When businesses are looking to grow their sales, one decision they must make is whether to outsource inside sales. Outsourcing inside sales can be a great way to streamline your sales process and free up your internal teams to focus on what they do best. However, there are both pros and cons to outsourcing inside sales.
Essentially, it means bringing on an external team to handle certain tasks. These may be prospecting, qualifying leads, setting sales meetings, and securing new business. This can be useful for companies that are looking to expand sales efforts but don’t have the resources or expertise to do so internally.
By outsourcing these tasks, companies can focus on core competencies and leave the sales process to professionals who are trained and experienced in this area. Additionally, outsourcing inside sales can be a cost-effective way to scale your sales efforts, as you only pay for the services you need and don’t have to worry about hiring, training, and managing a full-time sales team.
Overall, outsourcing inside sales can be a smart way to boost your sales efforts and drive revenue without overextending your internal resources.
However, it may not be right for every business, as it’s also worth noting that not all outsourced companies are the same, so it’s important to do your due diligence and find the right fit for your business. Carefully consider the pros and cons of outsourcing inside sales before making a decision.
The Pros of Outsourcing Inside Sales
Increased Efficiency and Productivity
By outsourcing certain tasks and responsibilities, such as training new hires and handling logistical aspects of sales campaigns, businesses can increase their efficiency and productivity. This allows B2B sales reps to focus all of their efforts on selling, and teams to scale as needed without being bogged down by additional responsibilities.
Outsourcing inside sales can also save time that would have been spent on training new hires. This allows for a more streamlined and efficient process. Overall, outsourcing certain tasks can lead to increased efficiency and productivity for businesses.
Saving Money
Leads generated by a quality outsourced team are more likely to represent real opportunities that will lead to more sales, ultimately resulting in a better bottom line.
Additionally, outsourced sales representatives can focus more of their time on nurturing accounts and building meaningful relationships with prospects, which can lead to more sales and further contribute to a business’s financial success.
Hiring a company that focuses on a core skill set can help businesses save money. It increases the likelihood of making more sales and streamlining sales processes.
Market and competitive landscape research
An outsourced team can assist with research into new markets, helping businesses break into these markets more easily. They can also dedicate time to scoping out competition by asking questions to prospects who already have a solution in place, giving businesses valuable insights into their competitors. This type of research can be crucial for businesses looking to expand into new markets or stay ahead of the competition.
By outsourcing this research, businesses can take advantage of the expertise and resources of an experienced team to gather valuable information about the market and their competitors.
The Cons of Outsourcing Inside Sales
Potential language and cultural barriers
One potential challenge of outsourcing inside sales is the possibility of language and cultural barriers. This is especially true when working with an outsourced team based in a different country. This can lead to difficulties and miscommunications with prospects and between the outsourced team and the internal team.
To mitigate these challenges, businesses will want to consider outsourcing to a team based in the same country or region. This ensures clear communication and cultural understanding.
Similarly, if a business is not based in the US and is looking to expand into a North American market, outsourcing to a lead generation company based in North America can help them break into this market more easily and avoid potential language and cultural barriers.
Less Company-specific Knowledge
Since the outsourced team is not a part of your company, they may have less awareness of your brand voice. They may also have less understanding of your company’s specific needs and strategies.
However, these challenges can be managed by setting clear expectations, communicating consistently with the outsourced team. Also be sure that the company you choose is familiar with your industry.
Successful outsourced inside sales requires collaboration, planning, and effective communication between your company and the outsourced team. This ensures that everyone is on the same page and working towards the same goals.
Pay for Performance Models
It’s important to consider the type of compensation model the company uses. If they use a pay for performance model (PPP), they may be more focused on generating a high volume of leads, regardless of whether or not these leads are a good fit for your company. This can lead to a lower quality of leads and potentially lower sales.
To ensure a higher quality of leads, it is beneficial to choose an outsourced company that is not based on a PPP methodology, and is instead focused on the quality of leads rather than the quantity. This ensures that leads generated by the outsourced team result in sales and are a good fit for your company.
Outsourcing inside sales can be a great way to bring a fresh perspective and new ideas to the table. However, there are pros and cons to outsourcing sales. An outsourced sales team can bring a unique set of skills, experiences, and cultural perspectives to the table. On the other hand, outsourcing also comes with its share of potential challenges.
There may be language barriers or cultural differences to overcome. Also, coordinating with a team that may be located in different time zones can be a logistical challenge. With good communication and clear expectations, these challenges can be overcome. Additionally, the benefits of outsourcing can outweigh the drawbacks.
The decision to outsource inside sales will depend on the needs and goals of your company. The key is to carefully consider all factors and make a decision that is best for your business.
JMS Elite is a reputable company with a track record of delivering high quality results in a range of industries. These include finance, manufacturing, healthcare and life sciences, B2B retail, and eCommerce. Is your business is in one of these industries and considering outsourcing? If so, JMS Elite may be worth considering as a potential partner.
For more information, contact JMS Elite today.
