The Definitive Guide to B2B Sales Outsourcing
Every business needs a strong sales strategy to succeed. If your sales have been struggling, B2B sales outsourcing may give you the boost you need.
While the idea of outsourcing may seem strange to you, there are numerous benefits that lead to improved lead generation and increased sales.
In this blog, we will explore how B2B sales outsourcing works and how it can improve the sales cycle for your company.
Key Takeaways
- Reducing costs, team flexibility, and sales expertise are some of the top reasons companies choose sales outsourcing.
- Sales outsourcing can complement an already successful sales team by taking over menial tasks like lead generation.
- An outsourced sales team opens the potential for growth by offering expanded business hours and additional sales expertise.
What Is Sales Outsourcing?
Sales outsourcing is letting a third-party company run some or all of your sales processes. Outsourcing sales can include a wide variety of tasks including market research, taking inbound calls, lead generation, and even cold calling.
Top Reasons for Choosing Sales Outsourcing
Sales outsourcing is beneficial for many businesses but might not be the right choice for every business. Here are some of the top reasons businesses choose to outsource sales:
- Costs: Paying for a third-party team is usually less expensive than hiring your own internal employee.
- Team Flexibility: If your team is feeling overwhelmed with leads and potential sales are getting lost, adding an outsourced sales team can capitalize on those leads.
- Expertise: If there are sales strategies that go beyond the skills of your team, you can get expert sales experience with an outsourced partner.
The 2020 Deloitte Outsourcing Survey shows that cost reduction, flexibility, and speed to market are the top goals for choosing outsourcing.
How Does Outsourcing Benefit Your Current Sales Team?
If you have a sales team, you probably think they are more valuable to you than any third-party agency. And you are right. Your in-house sales representatives are experts in your products and company.
However, you might be surprised to learn how little time your sales staff spends on sales. Research has shown that salespeople only spend about one-third of their time with sales. The rest of that is spent doing things like attending meetings, traveling, doing paperwork, and creating reports. You would probably love it if your sales staff could spend more of their valuable time focusing on high-end clients instead of pushing papers.
Outsourcing sales can help you accomplish that task. Shortening your sales staff’s list of tasks, even by just a couple of hours a week, translates to hundreds of active selling hours each year for each representative. Imagine how much revenue your team could generate with that amount of time.
Here are some more valuable benefits to outsourcing sales.
1. Flexibility to Scale Your Sales Team
Perhaps your business thrives primarily from seasonal sales, or you are considering venturing into new markets. Whatever the reason, outsourcing B2B sales gives you the option of scaling your sales department.
With an outsourced sales team, you can increase or decrease the number of sales experts you require for certain projects or times of the year. Trying to do this in-house requires significant amounts of recruiting, interviewing, hiring, and training. An outsourced team is ready to go with minimal downtime.
2. Outsourcing Affordability
Even if you still prefer hiring your own sales staff, consider how much it costs to do that. According to Zippia, it costs an average of $4,425 to hire one employee. If you hire a bad employee, it’s going to cost you 30% of their annual salary.
Sales outsourcing, on the other hand, can be customized to fit your needs and budget and is typically much more affordable than an in-house team. You also get the benefit of not having to worry about “bad hires.” If an outsourced agent quits or gets fired, the agency will deal with that and not you.
3. Cuts Out Recruitment Downtime
Outsourced sales agents are experts in sales. They already have the training. While it will take some time to learn your sales process and familiarize themselves with your products and services, the downtime should be minimal.
Consider how long it takes to advertise for a job, comb through applications and resumes, conduct multiple interviews, and finally hire one good candidate. Then, you must go through weeks, if not months, of training to get them on board.
4. Takes Over Lead Generation
You likely have some excellent sales experts on your team already. If there are some tasks that they don’t like doing or simply take up a lot of their time, outsource those tasks. For example, some businesses save the selling to their in-house team, while outsourcing lead generation and prospecting. The outsourced team can work through the potential leads and only send the best and warmest leads to your team.
5. Offers Sales Expertise
Some businesses, especially small businesses, may not have their own sales team or, perhaps, they have been relying on other team members without the necessary expertise to manage sales. By outsourcing sales, businesses of all sizes gain access to a team of well-trained sales experts.
If you are a small business, this video offers some tips on how to outsource your sales.
5. Gives You Growth Potential
Another reason to outsource is to grow your business in a new direction. Perhaps you are considering expanding to new areas where you do not have a physical office. Depending on where you want to go, there may be time zone or even language challenges. An outsourcing agency can connect you with the right team that is available during the necessary times and speaks the language.
Trust Televerde to Be Your B2B Sales Outsourcing Partner
If your sales team is feeling overwhelmed or you are ready to expand, it is time to seriously consider outsourcing your B2B sales.
Working with a third-party company can give you the expertise and experience you need to quickly grow your revenue and put your focus back on your customers. Televerde can help you accomplish these goals plus so much more.
We are experts in helping you target your ideal customer along with generating high-quality leads. Let us handle the expense and frustration that comes with the administrative side of sales, while you focus on what you do best.
Learn more about the Televerde Sales experience or contact us today to discuss your goals.
