{"id":1447,"date":"2010-06-16T13:24:40","date_gmt":"2010-06-16T20:24:40","guid":{"rendered":"https:\/\/www.peaksalesrecruiting.comblog\/outsourced-sales\/"},"modified":"2025-01-10T11:36:00","modified_gmt":"2025-01-10T16:36:00","slug":"outsourced-sales","status":"publish","type":"post","link":"https:\/\/www.peaksalesrecruiting.com\/blog\/outsourced-sales\/","title":{"rendered":"To Outsource or Not to Outsource?"},"content":{"rendered":"<p>One of our readers asked us whether they should hire a junior sales person or a telesales company.<\/p>\n<p>On paper, outsourcing the sales function looks quite attractive. Risk and costs are assigned to a third party that specializes in sales and management overhead is decreased. In practice things are a bit different and here is our take.<\/p>\n<p>First a comment on telesales organizations based on my own experiences in employing them. They are typically staffed by junior, entry level sales people and there is typically a lot of turnover in those organizations as the staff often see the call center job as a stepping stone to a sales career elsewhere. The calls are typically scripted to compensate for minimal sales and product experience and this is often obvious to the customer. While this doesn\u2019t sound like a great advert for outsourcing the sales function, the model does make sense in the following instances:<\/p>\n<ul>\n<li>There is a simple, one call close<\/li>\n<li>There are no ongoing relationships with the customer and sales team turnover would not be noticed<\/li>\n<li>The vendor doesn\u2019t need to be involved in the sales process (handoffs on some sales can **sometimes** be uncomfortable for the customer)<\/li>\n<li>The product and offering is mature and the company does not need extensive customer feedback<\/li>\n<li>Domain knowledge is not critical (i.e. the buyer is not sophisticated)<\/li>\n<li>Hiring trained sales people is cost prohibitive<\/li>\n<li>Sufficient sales and sales management competency does not exist within the company (although I would suggest that sales is a core skill that needs to exist in any company that wants to be successful)<\/li>\n<li>The company needs to focus all of its energies and resources on the product development and delivery<\/li>\n<\/ul>\n<p>If you are considering outsourced sales, we know of very reputable and dependable firms that you may wish to consider. Feel free to <a href=\"https:\/\/www.peaksalesrecruiting.com\/contact-us\/\">contact Peak Sales Recruiting<\/a> to discuss your needs and obtain referrals to outsourced sales firms that suit your objectives.<\/p>\n<div class=\"relpost-thumb-wrapper\"><!-- filter-class --><\/p>\n<div class=\"relpost-thumb-container\">\n<h3>Related posts<\/h3>\n<div style=\"clear: both;\"><\/div>\n<div style=\"clear: both;\"><\/div>\n<p><!-- relpost-block-container --><\/p>\n<div class=\"relpost-block-container\">\n<div class=\"relpost-custom-block-single\" style=\"width: 150px; height: 215px;\">\n<div class=\"relpost-block-single-image\" style=\"background: transparent url('https:\/\/g9d6c5a5.rocketcdn.me\/wp-content\/uploads\/2016\/08\/Optimized-Interview_questions_Customer_support-150x150.jpg') no-repeat scroll 0% 0%; width: 150px; height: 150px;\" role=\"img\" aria-label=\"sales interview\"><\/div>\n<div class=\"relpost-block-single-text\" style=\"font-family: ProximaNova, sans-serif; ;  font-size: 15px; color: #6eba57;\">Preparing for Your Next Sales Interview? Read This and Ace It<\/div>\n<\/div>\n<div class=\"relpost-custom-block-single\" style=\"width: 150px; height: 215px;\">\n<div class=\"relpost-block-single-image\" style=\"background: transparent url('https:\/\/g9d6c5a5.rocketcdn.me\/wp-content\/uploads\/2018\/02\/imageedit_15_5084605257-150x150.png') no-repeat scroll 0% 0%; width: 150px; height: 150px;\" role=\"img\" aria-label=\"making business connections\"><\/div>\n<div class=\"relpost-block-single-text\" style=\"font-family: ProximaNova, sans-serif; ;  font-size: 15px; color: #6eba57;\">How To Leverage Cold Email Introductions: Expert Best Practices<\/div>\n<\/div>\n<div class=\"relpost-custom-block-single\" style=\"width: 150px; height: 215px;\">\n<div class=\"relpost-block-single-image\" style=\"background: transparent url('https:\/\/g9d6c5a5.rocketcdn.me\/wp-content\/uploads\/2023\/10\/training-150x150.jpg') no-repeat scroll 0% 0%; width: 150px; height: 150px;\" role=\"img\" aria-hidden=\"true\"><\/div>\n<div class=\"relpost-block-single-text\" style=\"font-family: ProximaNova, sans-serif; ;  font-size: 15px; color: #6eba57;\">The 3 Best SaaS Sales Training Programs Available Online<\/div>\n<\/div>\n<\/div>\n<p><!-- close relpost-block-container --><\/p>\n<div style=\"clear: both;\"><\/div>\n<\/div>\n<p><!