When To Hire an Outsourced Sales Representative (And How To Do It Right)

Are you trying to find a way to expand your sales force without the heavy lifting involved in recruitment and training? Hiring an outsourced sales rep could be the strategic step your business needs.

This method not only optimizes your bottom line but also introduces flexibility and specialized expertise that are hard to replicate with an internal sales team.

In this article, we’ll guide you through the benefits of outsourcing your sales, pinpoint the right timing for bringing an external team on board, and walk you through the process of finding and integrating an outsourced sales rep into your business strategy.

What Is an Outsourced Sales Representative?

An outsourced sales representative is a professional from a third-party organization tasked with executing sales for another company. These representatives, working externally, can supplement or even replace traditional in-house sales teams, offering specialized expertise and market access without the burden of hiring full-time staff.

The role of an outsourced sales rep varies with the hiring company’s needs. They might manage the full sales cycle or concentrate on specific tasks, such as lead generation or following up with potential customers.

Their contractual obligations provide a cost-effective, flexible solution for businesses aiming to scale their sales operations swiftly.

This model of sales support can bring cost savings, streamlined sales processes, and a more dynamic sales strategy that adapts to changing market demands.

Advantages of Hiring Outsourced Sales Reps

Building and maintaining a robust, dedicated sales team is a challenging task. From training new hires to managing sales operations, the process can be time-consuming and expensive. 

However, hiring outsourced sales reps is a simple and effective solution to these issues. This approach brings a wide range of benefits, transforming your sales processes and propelling your business forward.

In order to understand the advantages of hiring an outsourced sales team, we need to dissect them one by one.

Cost savings

If your aim is to optimize your budget and streamline your sales operations, the financial benefits of outsourcing your sales are compelling. Here are some of the advantages:

• Bypassing the overhead expenses of full-time salaries, employee benefits, office space, and training costs
• Only paying for the sales services you need when you need them
• The potential for further cost savings on salary expenses by outsourcing to regions with lower living costs, such as Latin America (LatAm)

Flexibility

In a fast-paced business landscape, flexibility is key. Whether you need to respond to market changes, scale operations, or adjust your sales strategy, the ability to adapt quickly can give you a competitive edge.

This is where outsourced sales reps come into play. They offer you the flexibility to:

• Scale your sales teams up or down in response to market conditions or strategic needs
• Quickly ramp up sales efforts during new product launches
• Scale back during slower sales periods
• Make adjustments without undergoing major organizational changes

Specialized sales expertise

When it comes to sales and marketing, niche expertise matters. Outsourced sales reps are seasoned professionals with specialized industry knowledge and access to advanced sales tools. They can provide insights and strategies that lead to more effective sales approaches and better performance metrics.

Hiring outsourced sales reps not only provides you with an experienced sales force possessing the required skills, knowledge, and tools to elevate your sales efforts but also enables your internal staff to focus on core business functions.

Faster time to market

In today’s competitive market, speed is essential. The faster you can get your product or service in front of your target audience, the better. Outsourced sales reps can significantly expedite your time to market, allowing you to quickly test new products, enter new markets, and minimize extensive training.

By leveraging the expertise and resources of an outsourced sales team, your business can gain a significant head start in sales development, accelerate the sales process, and improve lead generation efforts faster.

When To Consider Hiring an Outsourced Sales Rep

Before diving into the practical steps of hiring an outsourced sales representative, it’s crucial to identify the scenarios that signal the need for such a strategic move.

Understanding when to enlist the support of an outsourced sales professional can make a significant difference in your business's growth trajectory and competitive edge. Let’s explore the circumstances that might prompt you to consider this option.

You’re undergoing rapid growth

When your business is experiencing a rapid growth phase, scaling your sales team to keep up with demand can be daunting.

However, one survey found that 79% of companies that outsourced their sales were able to scale faster because of it. Outsourced sales reps can provide the immediate support and expertise needed to capitalize on market opportunities without the long lead times associated with recruiting and training new in-house staff.

Your business is entering new markets

Expanding into new geographic or product markets can stretch your existing sales team thin and require a unique set of skills and knowledge.

Outsourced sales reps can be hired from all over the world and often bring a wealth of experience and local insights that can be pivotal in successfully breaking into new markets and establishing a strong presence quickly and effectively.

Your internal team needs to focus on core competencies

If your core team’s strengths lie in areas other than sales, such as product development or customer service, it may be advantageous to outsource your sales functions. This allows your in-house team to focus on what they do best while outsourced reps with specialized skills and sales experience take the reins on driving revenue and market expansion.

