The Selling Factory

How to Find the Right Outsourced Sales Team

Written by Sue-Ming Frauenhofer

Sue-Ming Frauenhofer is The Selling Factory’s Marketing Manager. Through her creative and methodical sides, she engages students and entrepreneurs to help them fulfill their versions of success.

Photo by Content Pixie from Pexels

Outsourcing sales teams are becoming a popular solution to accelerate revenue, drive cost savings, or augment sales teams for businesses. This allows businesses to hand off the high costs of payroll, turnover, hiring, and management, which distract them from business growth.

While it’s great to note that many businesses have achieved success through adopting an outsourced sales team, it’s also important to understand that the industry varies in quality. Too often businesses make decisions on outsourcing based on inflated numbers on outsourcers’ websites. 

The ideal outsourced sales partner should be highly transparent, agile, and customizable, as well as work diligently to provide suggestions and implement solutions to improve the current infrastructure and workflows and help your business meet its sales goals. Learn more about the value of outsourcing with the outsourced sales team calculator.

What Is an Outsourced Sales Team

An outsourced sales team is an outside agency or collection of individuals that help a business delegate parts or all of its sales process. Based on internal metrics and KPIs, outsourcing is typically adopted when the internal team lacks the time, resources, or expertise to successfully carry out the sales process steps to achieve their sales goals. 

The value of outsourced sales teams is that they already have invested in the necessary training and resources to equip their teams to boost sales for a diverse range of client companies. This includes recruiting and hiring, management, technology, and overall sales strategies. This makes outsourcing more affordable, less time consuming, and less stressful than building an internal sales team.

What types of work do businesses outsource for sales? It can vary from qualifying leads, lead generation, setting sales appointments, inbound and outbound call campaigns, CRM management, and closing deals. The ultimate goal of outsourcing sales is to increase conversion rates and build a more predictable revenue stream.

Is It Better to Outsource Domestically or Internationally?

Outsourcing is typically associated with offshoring work overseas. However, there are many domestic options to support outsourced sales work. There are advantages and disadvantages to both. While international teams are much cheaper on the surface than domestic teams, there are many hidden expenses and challenges that prevent their ability to maximize revenue. These include lower production quality, decrease in overall performance, poor brand association, language barriers, time zone differences, and communication challenges. The cost of these challenges far exceeds the initial price difference.

Next, we’ll discuss six key traits to look for when finding the right outsourced sales team for your business: Transparency, Comfortability, Cultural Context, Affordability, Reliability, and Credibility. 

What to Look for in an Outsourced Sales Team

  1. Transparency: You should keep an eye out for outsourced sales partners that over promise solutions. Sales strategies and solutions are contingent on the company and industry. Your outsourced sales partner should be honest that there will not be immediate results, but rather an initial investment phase to ensure quality business growth. They should be open to answering questions about their team’s core competencies, level of sales expertise, technologies to leverage, and potential risk and returns from the engagement. 

  2. Comfortability: Your outsourced sales team should not move too quickly to define solutions for your business. They should first cautiously assess your company culture, current process, and scope in the market. Ultimately, you decide what parts of the sales process steps you will be handing over and which you will keep in-house. Your outsourced sales team should understand and consider your business’ core values and company culture, and allow you to feel that you have greater control over the sales process, not less.

  3. Cultural Context: Your outsourced team needs to share and understand the cultural context that you desire for your potential customer and your internal team. It is important to ask how you want to be represented in the marketplace, how you want your brand to be associated with potential clients and does the outsourced partner share your values and vision. Answers to these questions will help to determine whether a domestic or international option is best for you. 

  4. Affordability: Your outsourced sales team should be comfortable running through an in-depth cost-benefit analysis of their outsourced sales services versus your business hiring in-house. Ideally, their outsourced services should lower costs for your organization and improve profitability. However, the cheapest option is not always the best. Your business should emphasize capabilities over cost, as well as the increase of revenue alongside expenses. 

  5. Reliability: An ideal outsourced sales team has experience selling multiple solutions with diverse sales processes and sales cycles. They should provide a reliable method that’s proven successful across different industries and business sizes. By focusing their attention and effort specifically on the sales process steps, your internal team can focus on the bigger-picture sales strategies. You should want to meet regularly with your team to ensure your goals are aligned.

  6. Credibility: Finally, your outsourced sales team should have proven experience through case studies, client reviews, and other data. They should not just be a basic call center focused on customer service or IT, but a true sales center focused on driving revenue. Your business should ask: How well does this outsourced sales team drive thought leadership and creativity during the proposal process? Are they just giving you what you asked for or providing innovative ideas for how to reach your sales goals? 

