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How To Outsource a Sales Team

How To Outsource a Sales Team

Is it a good idea to outsource a sales team? And if yes, how exactly would you do it? This guide will walk you through all the considerations and offer a step-by-step plan that can help you get started.

Kayvon Kay
Kayvon Kay

April 4, 2022

As you build, grow, and scale your business… you may find one of the most valuable skills you learn is how to outsource a sales team.

Doing so not only saves you time but can make you a lot of money!!

We focus on what it takes to build an A-Class Sales Team in this guide: How To Hire a Sales Team.

The thing is, doing it yourself may not help you or your company. Many businesses outsource this process. It’s a growing trend, and it’s one you may not even be aware of. Don’t worry, that’s why we’re here with this article. After you read it, you’ll not only know how to outsource a sales team… but appreciate whether it’s what you and your business need.

Table of Contents — How To Outsource a Sales Team

  1. What is Sales Process Outsourcing?
  2. Do Companies Outsource Sales?
  3. Is It Good To Outsource Sales?
  4. How Much Does it Cost To Outsource a Sales Team?
  5. How Do I Start a Sales Outsourcing Business?
  6. How To Outsource a Sales Team — The Conclusions

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How To Outsource a Sales Team

At The Sales Connection, this is our world. We know how to outsource a sales team—more so, we appreciate what it takes to tailor this process around each unique situation. That matters. You have a unique business. You have a unique vision. You have a unique team and culture.

Keep this in mind as we reveal the process you need below…

What is Sales Process Outsourcing?

To begin with, let’s get clear on what sales outsourcing looks like.

Simply put, it’s the process of delegating at least some of your sales process to a third party/agency. There are a number of services this could include:

  • Outbound calls
  • Inbound calls
  • Live chat
  • Social selling (using a platform like Linkedin, for instance)
  • Sales emails
  • Paid ads
  • to name a few…

Some businesses outsource their entire sales process/team. 

Others only delegate part of the process. 

There’s no right or wrong, only what works for you.

There are many positive effects  to outsource a sales team.

Do Companies Outsource Sales?

This begs the question… are you the sort of business that needs to outsource sales?

That isn’t easy to answer. Each business differs. Every situation does, too.

What works for one may not work for you. It isn’t possible to copy-and-paste another approach.

That said, there are a few “types” of businesses that get more out of outsourcing sales. These include:

  • B2Bs
  • Tech/Software Companies
  • Businesses with complex products/solutions
  • Businesses looking to enter into new markets

This isn’t a complete list. Nor is it set in stone. There are many B2C companies that get a lot of value from outsourcing at least some of their sales process. Again, each situation differs.

But, in general, these types of companies get more out of it due to the nature of their customers. We’re talking about higher-ticket offers. There are more layers to the process. Each sale requires many interactions. Keeping all this in-house can handcuff your team, waste your time, and hurt your growth.

Whereas outsourcing at least some of the processes to an agency frees you up.

Plus, when you work with someone like us, this is what we specialize in—this is our expertise!

Is It Good To Outsource Sales?

So… what happens when you do outsource a sales team? What sort of benefits can you expect?

There are many positive effects (and reasons to outsource a sales team). Some of the big ones include:

  • Empowers Your Small Team: If you have a small sales team, you may find they quickly get overwhelmed. When a company’s new, this isn’t a problem. Yet once you build momentum, you need a team that can adapt, seek new opportunities, and expand (quickly!!). The problem is, hiring a world-class team takes time. If you rush the process, it costs you a lot—time and money. Often, it’s safer to outsource this to an agency with the right contacts and skills. It saves you time and money, and, more importantly, empowers your team to grow your business.
  • Leverages Your Limited Budget: Not just your budget, but resources as a whole. If you’re like most businesses we work with, you have a growing budget—but it’s still one you carefully track. You want to get the most out of your investment. Again, finding a world-class team isn’t easy—it takes time and money. Delegating this to someone that knows what they’re doing frees you up to leverage your budget.
  • Allows You To Break into New Markets: This is something else we see with our clients. They’ve found success in their industry, and the time comes to expand into new markets. The problem is, do you have the time, connections, and expertise to effectively do this? Often, the answer is no. That’s where an agency like The Sales Connection comes in.
  • Generates Consistent Leads: Chances are, you’ve found a process or system that works. Whether it includes social selling, email, ads, or calls… you’re on to something great. The time has come to scale up. But why burden your team with this when you can outsource some of the processes to an agency?
  • Helps You Smash Through Glass-Ceilings: We love to see this. We often work with clients that are killing it. They’ve scaled and gone from strength to strength, smashing through one glass ceiling after another. When this happens, outsourcing at least some of the sales process helps you to stay on this path—scaling from one level to the next!