7 Steps to Finding the Right Outsourced Sales Representative

Once you’ve decided to hire outsourced sales reps, you’ll need to find the right one for your business. However, this is easier said than done. The process involves several complex stages, ranging from determining your sales needs to searching for providers to assessing talent and finalizing the hire.

To help make this crucial task easier, we’ll navigate you through each step, showing you how to find outsourced sales reps who align with your business goals and propel your sales efforts to new heights.

1. Define your needs

The first step in finding the right outsourced sales rep is to clearly define your needs. Take considerations like the following into account:

• The specific selling techniques required for your products or services, such as consultative selling for complex solutions or transactional selling for simpler products
• Any knowledge required to handle sales in your particular sector, be it technology, healthcare, or consumer goods
• Whether you need support in international sales requiring specific linguistic skills and cultural knowledge to effectively engage with a global customer base
• Whether you require strategic insights into customer behavior and market trends, which can be crucial for tailoring your sales approach
• Which stages of the sales funnel you need support in, from lead generation and nurturing to closing deals and post-sale support

Defining your needs up front can help ensure that the outsourced sales team you hire is aligned with your sales goals and capable of delivering the expected results.

2. Set a budget

Setting a budget for sales outsourcing is an essential step in the hiring process. It should account for recruitment fees, annual salaries, benefits, commissions, and other overhead costs. It’s also important to consider potential but unanticipated costs, such as sickness, maternity leave, and legal support.

Establishing a clear budget can confirm that the cost of hiring outsourced sales reps is in line with your financial capabilities and business objectives.

3. Research outsourced sales providers

After defining your needs and setting a budget, the next step is to research potential providers who align with both. Look for sales outsourcing companies or freelance sales professionals with a proven track record and positive customer reviews. It’s also a good idea to reach out to your network and ask for recommendations.

The more information you accumulate, the better prepared you will be to make an informed decision.

4. Request and evaluate applications

Once you have a list of potential providers, it’s time to request and evaluate proposals. This involves:

1. Reaching out to each provider with a detailed request for proposal that outlines the requirements and expectations you defined earlier.
2. Once you receive proposals from each potential provider, take the time to review them all carefully, considering factors such as industry experience, approach to sales, and cost effectiveness.
3. Use your assessment of the proposals to narrow down your list and identify the providers that best fit your needs.

5. Conduct interviews with the most promising providers

Interviewing potential sales providers is a critical step in the hiring process. This gives you an opportunity to assess their communication skills, sales expertise, and alignment with your company culture.

During the interview, don’t be afraid to ask tough questions and push for details. You want to ensure that the provider you choose is capable of delivering the results you expect.

6. Check references

Before making a final decision, it’s important to check the references of your shortlisted providers. Reach out to their previous clients or employers to verify their performance and reliability. Remember, a provider’s past sales performance can be a strong indicator of their future results, so don’t skip this vital step.

You should also evaluate potential providers based on their success stories. This includes examining their track record through client testimonials and case studies.

A reliable outsourced sales partner should be able to provide evidence of achieving real results for other businesses. This will give you confidence that they can deliver the results you expect.

7. Negotiate terms and finalize the agreement

The last step in the hiring process is closing the deal by concluding terms and finalizing the agreement with your selected provider. Make sure to discuss and clearly confirm pricing, deliverables, timelines, and other essential details.

It’s important to approach these negotiations with confidence and emotional intelligence to maximize your chances of achieving your desired outcomes.

How To Implement Outsourced Sales Reps in Your Business

Once you’ve chosen the right outsourced sales reps, you’ll need to implement them in your organization. Here, we’ll cover each crucial step in ensuring that your outsourced sales rep is effectively integrated into your business operations and equipped to drive your sales efforts with minimal difficulty.

1. Set expectations with your new hires

The first step in implementing outsourced sales reps into your business is to set expectations and clear, measurable goals. These should align with your overall business objectives and provide a clear roadmap for your outsourced sales reps to follow.

Establishing and tracking clear, measurable goals can help your outsourced sales reps concentrate on the areas that are most important to your business.

2. Set up communication channels

Establishing clear communication channels is another critical stage in implementing outsourced sales reps. Decide on primary communication tools, response times, and procedures for information sharing.

Regular meetings and feedback sessions can also help keep your in-house and outsourced sales reps aligned and promptly deal with any pressing issues.

3. Onboard and train your outsourced sales reps

Providing necessary sales training and resources to your outsourced sales rep is crucial to ensure they understand your product or service and sales pipeline. Familiarize them with your business operations, sales strategies, and target market. You should also give them access and show them any sales dashboard your organization uses to keep track of progress. The more they understand your business, the better they will be able to represent and sell your products or services.

