How to Get the Most Out of Your Sales Outsourcing Partner

Outsourcing is a great way to get more for your business without breaking the bank or having to take on more staff than you’re prepared to handle. There are several other perks that come from outsourcing, too, provided that you’re making the most of each and every partnership that you cultivate. When it comes to sales outsourcing, that is even more critical. 

Are you making the most of your relationship with your outsourced sales partner? How can you know? There are a lot of different indicators, but understanding what you’re getting (and what you’re getting into) by choosing an outsourced sales team can go a long way in helping you maximize your relationships. 

Why outsource?

Companies that are on a growth trajectory generally need to upscale quickly if they’re going to keep up with their demand. That requires an investment in the sales aspect of the business. Some choose to build from inside, hiring a team of salespeople to do the work in-house. Others opt to outsource to a provider that can offer the customized sales solutions that they need without the hiring and training, overhead costs, and so forth. 

Outsourcing a sales team gives you the chance to choose:

• How many people are on the team
• What kind of sales work they handle 
• What kind of training they have
• Where their expertise lies

You would have to spend months, and a small fortune, cultivating the perfect in-house sales team. On the other hand, you can hire an outsourced team based on your needs and have the perfect people on hand in a matter of days, if not hours. 

When you outsource, you get:

• More people for less money 
• Instant access to experts 
• New market insights 
• No hassles with sales cycles 
• And so much more!

How to maximize your sales outsourcing partnership

Understand what services are provided by your outsourced sales partner. While you’re shopping around for firms, make sure that you have an idea of what you want so that you can compare that to what’s available. Most outsourced sales partners will provide an array of services, including cold calling, email marketing, social selling, and content syndication. 

They understand and utilize the omnichannel approach, creating a sales strategy and sales funnel that’s designed to get your product or service in front of prospective buyers quickly and with a higher chance of conversion. If you can get people’s attention with omnichannel efforts, you’re far more likely to generate leads that you can rely on. 

Make sure that you can justify the expense, of course. Outsourcing isn’t a guaranteed, instant path to growth or success. It’s an investment and it’s one that you need to be able to afford. If you’re not ready, you’re not ready. Even outsourcing might be out of the budget when you’re limited on funds. 

When you do invest in an outsourced sales team, be sure to:

• Have an initial meeting where you can discuss your needs, their services, and how to get (and keep) everyone on the same page. This will ensure that they work as an extension of your organization, not just a random outsourced service. 

• Have a proven product or service already. If you’re still trying to find your market fit, you need to keep things in-house until you do. 

• Check that they have experience in your industry specifically. It will generally make the relationship much more natural and the alignment of your two organizations much more effective. 

• Verify that they can scale to the needs of your business and keep up with its ever-changing needs over time. You don’t want to have to change partners every time you outgrow the last one and with an agile team, you won’t have to. 

When you do it well, you can cultivate the perfect outsourced partnership with a sales team so that your in-house efforts can be focused on other things. That way, you can grow your business as needed without having to grow internally (or spend the money on it) when you’re not quite ready.

What not to do with outsourced sales partners 

As much as there are tips for how to maximize your relationship, there are also some things that you’ll want to avoid. If you are new to the world of outsourcing, this could be more valuable to you than the tips above. For starters, don’t just choose any team that claims to give the best results. In addition to using the tips above, make sure that you vet them, check their reputation and reviews, and get as much information as possible to help you decide. 

In addition, make sure that you do not:

• Choose an outsourcing partner based on cost alone. This can end up costing you far more, both financially and otherwise. 

• Rely on them to function without you. This is a partnership, not someone you’re hiring to do your dirty work. 

• Agree to anything without discussing costs. Reputable outsourcing teams will provide transparent, up front information about their costs, plans, and services. 

• Treat them like employees that are obligated to your company. Integration and being able to align your team with an outsourced partner is good, but they should be treated as the partner they are and the relationship should be mutually beneficial. 

While you’re outsourcing, what else can you take off your plate?

You’ve got a business to run. Whether it’s small, large, or anywhere in between, you probably always need a little help. While you’re looking for partners, why not consider investing in a team like the virtual receptionists at Smith.ai? Not only can we act as your 24/7 answering service so that you never worry about missing a lead, but we can also provide solutions for lead intake, appointment scheduling, and even help with your outreach campaigns. 

Plus, it all comes with a tailored strategy to ensure that we handle all the details and keep you updated as necessary. To learn more, schedule a consultation or reach out to hello@smith.ai. 

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