For a successful entrepreneurship journey, scaling your business is the ultimate goal. However, this path takes work. If your business is a B2B, growing your customer base is exceptionally hard. But B2B sales is about more than finding the right customers but understanding customer needs, nurturing relationships, and closing deals. With the right B2B sales outsourcing partner, it will be a game-changer for scaling your business.
Let’s dive into the world of B2B sales outsourcing to put your business on the right track.
What is B2B Sales Outsourcing?
Suppose you want to expand your business, tap into new markets, or introduce new products/services. In that case, B2B sales outsourcing is for your business.
B2B sales outsourcing means hiring an external company or a team to manage the B2B sales process.
What Can Your Business Outsource?
This B2B sales process includes the following:
- Market research
- Developing sales strategies
- Generating leads
- Lead qualification
- Setting appointments
- Handling sales presentations
- Sales Closing
- Managing accounts
- Post-sales support
By outsourcing and delegating these processes to an external sales team, you can effectively focus on functioning other core aspects of the business.
Advantages of B2B Sales Outsourcing
B2B sales outsourcing can impact your company’s profits; here’s how:
1. Reduction of overhead cost
Hiring a sales team is expensive. If you hire sales personnel, they should get appropriate training. And hiring, onboarding, and training costs themselves are costly. So, Outsourcing B2B sales is cheaper than hiring a sales team and maintaining it. On top of that, an outsourced team also gives you the flexibility to only pay them based on their performance.
2. Scale sales strategies
Outsourcing B2B sales allows businesses to scale their sales strategies more effectively and efficiently. This case is especially true during rush hour, for instance, product launches, promotions, seasonal marketing, etc. Without using in-house resources, the outsourced team, such as Salestable, can work on scaling the sales volume. Level up your sales team’s performance with our comprehensive onboarding, training, and ongoing assessment.
3. Access to proven sales tactics
Sales outsourcing companies specialize in niche markets. Their expertise lies in gathering leads and then scaling them. With years of experience in this department, their proven sales tactics will help your company tap your ideal buyers. They will further help you to build relationships and increase sales performance.
4. Access to the latest technology
It takes hard work to keep up with and use the latest technology in the company. Every business has to deal with this issue. Outsourcing firms, however, invest in the latest technologies to stay competitive. Among these tools are sales automation and customer relationship management.
In other words, outsourcing firms provide access to these tools without requiring you to invest in them. These tools can streamline your sales process and enhance the customer experience.
Given that the benefits of B2B sales outsourcing are boundless, when is the correct time for businesses to invest in it?
Assessing Whether B2B Sales Outsourcing Is Right For You: When to Consider It?
Before assessing whether outsourcing B2B sales is right for you, you need to ask yourself these questions:
- Is the business struggling to scale sales?
- Does this business have enough in-house expertise and resources to build a sales team?
- Is the business struggling to reduce costs?
- Does this business need to scale on its efficiency?
- Do the business need help from sales expertise?
If you’re still lost and struggling to figure out whether it is the right time for B2B sales outsourcing, then at these aspects:
1. Your company’s size and scope
If your business ticks these 3 checklist, then outsourcing your B2B sales is the right choice, and it is the right time to do it:
- High volume of leads
- Complexity in the sales process
- Have limited resources
2. Your company’s sales performance
It is true outsourcing offers a perspective regarding your sales process. But if these scenarios don’t resonate with your business, then outsourcing might not be it for your business:
- Struggling to meet sales targets
- Stagnant with the sales
- Problems with sales strategy execution
See if your business has problems in this area B2B sales outsourcing helps you to solve them.
3. The seasonal fluctuations
Outsourcing is the right choice if your business faces seasonal fluctuations. To assess the seasonal volatility, look at the following:
- The sales activity and identify the time of low activity
- The revenue streams and look at its consistency to track seasonality
4. The financial impact of outsourcing
Even if all of the abovementioned criteria meet with your company, the financial impact of outsourcing should be your deciding factor. Assess these three things:
- Sales and marketing budget
- Estimate the cost savings of outsourcing
- Evaluate your business’s benefits and costs when outsourcing
These factors can help you decide whether outsourcing is right for your business.
Steps To Implementing B2B Sales Outsourcing To Scale Your Business
Now that you have decided on outsourcing, here are some of the steps you can take to implement it:
Step 1: Map out your sales goals and objectives
The first step for your business is to set sales goals and lay out its objectives.
Remember: Objectives should be SMART, i.e., Specific, Measurable, Achievable, Relevant, and Time-bound.
For example, your objective can be:
- Increase the customer base by 20% within the next 6 months.
You can outsource your objective to the right partner if you are clear. Also, by communicating this expectation, they too can effectively work on it.
Step 2: Research and choose the right B2B sales outsourcing partner
The next important step is to find the right B2B outsourcing partner to attain your objectives and succeed in sales strategies. So, look at the outsourcing agency’s success record. Extensively research and assess their:
- Pricing structure: How transparent are they with their pricing?
- SLA (Service Level Agreement)
- Reputation: How long have they been serving in the industry, and what’s their success rate?
- Communication protocol: How responsive are they in collaboration and feedback?
- Reviews: What do the people say about them?
The ideal outsourcing partner meets your expectations and shares the same vision and values in the project. Hence making this informed decision lets you drive the results you envisioned.
Step 3: Define the scope and role of an outsourcing partner
Businesses often fail to define their scope of outsourcing clearly. It is best to limit the scope, meaning knowing what aspects of the sales function you want to outsource is necessary. Additionally, it is important to define the roles and responsibilities of each outsourced team member.
You can also set up performance metrics with the specific targets you want to achieve and ask them to make regular audits.
Step 4: Measure results
The final step is to track the outsourcing partner’s performance and determine whether they are meeting those preset objectives. Clear communication is essential during the time of collaboration, so don’t steer away from doing it. Also, if there are any adjustments that you need to make in terms of the target, then you should do that as well.
Final Thoughts
Hence, our verdict regarding B2B sales outsourcing remains the same. It does help you to scale your business. B2B sales outsourcing helps to provide new innovative ideas inside the company. On the side, your business will also save time, money, and resources. These 3 elements are what a business gets built on. So what’s there to go against it?
However, businesses must remember to know the reason for outsourcing tasks and choose the right outsourcing partner for high-quality and ROI results.
