really cool but currently our top problems are in other areas where your product doesn’t help. Let me get back to you in X months.” You’ve heard that too?

There’s not a lot you can do here except pivot to a completely new direction.

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