4. Continually monitor performance

Lastly, it’s vital to monitor your outsourced reps’ sales performance to make sure they meet your expectations and contribute to achieving your business goals. This involves establishing relevant key performance indicators (KPIs), such as sales volume, lead conversion rates, or customer retention metrics, and tracking these KPIs regularly.

Regular reports and performance reviews can also help you assess the effectiveness of your outsourced sales reps and make necessary adjustments to their goals and strategies.

How To Overcome Common Challenges in Hiring Outsourced Sales Reps

Despite the numerous benefits of hiring outsourced sales reps, this practice does come with its own set of challenges.

Businesses often encounter issues like loss of control over the sales process, quality concerns, cultural differences, communication barriers, and time zone differences. However, these obstacles can be overcome with strategic planning and clear communication.

Let’s explore some of these challenges and how to resolve them in more detail.

Collaboration with your in-house team

One common challenge when recruiting outsourced sales reps is ensuring alignment with your in-house team.

To facilitate effective remote collaboration, establish clear communication channels, set shared goals, and foster a positive working relationship. Ensuring alignment between your in-house and outsourced sales teams can help form a unified sales force that collaborates to realize your business goals.

Quality control

You can use the following quality control strategies when outsourcing sales reps:

• Streamlined monitoring: Leverage analytics and CRM tools for real-time tracking and performance dashboards to monitor sales activities and outcomes effectively.
• Feedback and improvement: Regularly review sales data, solicit customer feedback, and hold performance reviews to identify areas for improvement.
• Performance assessments: Use KPIs to measure sales effectiveness, analyze trends with management software, and provide targeted feedback.

By implementing the right quality control protocols, you can ensure outsourced sales activities meet your business standards and goals.

Data and IP protection

To protect sensitive data and intellectual property, implement strict data security measures and nondisclosure agreements. Make sure that your outsourced sales reps understand and comply with your company’s data protection policies to safeguard your business assets.

Time zone differences

Depending on where your sales reps are located, time zone differences can require flexibility and careful planning.

Schedule regular check-ins at times that work for all parties and make use of asynchronous communication methods. This can help maintain a steady flow of information and ensure that no one is left out of the loop due to time zone constraints.

Another approach is to minimize time zone differences by outsourcing to a nearshore provider. Sales reps in LatAm share time zones with the United States, making real-time collaboration easier.

Cultural differences

Overcoming cultural differences can be a challenge when hiring outsourced sales reps, particularly those located in distant countries. This involves:

• Recognizing and understanding the outsourced sales team’s regional and organizational culture
• Providing cultural sensitivity training
• Conducting team-building activities to foster cultural understanding and integration

Addressing cultural differences can foster a harmonious and efficient sales team that embraces and even benefits from diversity.

Final Thoughts

Hiring outsourced sales reps offers a multitude of benefits, including cost savings, increased flexibility, specialized expertise, and a quicker time to market. However, this decision requires careful consideration of your business’s needs, a clear understanding of your sales unit economics, and a strategic approach to scaling your sales efforts.

Once you’ve made the decision to hire outsourced sales representatives, following the steps outlined in this article can guide you in finding the right sales reps for your organization.

If you’re ready to expand your sales force, why not streamline the hiring process by partnering with a remote outsourcing provider? Near can help you scale your team quickly by connecting you with expert sales representatives in LatAm.

Fill in this simple form to receive a list of pre-vetted marketing and sales professionals suitable for your business and start making hires within just 21 days.

Frequently Asked Questions

What is the difference between an outsourced sales rep and a remote sales rep?

An outsourced sales representative is an individual or team provided by a third-party company to perform sales tasks on behalf of another business, typically under a contract that outlines specific deliverables and performance metrics.A remote sales rep, on the other hand, is a more general term to refer to sales representatives who work remotely and can be hired as employees or on a contract basis. Remote sales reps are usually hired directly.

What is B2B sales outsourcing?

B2B sales outsourcing involves partnering with a B2B sales outsourcing company to manage sales activities targeted at other businesses. This can include services such as lead generation, appointment setting, sales strategy development, customer relationship management, and even closing deals.

What is inside sales outsourcing?

Inside sales outsourcing is the practice of hiring a third-party provider to manage sales activities that are typically conducted remotely via phone, email, or online platforms, such as lead qualification, appointment setting, and direct sales.It involves delegating a portion of your inside sales process, such as market research, lead generation, outbound calling, and handling inbound calls, to an external sales agency to streamline and optimize sales operations.