-- close filter class --><\/p>\n<\/div>\n<div class=\"abh_box abh_box_down abh_box_business\">\n<ul class=\"abh_tabs\">\n<li class=\"abh_about abh_active\"><a href=\"#abh_about\">About<\/a><\/li>\n<li class=\"abh_posts\"><a href=\"#abh_posts\">Latest Posts<\/a><\/li>\n<\/ul>\n<div class=\"abh_tab_content\">\n<section class=\"vcard abh_about_tab abh_tab\" style=\"display: block;\">\n<div class=\"abh_image\"><img decoding=\"async\" class=\"avatar avatar-80 photo\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/1cfb2152f763e6118839d97c16339339s80ampdmmamprg.png?strip=all\" srcset=\"https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/1cfb2152f763e6118839d97c16339339s160ampdmmamprg.png 2x\" alt=\"\" width=\"80\" height=\"80\" \/><\/div>\n<div class=\"abh_social\">\n<div style=\"clear: both; font-size: 12px; font-weight: normal; width: 85px; margin: 0 0 2px auto; line-height: 20px;\">Connect:<\/div>\n<\/div>\n<div class=\"abh_text\">\n<h3 class=\"fn name\"><a class=\"url\" href=\"https:\/\/www.peaksalesrecruiting.com\/author\/eliotburdett\/\">Eliot Burdett<\/a><\/h3>\n<div class=\"abh_job\"><span class=\"title\">CEO<\/span> at <span class=\"org\">Peak Sales Recruiting<\/span><\/div>\n<div class=\"description note abh_description\">Before Peak, Eliot spent more than 20 years building and leading companies, where he took the lead in recruiting and managing high performance sales teams. He co-founded Ventrada Systems (mobile applications) and GlobalX (e-commerce software). He was also Vice President of Sales for PointShot Wireless.Eliot received his B. Comm. from Carleton University and has been honored as a Top 40 Under 40 Award winner.<\/p>\n<p>He co-authored Sales Recruiting 2.0, How to Find Top Performing Sales People, Fast and provides regular insights on sales team management and hiring on the Peak Sales Recruiting Blog.<\/p>\n<\/div>\n<\/div>\n<\/section>\n<section class=\"abh_posts_tab abh_tab\">\n<div class=\"abh_image\"><img decoding=\"async\" class=\"avatar avatar-80 photo\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/1cfb2152f763e6118839d97c16339339s80ampdmmamprg.png?strip=all\" srcset=\"https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/01\/1cfb2152f763e6118839d97c16339339s160ampdmmamprg.png 2x\" alt=\"\" width=\"80\" height=\"80\" \/><\/div>\n<div class=\"abh_social\">\n<div style=\"clear: both; font-size: 12px; font-weight: normal; width: 85px; margin: 0 0 2px auto; line-height: 20px;\">Connect:<\/div>\n<\/div>\n<div class=\"abh_text\">\n<h4>Latest posts by Eliot Burdett <span class=\"abh_allposts\">(<a href=\"https:\/\/www.peaksalesrecruiting.com\/author\/eliotburdett\/\">see all<\/a>)<\/span><\/h4>\n<div class=\"abh_description note\">\n<ul>\n<li><a href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/books-about-sales-management-and-sales-leadership\/\">20 Of Our Favorite Books About Sales Management and Sales Leadership<\/a> &#8211; October 20, 2023<\/li>\n<li><a href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/how-to-make-progress-on-your-sales-goal-without-a-sales-leader\/\">How To Make Progress On Your Sales Goal Without A Sales Leader<\/a> &#8211; September 15, 2021<\/li>\n<li><a href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/how-cmos-can-retain-talent-during-the-great-resignation\/\">Augment Your Recruiting Strategy During \u201cThe Great Resignation\u201d<\/a> &#8211; July 26, 2021<\/li>\n<\/ul>\n<\/div>\n<\/div>\n<\/section>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>One of our readers asked us whether they should hire a junior sales person or a telesales company. On paper, outsourcing the sales function looks quite attractive. Risk and costs are assigned to a third party that specializes in sales and management overhead is decreased. In practice things are a bit different and here is<\/p>\n<div><a class=\"text-primary mt-2\" href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/outsourced-sales\/\">&#8230;continue reading <span class=\"sr-only\">&#8220;To Outsource or Not to Outsource?&#8221;<\/span><\/a><\/div>\n","protected":false},"author":10,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"limit_modified_date":"","last_modified_date":"","cybocfi_hide_featured_image":"","footnotes":""},"categories":[12],"tags":[],"class_list":["post-1447","post","type-post","status-publish","format-standard","hentry","category-sales-career"],"acf":[],"_links":{"self":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/posts\/1447"}],"collection":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/users\/10"}],"replies":[{"embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/comments?post=1447"}],"version-history":[{"count":0,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/posts\/1447\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/media?parent=1447"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/categories?post=1447"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/tags?post=1447"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}