Building a stable, high-performing sales team in tough market conditions presents challenges for even the most seasoned Sales Directors.

Spiralling sales costs, short-stay salespeople, under-performance and lack of training and makes finding and retaining high quality professionals very tough. Increasing pressure to deliver results without the guarantee of a stable headcount makes it even more of  a challenge.

Many companies are now considering Sales Outsourcing as a realistic alternative to recruiting and building their own sales-force. In some circumstances, the case for outsourcing can be compelling

• It provides immediate access to experienced, high calibre sales professionals without initial recruitment costs or overheads normally associated with sales headcount.
• It offers the flexibility to outsource specific teams, selected by geography, target market sector or product focus. Engagements can last a few months or a few years.  
• Deliverables such as activity targets, sales revenue targets and business development objectives are encompassed in a Service Level Agreement, which contains a significant “payment for results” element.
• An outsourcing partner will take responsibility for recruitment, training, coaching and performance measurement and, crucially, delivery of sales results.

When to Consider Sales Outsourcing

• When there is an acute shortage of suitable sales resource
• When there is no budget for additional sales headcount 
• When volatility in market conditions means unacceptably high recruitment risks.
• Start-up situations when hiring full-time sales staff carries high cost and high risk to companies trying to gain some traction in the market or seeking additional funding.
• Test marketing a new product or service without diverting or distracting existing sales resources.
• When new products and service require sales skills which are different to those of the existing sales-force
• When sales management expertise is required for interim periods during start-ups or transitions