Sales outsourcing is something that can get you better results and free your staff from routine. This could potentially lead to better development of your company. But outsourced sales are not a one-size-fits-all solution since all companies differ, they have differing products and services and a portrait of their client is unique. So, below, we’re considering what to ask yourself when pondering about outsourced sales and marketing.

Questions to ask yourself before outsourcing sales

Each time you answer ‘Yes’ to the question from the list below, add 1 point. If ‘No’, add zero. If you’ll have 5 or more points at the end, then you should consider sales outsource.

• Is your product neither simple, nor requiring many touchpoints, extensive knowledge, wise client lead process, nor having a complicated nature?

• Are you working for the mass market?

• Is it more about sales numbers in your company than about establishing relations with clients?

• Can you formalize the entire sales process to make it (nearly) automated?

• Are 90% (or about that volume) of all your customer requests and problems can be solved by a robotized phone script or through an online form?

• Do your products/services look like one another and don’t require extensive training upon the appearance of a new one to be marketed?

• Does a large share of your sales go automated or planned to become so?

• Are your sellers paid average or below the market?

• Do you need to expand but feel like you can’t do it because your sales team isn’t very effective?

• Are you tired of daily micromanagement?

If you have 9-10 ‘Yeses’, then you definitely should address sales outsourcing companies, as this solution would give you the large potential of doing sales for the same cost, obtaining the same or even better efficacy.

Benefits of outsource sales

There are numerous advantages of shifting to outsource – some of them are immediately understood, as they follow from the list of questions above. Additional ones are:

For seasonal changes in sales, you could scale up and down efficiently or even stop selling at all when you’ll have reached the producing capacity with agreed orders at some point

Profiling your staff into the development, which would generate more sales to the outsourced team eventually, increasing your company’s profits

You could change the entire location of your company if you were majorly tied to the place with the location of the sales team

Access to a bigger talent pool for moderate cost, as well as to better IT tools that are ready to boost your sales only because they’re better than what you use in your company

Entering new markets is easier after employing local teams who know the specificity of the regional market.

Cases when you can’t employ sales outsourcing companies

Although swift development of Internet sales, especially in 2020, showed that the overwhelming part of sales can be automated and done from any location, as well as many support services, there are still many companies with long product life cycles or selling a product that does not sell itself at all. These are IT software companies that develop new pieces of complex software or innovative enterprises. Also, you wouldn’t buy a car on the Internet (if that’s not Tesla) – at least, not in the US. The same, medical companies, manufacturing factories, and the rest of the consumers of complex-and-heavy-and-new products.

They all need an in-house team, which not only would explain and present product features through personal contacts and presentations, covering questions, and arranging various events that boost up sales but also they have to establish long-living customer relations, which are impossible without a quality account management, which no out-house sales team would make. You could try, though, eventually ending up paying much more for the result, which your in-house sellers would have brought.