When outsourcing sales for small business, many times the outsourced sales partner becomes that organization’s sales force/department and is extremely intrical to that organization’s success.

That is why it is extremely important to do your research when choosing an outsourced sales partner.

Some important criteria when choosing an outsourced partner should include:

1. Make sure that the company has been establish and has reference-able sales experience within your industry
2. Be careful on choosing a company that works off of a 100% variable compensation…. Typically you get what you pay for.
3. Do a site visit! Make sure the company that is going to represent your business passes your standards test.
4. Many companies will allow you to be a part of the hiring process…. Take advantage of that!
   1. If a company shifts sales professionals from account to account or if they sell part-time…. Be careful!
5. Remember, they are sales people… not miracle workers.
   1. If your sales cycle takes 6 months, working with an outsource partner is not going to shorten that.

Once again sales outsourcing can be extremely beneficial for companies of all sizes.  It just takes a little due diligence on your part to get the right one for your business.

So when business owners think of the topic, many misconceptions come to mind.  Some outsourced sales misconceptions include:

1. Lose of Control
2. Hiring the “Wrong” Person or Team
3. Improper Brand Representation
4. Having a Vague and Unclear Sales Pipeline or Funnel
5. Lack of Sales Results

By properly researching and partnering with the right outsourced sales company these misconceptions should be completely erased.  The right outsourced sales partner will act and feel like your own sales force (or at least an extension of your current force).

To eliminate the feeling of lose of control, the right sales partner will work with it’s client to identify your ideal client profile and will collectively build and execute on a sales game plan to effectively acquire those ideal clients.

The right outsourced sales company will hire specifically for each new client engagement, as opposed to shifting a bench of utility sales representatives from account to account.  In addition, most firms will prefer that you are involved in the final candidate interviews which further reduces the chance of hiring the wrong person.

Professional outsourced sales firms will take on the persona of its client (with client specific business cards, email addresses, auto signatures, marketing material, etc.).  In addition, its clients are heavily involved in the training (company, industry and product specific) for the outsourced sales partner and sales professional(s).

Lack of clarity regarding one’s own sales pipeline can often frighten a potential outsourced sales client.  With the right CRM (Customer Relationship Management) tool in place and proper utilization of the tool by the outsourced sales professionals a potential you will know exactly what stage each opportunity is in at all times.  Also the use of weekly sales meetings between all parties prohibits the chance of an opportunity “falling though the cracks”.

Finally a lack of sales results may be the #1 reason for a company to second guess outsourcing their sales.  This fear can occur no matter if an organization uses an outsourced sales partner or if they build their own sales team internally.  The benefit of sales outsourcing is that it takes very little upfront capital and your organization has turn key access to a proven best practice sales system and processes and an experienced sales recruiting and management team, at a fraction of the cost of building your own.  This winning combination greatly enhances your organizations chances and speed to seeing fantastic sales results!