Hiring an outsourced sales team is a fluid extension of your business. You should feel that your outsourced sales partner tailors their approach to your company culture and only saves your business on time and costs. 

Other than lowering costs and increasing revenue, outsourced sales teams should also offer a new perspective on your sales processes for further business growth. For example, implementing a new CRM technology, entering new markets (by geography or segment), or even drastically changing your sales model (e.g., introducing the SDR/AE split). 

Overall, the ideal outsourced sales team should challenge your own sales forces to brainstorm new and diverse approaches that best fit your company’s values and mission. 

Kira Baker

Campaign Manager

Kira recently graduated from the University of Florida and received her Master of Science in Entrepreneurship. She is passionate about helping businesses grow and connecting with new people. Some of her hobbies include traveling and hiking. She hopes to visit all of the National Parks one day!

Jared Glosser

Vice President

After graduating from UF in 2014 with a B.A. in history, Jared started his professional career Fundraising for a non-partisan political lobby in South Florida. In 2016, Jared moved back to Gainesville to work for a non-profit, recruit students for international travel opportunities, and pursue his MBA at UF. Jared has been with The Selling Factory since 2019 focusing on operations, client onboarding, and client success.

Ian Massenburg

Chief Operating Officer

A graduate of University of Florida (B.A. 2001), Ian Massenburg brings over 18 years of sales executive and sales management experience to The Selling Factory. Before coming on-board, Ian worked alongside Brad at Infinite Energy, and then spent his next 3 years as VP of Partnerships selling SaaS products B2B. Ian brings his vast knowledge and experience to the team and to our partner companies served.

Damien Paulk

Campaign Manager

Damien is a University of Florida graduate that recently joined the team full time after working as a Sales Development Intern for one year. As a Campaign Manager, Damien looks forward to contributing to the growth and success of The Selling Factory. When Damien is not at work he enjoys exploring Gainesville with his girlfriend and dog or watching the Gators dominate college football.

Brendan Viehman

Campaign Manager

Brendan graduated from Liberty University with a Bachelor of Science in Business Administration and Project Management. For the past 5 years, he has enjoyed working with blockchain technology and cryptocurrency development. In his free time, he surfs and makes personal finance videos for his YouTube channel.

Savannah Howard

Campaign Manager

A graduate from the University of Florida’s College of Journalism and Communications, Savannah obtained her Bachelor of Science in public relations with a concentration in French. After almost two years as a sales development intern for The Selling Factory, she joined the leadership team in 2021 taking on the role of Campaign Manager. In her free time, Savannah enjoys going to concerts and festivals and cooking for her friends and family.

Zack Kampf

Campaign Manager

Zack is a creative technologist with experience in advertising, event planning, and game design. He started as an SDR in 2018 and has been with TSF ever since. Upon graduating UF in 2019 he became a campaign manager and is currently seeking a master's degree from NYU. In his spare time, you can find him at the intersection of Art & Technology!

Josiah Blakemore

Campaign Manager

Josiah has over 8 years of sales experience, worked with Brad and Ian at Infinite Energy, and also spent time selling SaaS as Director of Partnerships at SharpSpring. He’s always been very competitive and has a love for sports and games. He enjoys solving problems and coaching team members to do the same!

Sue-Ming Frauenhofer

Marketing Manager

Sue-Ming received both her B.S. in Psychology and M.S. in Management from The University of Florida. As a student, she led a psychology research lab on goal achievement and life satisfaction and took on multiple roles while interning at The Selling Factory, including sales development, marketing, and recruiting, eventually leading to her current role as Marketing Manager. Through her creative and methodical vision, she engages both students and entrepreneurs to help them find their version of success.

Adam Grossman

Chief Development Officer

Adam is an ordained rabbi, who has founded multiple ventures focused on workforce development. Hired as CEO by a failing non-profit, in over 5 years, his ingenuity saved the organization, which led to recognize it as one of North America’s most innovative Jewish non-profits. His expertise to identify, cultivate, and on-board talent ensures our student teams meet our partners’ needs.

Brad Gamble

Chief Executive Officer

After graduating from UF in 1999 with a B.S.B.A, Brad Gamble has dedicated himself to sales management, branding, coaching, and building companies. He served as the VP of Sales & Marketing for Infinite Energy until 2014, when he founded The Selling Factory. He has dedicated himself to teaching critical skills to tomorrow’s leaders, and helping companies achieve sales success and revenue growth.