What is Sales Outsourcing and Why Should I Outsource?
Outsourcing Sales is similar to the outsourcing of other business processes. With Sales Outsourcing, part or all of the sales (and often the marketing) function is outsourced to another party – a Sales Outsourcing company. Prior to the late 1990s outsourcing sales had, for the most part, consisted of telesales and other smaller ticket and more transactional sales activities. Historically, these have been directed principally at the consumer or small business markets for products and services that did not require a great deal of sophistication in order to sell.
More recently, companies of all kinds have used sales outsourcing to expand into new territories, to launch new products or test new sales methods.
While this has been the case, today many companies are also using sales outsourcing to gain bandwidth, to scale rapidly, to achieve higher levels of performance, to gain speed to market, and to allow management to focus on other strategic issues. By outsourcing sales, companies can gain a strategic advantage and market share much faster and more efficiently than would be possible otherwise.
A large number of the companies that have outsourced to Sales OverDrive have done so because selling is simply not a core competency. After successive attempts, they have not been able to achieve the sales momentum necessary to compete effectively. This is more often the case in the more difficult, or larger ticket B2B sales environments, but it could be said for any industry. Mark Gottfredson the Global Head of the Performance Improvement Practice for Bain&Company in Dallas Texas has written a number of papers on what he terms as “Capability Sourcing”. Please see the excerpt below.
"We describe capability sourcing as a process of getting access to best-in-class capabilities for every single thing that you do in your company and in your company's value chain."
"We recommend that you look at every single thing that you do, every capability, and ask whether you're best in class at it or not. If you're not, you have a few options. One would be to build that capability internally. Another would be to outsource it to somebody who does it better than you. Or you could move offshore when costs and quality are superior. In that case, you could either do it on an outsourced basis, or you could develop it yourself offshore. Basically, we believe that you can change the fundamental competitive dynamics of your industry if you look at every capability and leverage the right capability at the right cost from the right source and the right shore.”
When looked at from this perspective presented by Mark, is sales a best in class competency in your company?
If not and you are unsure as to whether you can make it best in class, contact us and we’ll help you decide how to improve sales.
Sales OverDrive one of the very first companies to outsource more difficult B2B sales organizations and achieve superior results. Today, OverDrive is the oldest and most successful sales outsourcer in the United States.
How Much Can Sales OverDrive Increase our Sales?
Bottom line, Sales OverDrive is ordinarily able to help clients grow revenues much faster – usually between 100% faster to as much as 2000% faster – in spite of poor economic times and tough competitive environments. Historically, we’ve routinely been able to:
- Increase our client's sales growth rate rapidly through the deployment of our proven sales processes, expert sales talent and meticulous execution.
- Capture market share much faster by reducing sales cycle time, improving win ratios, increasing deal sizes and customer perceived value.
- Maximize sales ROI and margins by significantly improving sales productivity.
How Do I Know if My Company is a Candidate?
Is your Sales force best in class? Is there a significant opportunity to improve sales? These are the most important questions in determining if Sales OverDrive is right for you. If your answer is no, then let us help you.
To answer these questions and get a sense for what Sales OverDrive can do for you, take a moment and complete our OverDrive Sales Diagnostic and one of our senior staff members will discuss with you our estimate of the potential sales growth and ROI improvement likely available to you, as well as just how Sales OverDrive can accomplish this for you.
What Types of Companies are You Able to Help?
Sales OverDrive has served companies in a number of industries – both business to B2B, B2C and B2E companies selling industrial goods, technology and software, business services of all kinds, and supply chain, distribution and transportation companies to name a few.
How Fast Can This Be Done?
Sales OverDrive can perform an analysis of your company and competitive environment, design sales process and recruit, train and deploy an OverDrive sales and marketing team in as little as 60days. Contact us to see what we can do for you.
