Maximizing Results From Your Sales Outsourcing Investment

Written by Bradley Gamble

In 2016, Brad Gamble co-founded The Selling Factory, a Gainesville, FL-based company providing Outsourced Sales Support and Talent Placement, that’s staffed 100% by college students that take part in our Sales Apprenticeship experience. Having hired, coached, and led over 2,000 Sales Representatives and Sales Leaders over the last 25 years, Brad Gamble, the CEO of The Selling Factory, shares his thoughts on sales, entrepreneurship, company growth, and today’s job market.

More than 600,000 new companies in the US are formed each year. This doesn’t mean that all of them achieve long-term success, though.

One of the most important attributes of a successful business is having a robust sales strategy. A great way to lay a solid foundation is to outsource to professionals who can help you handle lead generation.

Once you’ve invested in sales outsourcing, it’s important to maximize your return. Let’s take a closer look at how you can leverage outsourced sales companies to generate the greatest results.

1. Monitor Progress

Track progress regularly and set milestones to ensure you’re getting the desired results.

Make sure that changes are communicated effectively so everyone is aligned with the same goals. Another key factor to consider is the quality of leads.

Make sure that the generated leads are relevant to your business objectives, though. Having a high number of business leads won’t mean much if they don’t have the potential to convert.

2. Analyze the Data

Use analytics and data to understand what works and what doesn’t. This can help you fine-tune your sales process and make improvements in areas where needed. Data analysis helps you identify potential problems, understand customer preferences, and make more informed decisions.

It also allows you to you discard strategies that do not work and emphasize those that help you reach your goals.

3. Play to Your Strengths

Leverage the strengths of your sales team and focus on activities that bring the best results.

This could be anything from cold-calling to email campaigns or even website optimization. Your outsourced company should be able to help you identify what works best for your business and provide guidance on how to maximize efficiency in each area.

They should also have no trouble maximizing the number of quality leads that they generate for your company.

4. Continuous Training

Provide continuous training and coaching to ensure that your team is up to date with the latest trends and techniques in sales outsourcing.

Use feedback from customers and staff members to hone their skills further. This is something that cannot be overlooked, as it is essential when it comes to ensuring that your team performs at the highest level.

Consistent research will go a long way when it comes to identifying the areas your sales team needs to focus on.

5. Adapt Quickly

Stay agile and be ready to adapt quickly. This applies not only to your sales strategy but also to the technology and tools you use. Having a high level of adaptability is key to staying ahead of the competition and making sure that your outsourced company is providing you with real value.

You can aid with this obligation by researching potential challenges your business might encounter. This will help you prepare for them ahead of time.

6. Automate Where Possible

Automate sales processes and tasks so they can be executed faster and more efficiently. Take advantage of software solutions that allow you to scale quickly and focus on high-value customer outreach and lead nurturing activities.

Keep in mind that you may have to use third-party tools or work with a developer to handle this task. Many businesses don’t have in-house employees that have the knowledge or skills required.

This can easily be one of the best investments for your business. So, regularly devote your research to tasks that you can automate in the future.

7. Establish Realistic Goals

Many people make the mistake of setting unrealistic goals for their sales team.

Don’t let this happen to you. Make sure that any expectations you have of your outsourced sales team are realistic, and set achievable targets that can be reached within a reasonable time frame. Don’t be afraid to aim high, though.

As long as it’s reasonably possible for you to reach your target metrics, it’s simply up to you to get there.

How Do I Find the Right Professional?

As you might assume, the success of your sales outsourcing depends on finding the right professionals. When selecting a partner, make sure to explore their portfolio and ensure that they have the necessary experience in your industry. It’s also vital that you assess their capabilities and resources, so look for companies with a proven track record of delivering results.

They should have no problem providing you with examples of successful projects they have completed in the past.

Be sure to take a look at their past feedback. This will give you a good idea of how well the company can handle your business needs.

Remember to always read the fine print before committing to any agreement. Otherwise, you might find yourself in a difficult situation that you could have avoided.

Finally, consider their customer service. They should be easy to get in touch with and be quick to respond if you have any questions or concerns. This is essential if you want to get the most out of your investment in sales outsourcing. Working with a firm that offers subpar customer service could leave you to solve certain issues on your own.

Sales Outsourcing Doesn’t Have to Be Difficult

Although it might seem complicated at first, sales outsourcing is much easier than it seems. As long as you keep the above information in mind, you can avoid potential issues and hit target metrics like never before.

Looking for more information on what we can do? Get in touch with us today to see how we can help.

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.