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4 Tips to Succeed in Outsourcing Sales

Posted by Bianca Rico
on Sep 20, 2016 7:24:47 AM

Making the decision to outsource your sales function is a great first step to increasing your team’s productivity and efficiency. But we know it can be tricky to determine what the next steps are and how to make sure you move through the process in a way that allows you the best bang for your buck.

Outsourcing sales functions don’t have to be a nightmare. Here are some of our favorite tips that will get you started in the right direction.

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Tip #1: Hire for a role instead of a task.

Rather than thinking about outsourcing as a way to get certain tasks off your plate, consider  outsourcing as a way to bring on another employee. Look for an outsourced contractor or company that can fill a particular role that meets your needs - whether that be a salesperson, business development rep, or lead qualification. Instead of getting bogged down into what tasks the outsourced person or company can handle. Hiring for a role rather than a set of tasks will streamline their duties and make them more effective.


Tip #2: Be as stringent in the hiring process as you would for an internal employee.

You wouldn’t just pick a person off the street because you’ve heard good things about them and offer them a job, right? So don’t do the same with an outsourced company. Use the same type of qualification and selection process for whomever you decide to outsource to as you would when hiring for an internal employee. After all, this person or team is going to represent your company, so they should be a true extension of your team’s skills, credibility, and culture.


Tip #3: Evaluate credentials.

This goes hand-in-hand with the step above, but because this is a company of people and not a single person you’re hiring, you need to take the time to think separately about the structure and future vitality of the relationship with this company. Look for online reviews from credible sources - does this company have good references and feedback from satisfied customers? Does their sales mission and process align with your goals? Are their processes regulated, concrete, and proven to work? Do they have up-to-date technology? If you’ve thoroughly reviewed the company and the answer to any of these questions is no, reconsider.


Tip #4: Hire the right people (regardless of location).

Unlike an in-office employee, outsourced companies and contractors are typically remote. Once you’ve narrowed down your selection pool to a few reputable sources, make your final decision based on how you feel about the company, the work they do, and how they’d be an asset to your team. Try not to get too bogged down with where they’re located. With the presence of a multitude of project tracking tools, productivity software, and channels of communication, you won’t even notice the time zone difference (if there is one). Additionally, outsourced companies will typically try to work within your business operation hours so as to not set you back. Location doesn’t matter if the person or company is reputable and doing their job right.


If you take the time to thoroughly prepare and ensure you don’t rush through the process, finding the right contractor or outsourcing company to help with your sales duties can be quite easy.

If your sales team could use a hand, we can help. Click below to schedule a free demo to learn how VOIQ can integrate seamlessly with your team.

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Topics: Sales Development

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