Should you outsource your sales team?
Answers to the most common objections about outsourcing
Outsourcing is a dirty word in some circles. However, a large number of companies are outsourcing their sales department to save time and costs but, mainly, because it delivers results.
The data tells a compelling story: Outsourcing sales can be 43% more efficient than generating leads in-house because managed service companies have more expertise.
Still, many people remain skeptical and refuse to try it. In this article, I’ll outline the top 7 objections to outsourcing and why you should reconsider them.
1. We do everything in house
This is one of the most common objections, of course. Hey, you have the staff, things are working fine, so why bother with an outside team?
There’s nothing wrong with doing everything in house, but if essentially you were able to get the same results, if not better, with less liabilities, would you be open to consider the possibility of outsourcing?
Many companies who used to do everything in-house have decided to outsource and are now seeing better results.
The best thing is that this is not an either/or situation. You don’t have to fire all your in-house team and change your whole sales process. In fact, outsourcing sales means that you’ll have a new team working as an extension (not a replacement) of your in-house team that will help you scale faster.
2. Our product is too complex
The reasoning behind this objection is that a complex product requires a complex sales pitch. Is that true? Not necessarily.
Potential customers are convinced to buy a product, be it a software or a specialized piece of machinery, because it solves a problem for them. The outsourced sales team may not understand all the intricate technical details of the product, but they don’t need to. As long as they know how to communicate the benefits, they can make the sale.
An outsourced sales team can help you generate qualified leads at the top of the sales funnel and make appointments with your in-house experts for a software demo or an in-depth call. That way you can focus on what you know best and only deal with qualified leads.
The right training can make the complex look simple to your clients. Experience shows that outsourced teams have been able to generate results for complex tech products.
3. We don’t have the budget right now
You know what? Perhaps this is why you should outsource. One of the reasons for outsourcing is to save money on recruiting, training and managing staff.
If you were to hire an in-house employee tomorrow, you would be investing time, money and the risk of churn is high. A managed service provides certified sales reps and support teams, all at a lower cost than a traditional in-house team, who are trained to produce.
Maybe you have burnt all your budget for the year already or you’re in a very tight spot financially and cannot afford to outsource at the moment. However, if you think long term, at how much money and time you’d save, surely you’ll find the money somehow.
4. We don’t think you’ll produce the results we need
I get it. You probably have a sales approach that has worked well in the past — a “proven system” that you feel an outside team can’t replicate.
Every sales approach, no matter how successful always needs to evolve with the market changes and needs. There are a few outsourcing sales companies who work with the best and latest technology available and are abreast of the current trends. Maybe a new sales approach to complement your existing system might benefit you in ways you haven’t considered yet. A managed service exists to supplement your efforts, not replace them.
Besides, if your proven sales approach is driving results, wouldn’t it make sense to scale it with a partner that can help deliver even greater results? A good partner can make a huge difference.
5. Our managers need to be on hand to manage
This is a legitimate concern, of course.
Any potential partnership would only succeed if there’s an excellent two-way communication. That means ongoing discussions about the things that are working, the things that must be improved, areas where the team needs more training and important feedback from the customers.
The idea is not for you to lo lose control or hire a managed service and forget about them. What you’d want is for the outside team to act as an extension of your in-house staff. You would be kept in the loop about information relevant to their work. One way to do this is with the use of tech tools such as Hubstaff, which allows you to monitor the work of the outsourced team.
When you set up such systems in the workflow and have regular meetings, your managers will have all the control they need while being free to focus on other tasks.
6. We outsourced before and were not satisfied with the service
How many times in business does something not work but later down the road it does? All the time. It’s the nature of things.
It’s not a good idea to let a bad experience in the past determine your future. If you know what went wrong exactly during your previous experience, you can make sure it doesn’t happen again. Identify any particular aspect of the service that was disappointing and address that with a new potential provider — right from the start.
Finding the right partner is not easy, but if you know exactly what you need, your search will be easier. For example, if you have clients around the world, you should seek a multilingual 24/7 team; a good partner will have an omnichannel approach (phone calls, online chat, email, social).
Don’t miss out on obtaining great results because of a bad past experience.
7. We’re concerned about security and intellectual property
Another reasonable objection, but one that can be addressed easily. You may be afraid that someone might steal proprietary information or would have access to your network, code and passwords.
What if you have the outsourcing company sign a NDA to protect your intellectual property?
You can also limit access to the necessary information they would need to do their work.
There are many legal and security tools available to draft an agreement and set up a working system that will make you feel at ease when working with a remote team.
Is the glass full or half empty?
As you can see, there are different ways of looking at objections to outsourcing — they may actually be reasons to outsource.
The reasons to outsource sales are many, but mainly it’s because you want to grow your business. If you find that a managed service provider can help you reach your goals, despite all the hurdles and experiences of the past, perhaps it’s time to reconsider.
Who knows? Outsourcing may be the big break you were looking for.