What Is Sales Outsourcing
Sales outsourcing means hiring a third party company specialising in sales to provide sales services on your behalf. Such third parties have expertise, trained and experienced staff and can perform sales activities at a relatively lower cost.
Why companies outsource sales?
- to reduce or control costs
- gain access to resources that are not available internally
- free up internal resources
- increase sales volume without adding internal resources
Sales Outsourcing Pricing And Other Common Questions
Is sales outsourcing for small business? Can I get Outsourced Sales Commission only? Is it good for startups?
Sales Outsourcing For Small Business
There is a common misconception that outsourcing work is for big enterprises only and small businesses cannot affor it. Outsourced sales can work on different levels and for different size companies and projects. In fact, small businesses and startups can be better suited for outsourcing some of their workflows. They usually do it anyway when it comes to accounting, payroll, lead generation. In the case of sales it seems doifferent for some reason. Sales is so crucial to many startups and small businesses that they usually try to keep it within the organisation. That’s where they may be wrong.
A small manufacturing or service providing business, while having expertise within its respective field, may not be good at selling. Or at accounting. Or installing. The business often decides to outsource the functions it is not good at to decrease the costs and reduce risk.
The same is true about sales. Sales requires specific mindset, experience, expertise, internal resources. And sales training. If a business wants to succeed, it is not enough to hire someone and tell him, or her, to sell. It is very common for startups and small businesses to cross-function, to have someone doing all sorts of jobs. Including sales. But if sales is so crucial to the success of the enterprise, it should be done right. This is why outsourcing sales is the right choice for startups and small businesses.
Sales Outsourcing Pricing
The pricing of outsourced sales services differ depending on the size of the project, its profitability, competitiveness and other factors. A business considering outsourcing should take into account that no professional company will take a project on face value. Sales outsourcing companies need to consider the workload, expertise needed, costs and profitability in order to price the job correctly. If they don’t, your project won’t get the attention you require. And no revenue.
That’s why outsourced sales would often start with feasibility stage where the project is trialed and assessed. After that there are different models you can be offered:
- Outsourced sales commission only. This is a very good option for startups and small businesses where there is no additional costs and no additional financial risk associated. Company looking to outsource the activities would often need to provide sufficient amount of qualified leads in order to assure profitability for outsourced sales company
- Outsourced sales and marketing. This can be the most beneficial model to a small business or a startup. A vendor takes care of both marketing and sales fucntion, either commission only or on a retainer, and a business doesn’t need to worry about these two functions.
- Retainer plus commission. Very often the model that is agreed is a combination of fixed price and commission. This reassures both sides financially and allows for scalability of the model
Benefits Of Sales Outsourcing
Increases revenue without committing internal resources
Acquisition of sales expertise
Scalability and flexibility
Risk reduction
B2B Sales Outsourcing
Outsourcing B2B sales means getting a third party sales specialists (company) to perform B2B (business to business) sales activities (and often sales prospecting) on your behalf.
B2B sales is a much more complex process than B2C (business to consumer) and requires higher degree of experience and expertise. For this reason companies often decide to hire an external party to do the job as creating such internal resources with high level of expertise may be too expensive and too risky.
77%
of B2B buyers described their latest experience as difficult or complex
76%
of B2B buyers expect more personalised attention from sales reps
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Sales Outsourcing Companies
What sales outsourcing companies in Ireland and the UK do?
Sales outsourcing companies are 3rd party entities specialising in sales. They offer expertise, resources, flexibility of scale for businesses that either don’t want to engage in sales activities or looking to increase revenues without adding internal resources.
Sales outsourcing companies are 3rd party entities specialising in sales. They offer expertise, resources, flexibility of scale for businesses who either don’t want to engage in sales activities or looking to increase revenues without adding internal resources.
Sales Outsourcing companies offer a range of services depending on the size of the project, profitability of the product or service and competitiveness of the niche/market
Not every business has sales expertise and sales experience and building an effective sales team can be costly. Hiring an external sales outsourcing company makes sense particularly for new businesses that gain access to experience without risk of committing internal resources.
