Sales outsourcing b2b leead generation

8 Factors to consider while Outsourcing Sales

As per the market reports and stats, entrusting sales activity to a third-party vendor can indeed help in achieving the sales and business goals better than investing and building an in-house sales team. However, the outsourcing process may not be as smooth as one might think, without the preparation and the shaping of expectations by both parties prior to the kick-off of the project. In our previous blog- When to Outsource Lead Generation? We did discuss on the questions a company needs to ask themselves while choosing a lead generation or sales outsourcing partner/vendor. In this blog, we try to dig deep into this topic of what factors to consider while partnering with an outsourcing agency.

No matter which part of the sales process is being outsourced- be it lead generation, pre-sales, or account management; many factors come into play when selecting a sales outsourcing company, and taking account of all the factors while finding the right partner is critical to operation’s success. As discussed in the previous blogs there are few driving forces for outsourcing sales activity or any outsourcing services in general such as – lack of expertise, scalability issues, and cost-efficiency. But there are many intrinsic factors that one needs to consider when a company looks for an outsourcing partner as below:

Factors to consider while partnering with a sales outsourcing partner:

  1. Alignment with Company culture, Vision, and Values: It is natural that an internal employee is much more invested in the company in terms of its goals, success, and growth than any external outsourced team considering that the sales outsourcing agency bears the responsibility to several different clients. Having said that, an outsourced agency or partner is bound to deliver as they are accountable to what they commit to doing, but it is essential to consider that the outsourced partner is in sync with the company culture, vision, and values and the partnership is fruitful for both the parties.
  2. Experience & reputation: It is critical to consider the experience of the outsourcing agency when assessing its ability to lead the project. There could be no substitute for the experience that the agency has in solving business challenges and having knowledge about the industry. So, the company needs to evaluate the outsourcing agency with necessary case studies, proof of track record, satisfied clients, etc that justifies their reputation in the market.
  3. Industry best practices and sales tools tech stack: With an ever-evolving sales landscape, tactics and tools that clicked in past years might not be suitable or effective in the present-day scenario or for the future. Technologies change at a lightning pace and competition is tough so choosing a sales outsourcing partner who stays on top of the latest and greatest sales practices is something that a company should look for while engaging with a sales outsourcing partner.
  4. Area of expertise and skillsets: The primary goal of sales outsourcing is to acquire access to skills and competencies that are difficult or too costly to have in-house. It is essential to look for a partner who specializes in specific markets or industries and provides the technical expertise and skillsets that are needed for the company.
  5. Outsourced Talents: The success of outsourcing lies at the hands of the talent employed at the outsourcing vendor; it is particularly significant in a client-facing operation such as sales. The companies need to make sure that the outsourced team is formed out of experienced professionals and meets their standards.
  6. Ease of communication: If the sales outsourcing activity is taking place at a global scale, it becomes necessary for the companies to consider the time-zone, language, holidays, availability, and communication channels (phone, email, chat, messaging apps) so that the communication between the company and vendor is smooth, constant and truthful. Also, the companies need to ensure to have a dedicated point of contact to handle all the queries.
  7. Reporting Structure: Companies need to ensure that the outsourcing sales partner has a solid process to monitor, optimize sales activities. To monitor the remote team’s productivity and consistent quality levels company needs to agree on a methodology to track results and resolve issues beforehand to ensure the project progresses as well in quality as in quantity.
  8. Data Privacy: Data privacy is one of the biggest concerns in modern-day business. A significant amount of personal and confidential data (company data, product & tech data, client data, etc.) is processed during sales and sales outsourcing. Companies need to make sure that the data is protected, and the vendor complies with industry standards (ex. ISO 27001 & GDPR compliant) and rules & regulations of data confidentiality and Intellectual Property.

We at VAST Tec, step into the shoes of our customers- understand the above factors or concerns that our clients have and constantly strive to make the outsourcing process as smooth and fruitful as possible. We proudly speak high of ourselves as we have the right talent pool to get the job done as we use the best sales practices and methods to achieve our client’s goals. We are well-versed with the latest sales tools or tech stack (prospecting tools, CRMs, engagement platforms, etc.) and have a proven record of accelerating revenues for B2B, SaaS-based, or IT companies by helping them globally scale their business.

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