Outsourcing sales reps and outsourcing your sales team can help you grow your business faster. What outsourcing does, it allows you to contract with an organization that has sales reps available to start immediately to sell your product or service. Compare this availability of sales reps with your longer process to recruit, hire, onboard and train sales reps to sell your products or services. When you try to hire your own sales reps, it can take away valuable time from selling and can also limit growth. One strategy we recommend, is to use outsourced sales reps to start selling for you, while you try to recruit your own sales reps. So you won’t lose valuable time in the market. Whether it’s a good option for your business depends on what the cost of your item or service is. Is it a long or short sales cycle? Plus a few additional variables.
Contracting with a sales organization gives you immediate access to trained sales reps, as well as proven sales systems, software and lead platforms. Some use proprietary tools to identify prospects. Outsourcing firms typically have sales reps with many years of experience. They don’t need to be trained on sales tactics or techniques. They just need to know the features and benefits of your particular product or service. They take that information and with very little training can start selling rather quickly. The training you provide is centered on the value of your offering to a prospect and how that may relate to competitors, if applicable.
Outsourced sales companies usually have inside sales reps available. Some also have outside sales reps. Outside sales reps allow for face to face interaction and higher close ratios.
Given that contract sales firms often serve various clients. They often have experience in multiple verticals. Some do specialize in a few areas. Selling into 2-4 verticals. The payment mechanism for most outsourced sales firms is a retainer based model. Although, you will find some who operate on commission only.
Here’s some additional info on different sales outsourcing models Outsourcing Sales Models