Business Marketing

How to Know When You Should Outsource Your Sales

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The world of B2B sales has changed. The strategies that used to work may no longer apply to the modern-day customer. 

To penetrate the right market, B2B companies have to make sure they can keep up with the changes and adjust their sales strategies accordingly. What matters is to be able to reach the target market and turn them into buying clients.

That is where sales outsourcing comes in.

When to Outsource Your Sales

Outsourcing B2B sales refers to hiring a third-party service provider to handle the company’s sales strategy, maintain a sales team, and implement the sales process. This team will operate as an extension of a B2B company.

Outsourced sales, if done properly, can increase both top-line and bottom-line revenue. 

So, when should a company outsource its sales?

If you are unsure whether outsourcing is right for your company, consider the situation and needs of your business. Here are some signs that tell you to consider outsourcing:

You lack time to create your own in-house team

Many companies think that having an in-house sales team is the best option, especially since it provides complete control over the sales process. You can decide who to hire and determine how the team will operate. 

But, as exciting as it may seem, building an in-house sales team can be very challenging. You have to make sure the members of the team are knowledgeable about sales. They need to be well-versed in handling various types of clients. 

That means you need to set aside time to create the best team for your company. The hiring process can be long. You need to attract the right applicants and go through interviews. Then, you have to choose talented candidates. After that, you may need to train the sales team members to know how to properly handle clients, depending on which stage of the sales process they are in.

You do not have an efficient in-house team

Another reason to outsource your B2B sales function is the lack of an efficient in-house team. If your sales department constantly fails to meet deadlines or is not producing positive results, it may be time to consider getting help from a professional outsourcing service provider.

Working with a dedicated team of sales experts will increase the efficiency of your company. Outsourcing also helps shorten the time it takes to generate results. Thus, you can expect effective sales strategies that will help you grow your revenue.

Additionally, you also get to focus more on other essential aspects of the business. You can spend more time in product development or innovation.

You find your team overburdened

There are a lot of tasks involved in sales. Do you have enough personnel to handle each activity? Or do you have a small team that takes care of all of the company’s sales needs? 

It is best not to overburden an employee with multiple tasks. Not only does it prevent efficiency, but it may also cause burnout.

See if your team is being overworked. If that is the case, consider outsourcing. You can either outsource the whole sales function or get help for particular tasks such as finding leads, setting appointments and booking meetings, or closing deals.

You want to save infrastructure and software costs

Maintaining an in-house sales team comes with expenses. You even have to spend money during the hiring process. Then, you need to make sure your employees have the proper skill set necessary for their jobs. That requires educating them. But, ongoing training also comes with a cost. Additionally, you have to provide benefits.

Aside from all of these, the company needs to house the team. So, there would be infrastructure costs. The company has to buy the right equipment for the office. To keep up with the changing needs of the market, B2B companies also have to invest in the right tools. Among these are different types of software.

Outsourcing allows you to avoid all of these expenses. Hiring an already experienced team gives you access to reliable service at a more affordable fee. There will be no need for you to purchase the latest software or equipment.

Sales outsourcing also means you do not have contracted employees. Your agreement is with the service provider and not with individual salespeople. You will not have to worry about employee liability. With this, it will be easier to plan an accurate budget.

You do not know how to manage a sales team effectively

Having a competent sales team is important, but proper management of the team is also necessary. If it seems like you are always in panic mode when dealing with a sales cycle, then managing the sales function of the company may not be right for you.

As the head, you should understand that making a sale is not the team’s only goal. You have to build the company’s credibility and gain the trust of potential and current clients. In short, you have to establish long-lasting relationships.

Keeping up with sales trends based on customer expectations and creating strategies is also a must. 

Managing an in-house team means you train the staff to become great at their jobs. If you think that you are not great at sales, then it is best to hire a team of experts.

Another challenge in managing in-house sales teams is that there may be less flexibility to adapt to changes. Outsourced teams understand that shifts are normal. So, they are capable of adapting to the changing needs of your business.

What You Get When You Outsource Your Sales Team

Before, it was more common for B2Bs to have in-house sales teams. But many companies have now realized how advantageous it is to outsource the sales function. It is an easy and effective way to increase sales revenue.

Here are some of the things you can get from outsourcing:

  • Engage experts
  • Promote sales growth
  • Access the right tools and technology
  • Proper management of the sales team
  • Have effective strategies

How to Choose a Sales Outsourcing Service

Once you decide to outsource sales, you have to make sure you are getting help from the right service provider. Here are some tips to help you get started:

  • Choose what part of the sales funnel to outsource.
  • Find an outsourced sales company that has experience in handling needs similar to yours.
  • Figure out what technology they have experience using.
  • Discuss how to monitor and evaluate progress.


In the past, clients in need of a product or service would reach out to a potential service provider. They deal with a sales representative who would present a sales pitch. From the sales pitches, clients choose the one that they think is the best option.

Nowadays, the sales process is not always straightforward. B2B companies have to be more proactive in attracting and reaching out to prospective clients. The marketing team finds leads while the sales team gets the said leads into the sales pipeline.

Outsourcing B2B sales, whether the whole function or only specific tasks, will help your company stay relevant, reach out to the right audience, and generate more revenue. So, it is crucial to know when you should outsource your sales.

About the author


Tony Horwarth

Founder, President, and CEO of Sales Focus Inc. Tony pioneered the Sales Outsourcing industry in 1997 and officially launched Sales Focus Inc. (SFI) in 1998.