Before venturing into outsourcing your sales team, it’s imperative to lay a solid foundation by defining your sales objectives and establishing key performance indicators (KPIs) to gauge success.

To kickstart this process, it’s essential to address fundamental questions:

1. What specific sales targets do you aim to achieve in the next 12 months?
2. How long is your sales cycle? 
3. Do you know you ideal customer profile? Is it similar to your current customer profile?
4. What are the quarterly sales objectives?
5. What sales milestones do you need to hit monthly?
6. What are the weekly sales goals?

Once you’ve outlined your company’s sales ambitions at various time intervals, you can proceed to assemble an outsourced sales team geared towards realizing these objectives. Here are some actionable tips to guide you through the process:

Define your target market: Gain a deep understanding of your ideal customers, including their industries, pain points, and preferences. By honing in on your target market, you enable your outsourced sales team to tailor their efforts more effectively.

Craft a sales script: Develop a comprehensive sales script that serves as a guiding tool for your outsourced sales team. A well-crafted script ensures consistency in messaging and equips your team with the right language to engage potential customers persuasively.

By adhering to these strategies, you can lay a strong groundwork for building an outsourced sales team primed for success. With clear objectives, targeted efforts, and effective communication, your outsourced sales team can propel your company towards its sales goals with confidence and efficiency.

Define you sales team roles

The structure and organization of a sales team are pivotal factors in driving revenue and attaining sales goals. A well-organized sales team comprises various key roles that collaborate seamlessly to boost sales and cultivate strong customer relationships. Here are some essential roles typically found within a sales team:

• Sales Manager: This role oversees the entire sales team, sets sales targets, and ensures alignment with the company’s overarching objectives.
• Account Executive: Responsible for nurturing leads, fostering client relationships, and closing deals to drive revenue growth.
• Sales Development Representative (SDR): Focuses on prospecting and qualifying leads, initiating initial contact, and scheduling appointments for account executives to engage further.
• Sales Operations Specialist: Handles sales-related data, analytics, and oversees the management of sales processes and technologies to optimize efficiency.
• Customer Success Manager: Ensures client satisfaction and retention by providing ongoing support, understanding customer needs, and offering effective solutions to enhance their experience.

You don’t need all of them to build a high-archiving sales team. The most basic sales team is comprised of a couple of SDRs and a sales manager. 

Research Prospective Outsourcing Agencies

When considering outsourcing your sales efforts, partnering with the right provider is crucial for success. Follow these tips to find a provider that can help you build an effective outsourced sales team:

Expertise: 

An experienced sales outsourcing company brings valuable knowledge and understanding of the sales process.  All companies have different unique sales points. Some specialize in a certain industry, while others focus on personalization. Based on your sales goals, identify what kind of growth agency you want to work with.

Here are some good questions to ask during the discovery call:

• What specific strategies do you employ to help businesses achieve their sales goals?
• What metrics do you use to measure success in terms of sales growth?
• Can you walk me through your approach to identifying and addressing potential obstacles to sales growth?
• What level of involvement do you expect from our internal team during the consulting process?

Methodology

A lot of growth firms advertise themselves through unrealistic expectations, such as a proven method of landing 100 qualified leads a month. The average conversion rate in cold email is 1%. This means that they will need to send around 10,000 emails a month, let alone any sort of personalization. 

If what you are looking for is qualified leads, making sure you a partnering with a company with a reliable and doable method is key.

Some questions you can ask about the sales method:

• What is your approach to lead generation?
• How do you qualify leads before pursuing them?
• What is your approach to personalization?
• How do you build lists of contacts?

Tech 

Effective selling goes beyond traditional methods like cold calling and emailing. Sales outsourcing hinges on robust IT infrastructure. Your outsourced sales team’s systems, hardware, and software must be reliable, providing necessary oversight.

Compatibility and seamless integration with your existing systems, like CRM and marketing tools, are vital. This integration ensures smooth data flow, minimizing disruptions and fostering collaboration between teams.

A flexible tech stack is essential to accommodate changes in sales volume or market dynamics. Scalability ensures your technology can meet evolving business needs.

Moreover, the tech stack should be user-friendly for both internal teams and outsourced sales reps, facilitating efficient onboarding and utilization. This ensures quick adaptation and optimal use of technology for driving sales outcomes.