The Benefits of Working With an Outsourced Sales Company

Written by Adam Grossman

An ordained rabbi, who has founded multiple ventures focused on workforce development, he is a cofounder and the Chief Development Officer at The Selling Factory.

While the industries vary, nearly all of the 33 million-plus SMBs in the US share similar concerns. For example, the supply chain remains in a state of flux. This is in spite of a concentrated effort on the part of manufacturers, shippers, and warehouses to find solutions.

Staffing remains a perennial thorn in the side of every business in the wake of the Great Resignation. These kinds of problems also, directly and indirectly, affect efforts at things like scaling up sales efforts.

Rather than struggle with scaling, many businesses look for an outsourced sales company instead. While it may run counter to the can-do entrepreneurial spirit, outsourced sales offers leaders much needed benefits. Keep reading to learn more about those benefits.

Managing Costs

Staffing is always expensive. Those costs only grow if you try to build a sales team in-house. After all, it’s not just the salaries. Costs include:

  • Recruiting
  • Training
  • Professional development
  • Benefits
  • Bonuses

Beyond that, sales is often a high-stress job that creates a lot of churn among your employees. Turnover among salespeople generally hovers around 35 percent.

That’s a lot of bodies coming and going. More importantly, it also forces a constant cycle of hiring and training.

With outsourced sales, all of that becomes someone else’s headache. You agree on a price for their services, in advance. For you, it becomes a kind of fixed cost for the duration of the contract or service agreement. That helps you manage your overall costs.

If they experience heavy turnover and must invest heavily in recruitment and training, it doesn’t come out of your pocket.


While there are probably a few business owners out there who are content with the size of the business, they are the exception. For most business owners, growth is the name of game.

Of course, growth also requires that you scale up your sales efforts. Yes, you can accomplish some scaling with technology. That can become cost-prohibitive beyond a certain point unless you plan on opening up your own call center.

When you outsource your sales department, they already have all the employees and technology they need for scaling in place already. They don’t need a big infrastructure investment or hiring spree to meet the demand.

Sure, you may end up renegotiating your contract or service agreement. Then again, if your sales are up that much, it’s not so much a problem as a sign that you’re doing really well.


One of the biggest challenges when hiring for an in-house sales department is that not all sales professionals come with the necessary industry expertise. Let’s say that you own a B2B software firm. You get an applicant with ten years of experience in auto sales.

Yes, they probably have superior interpersonal skills, but that’s about the extent of their value to your organization. Auto sales is a short-term interaction, while the B2B sales process may run for months or even up to a year.

Beyond that, they’ll lack a working knowledge of industry-standard jargon and standard licensing terms. They can brush up on service agreement terms but will lack an in-depth understanding of what those terms mean in practice.

You can train a lot of that stuff, but it’s not a fast process. Outsourcing lets you pick a company with expertise in your industry and the types of sales that you do.

The company will still need some specifics from you, but you won’t spend your time baby-stepping them through industry-standard information.

Data Optimization

These days, it’s very difficult for a business to avoid accumulating a lot of data about their prospects, leads, and customers. In fact, businesses routinely find themselves overwhelmed by the sheer volume of data they have on hand.

Sorting through all of that data to glean useful insights generally takes a combination of good software and technical know-how. You can, theoretically, invest in the right software and hire the right people to evaluate that data for you.

Yet, that often runs counter to the goal of minimizing costs. On the other hand, outsourced sales companies often have the right software and staff on hand to do that exact kind of work for you.

They can help you do things like:

  • Improve databases
  • Identify your best customers
  • Identify emerging markets

Minimally, it’s worth a conversation if you’re already considering outsourcing your sales efforts.


When you run an in-house team, it’s often impractical for them to experiment. You need your sales team doing things that you know work.

That may mean using an approved script for emails or phone calls. It may mean pairing new sales team members with more experience sales team mentors to show them the ropes in terms of how to run meetings with prospects or leads.

In most cases, you can’t afford for your proven team to move off of proven methods. Yet, experimentation often yields results.

If you employ an outside sales team, it can provide you with more flexibility. You can ask them to run experiments or A/B script testing to see what works best.

It may mean negotiating for a few extra bodies, but it’s still cheaper than hiring people for that work yourself.

More Accountability

It might seem counterintuitive, but in-house teams often have a lot more leeway in justifying a lack of progress. For example, they have personal relationships that they can lean on to evoke sympathy or to know what kind of excuses will slide under the radar with a particular manager.

With an outsourced sales team, you get more accountability because you deal primarily with numbers in weekly or monthly reports.

Working with an Outsourced Sales Company

Working with an outsourced sales company can often provide you with many benefits. It can help you manage costs by reducing employee recruitment, training, and benefits. In many cases, the company can scale up with far greater ease than you could accomplish the same feat.

You can pick a company with appropriate industry expertise and even one that offers data services. As a bonus, the outsourced service can offer flexibility and more accountability.

The Selling Factory specializes in outsourced sales services. For more information or a consultation, contact The Selling Factory today.

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.