How to Outsource Sales

Written by Kira Grieve

Kira is a Senior Campaign Manager at The Selling Factory. Over the last year and a half, she has used her education (Double Gator from UF) and experiences from traveling to coach and encourage over 100 college/UF students on sales outreach, sales tactics and personal goals. 

Running a small business can be infinitely rewarding – just ask any business owner from around the country. However, just because you enjoy the process doesn’t always mean it’s easy, and there are many great obstacles a small business owner will need to overcome to make it in the competitive world. 

Moving to outsource sales can be a smart move for businesses looking to expand their customer base and increase revenue. It can help a business stay afloat by keeping certain costs down and streamlining certain processes. 

However, outsourcing sales can also be a tricky process if not done correctly. What are some steps you’ll need to take to help you successfully outsource your sales?

Read on and we’ll walk you through what you need to know.

Determine Your Sales Goals

Before you take any concrete step towards outsourcing, you’ll want to get organized. Making a plan and getting your objectives clear can help you move forward with a clearer head. 

This is why the first step in outsourcing sales is to determine your sales goals and objectives.

This step involves identifying what you want to achieve by outsourcing your sales. Are you looking to increase your revenue, expand your customer base, enter a new market, or all of the above?

It’s essential to have clear goals and objectives to ensure that you choose the right sales outsourcing partner and measure success accurately. The more specific you can get with your goals, the better off you’ll be.

Research Potential Outsourcing Partners

Once you have defined your goals and objectives, the next step is to identify potential sales outsourcing partners. This step involves researching and evaluating companies that provide sales outsourcing services.

Look for companies that have experience in your industry, have a proven track record of success, and can provide references from other clients.

You can start your search by asking for referrals from your business network or conducting an online search. It’s important to be thorough in your search. Different providers may offer wildly different benefits, prices, and working relationships. 

You want to find the best partner for you and not just go with the first attractive offer. That’ll take a little extra elbow grease.

Once you have identified potential partners, assess their capabilities, expertise, and experience. Consider their location, size, and the resources they have available to them. Also, look into their approach to sales outsourcing.

How do they measure success? Is it similar to how you defined success in your initial planning? Being on the same page will be deeply important to a successful partnership. 

Assessing the Skills of a Potential Partner

After identifying potential sales outsourcing partners, it’s time to assess their skills.

Look for companies that have a team of experienced sales professionals who are knowledgeable about your industry. They should have a proven track record of success.

Assess their approach to sales prospecting, lead generation, sales presentation, closing, and follow-up. Evaluate the tools and technology they use to support their sales efforts. Ensure they can provide accurate reporting and analytics to measure success.

Prioritize Clear Communication

No matter if you work in b2b sales or b2c sales, clear communication with your sales partner is going to be required if you want to succeed. You need to set clear expectations and goals with no wiggle room for misunderstanding. 

That means communicating not just your sales targets and objectives but your budget, timeline, and any other details that are important to your business.

You need to ensure that your partner understands what is expected of them. They’ll need to be communicative with you about their abilities to meet those goals and on what timeline. They should be able to say whether or not they have the resources and support necessary to meet your goals.

Define metrics for success and agree on reporting formats and schedules. It’s essential to have open communication to track progress, identify challenges, and make necessary adjustments.

It’s also essential to provide ongoing feedback and coaching to help your sales outsourcing partner. This will be the best way to improve their performance. Schedule regular meetings to review performance as data and results start coming in. 

You can then talk about what is going well and what could possibly be improved.

Provide Support and Resources

The main benefits of outsourcing sales involve getting the work of sales off of your plate as a business owner. However, that doesn’t mean you can completely detach from the sales process entirely.

To maximize the benefits of outsourcing sales, you need to provide your partner with support and resources. This means providing access to your product or service information and marketing materials. Any resources you have that could support their sales efforts, you need to hand them over.

You should also provide training and ongoing support. This can help to ensure that your sales outsourcing partner has the knowledge and skills necessary to represent your business.

The more you can keep your partner in the loop with your company’s culture, materials, and progress? The better they’ll be able to represent you when it comes to sales. 

How to Outsource Sales

If you’re struggling to manage all the needs of your business, it might be time to work with a partner who can handle some of those responsibilities. Having a partner who can handle sales can be a big part of this.

The above information can help you understand the basics of how to outsource sales.

Need more information immediately? Looking for the best help for your company? Give us a call anytime for more. 

Victoria Zamitalo

Campaign Manager

Victoria received a BA in History and Economics from the University of Florida in May 2023. She is a driven sales professional with over 5 years combined experience in customer service, consumer relations and outbound sales, and is deeply passionate about fostering close relationships between consumers and sellers. She aims to train the next generation of sales professionals in not only the tricks of the trade, but also interpersonal skills that make sales the exciting and ever-changing industry that it is.

Mia Semel

Campaign Manager

Before graduating with a B.A. in Sustainability Studies, Mia took on multiple roles while interning at The Selling Factory, including sales development, recruiting, and leading campaigns. She is an active listener and effective communicator, specializing in fostering genuine connections and finding common ground among differing perspectives. She aims to find practical, creative solutions regarding sustainable development, biodiversity and the climate crisis.

Kira Grieve

Senior Campaign Manager

Kira 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

Growth Manager

Josiah has over 10 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 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. She enjoys refining her taste in music and visual art, engaging in mindfulness and meditative practices, and frolicking outside with her sidekick pup.

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.