Learning how to outsource a sales team may become one of the best investments you ever make.

How Much Does it Cost To Outsource a Sales Team?

So… how much does it cost to outsource a sales team? Good question, right; one I’m sure you’re asking.

Before we look at that, let’s first consider the cost of building an in-house sales team. A study from Forbes suggests this requires a large investment—not just salaries, but tools, office space, and everything that comes with it.

There are certainly benefits to building an in-house sales team.

Yet there are also risks (and there’s never a guarantee it succeeds).

In fact, the one thing you can guarantee is that you will make mistakes (at least some of the time).

Compared to this, outsourcing a sales team is much more affordable. How much depends on who you hire. What matters is they bring a specific skill set to the table. This lowers your risk, improves your odds of success, and allows you to leverage momentum and growth.

How Do I Start a Sales Outsourcing Business?

I imagine you see the benefits of outsourcing a sales team. But hold on before you dive in because this too can become a costly exercise—if you don’t approach it the “right” way.

Again, here at The Sales Connection, this is what we do. 

Based on our experiences, this is what we suggest you do.

1: Identify if you need it and what you need

The first step is to get clear on what you need—and if you need to outsource in the first place.

Maybe now’s the right time. Maybe not.

Analyze your current business/situation.

Think about what’s working and what isn’t. Think about how much you need to invest to scale to the next level. This gives you an idea of whether outsourcing a sales team is what you need.

From there, identify your needs. What type of sales? What type of people do you need to fill the roles? What service do you desire? The clearer you are now, the easier the rest of the process is.

Don’t just focus on cost, either. Although cost matters, it’s secondary to the skills you need. Hiring the wrong agency will cost you more in the long run. Get clear on this now. Be involved in the process. Don’t delegate it to someone else on your team.

Play an active role!!

2: Define your goals, objectives, and KPIs

Following on from the last step, get clear on your goals.

Define your vision for this sales team.

Set clear objectives. Know what you’ll track before you start.

We’ve come across this issue far too many times in the past. Sometimes a business hires the wrong agency because they don’t know what they actually want. They expect the agency to work miracles. It doesn’t work like that. You need to know what you want from the offset.

Get clear on this.

Set clear goals.

Know what you want!

3: Create Your Scope

All this allows you to then create a winning scope; one that sets you (and your agency) up for success.

When creating this scope, be clear on who you want and what you want.

Make sure you have the necessary onboarding process down, systems, processes, and SOPs. 

If you don’t have these, that’s fine. Make sure you work with an agency that does. Again, an agency can only achieve what you ask them to. Get clear on this now and you’ll save lots of time (and money!).

4: Involve Your Existing Sales Team (get on the same page)

You’re almost ready to pitch agencies and work with the “right” one. First, involve the rest of your team. Not just your existing sales team, but marketing, operations, and everyone else.

Ask for their input and feedback.

Involve them and get them on the same page.

If you don’t, you run the risk of upsetting your existing team; or at least creating a disconnect. This doesn’t help anyone. Spend some time involving your team and making them feel part of the process.

5: Work with a Trusted Sales Team

The final step is to choose the “right” agency to outsource your sales team.

There are many to choose from, but it’s important you work with the one YOU need to.

Your business is unique, remember. Your situation is, too. Never forget this!

It’s why we take great care in who we work with. We want to make sure you receive the service, value, and expertise you deserve—as well as what you need to achieve your goals.

To learn more about how we do this, visit this page and get in touch…

How To Outsource a Sales Team — The Conclusions

Learning how to outsource a sales team may become one of the best investments you ever make. Sales always play a large role in growth. As you scale and break through glass ceilings, it’s your sales team that leads the way.

You need one ready to adapt.

You need one that evolves…

Hiring an A-Class in-house team matters. Yet it isn’t the right step for everyone. What matters is to choose the path you need to take; the one that helps you achieve both short and long-term growth. Working with a dedicated agency to outsource at least some of your sales process may be that next step.

Could we be that agency? Maybe. Maybe not… your next step is to Apply To Partner with US — so we can work with you to find out your exact needs and next steps forward.

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Kayvon Kay

Kayvon Kay

Kayvon has over two decades of experience working with high-level closers and perfecting his sales methodologies. He has earned the title of Canada’s #1 pharmaceutical sales representative and continues to share his expertise as a keynote speaker and through his multi-million-dollar coaching program.

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