Success from outsourcing means asking important questions about what is going to help a specific business hit their target goals, build revenue, and grow the business. There may be good reasons not to outsource initially, but, looking deeper, it begins to make more sense when it comes to the bottom line. When, how, and whether, or not, to pursue outsourcing for any business depends on answering some fundamental questions.

What does the business need?

The only way outsourcing is successful is if the process is managed well. Most outsourcers are offsite and not in-house. Include the outsourcer on key concepts and make sure they are up to speed on internal trainings by doing weekly calls. Close management of outsourcers keeps things synchronized and focused on the overall product. Also consider the following:

  • Outsourcing is more specialized than ever. It can be more cost-effective to fill gaps on the team or build into a new area of the business. Make sure all the fundamental reasons for outsourcing are vetted and know if it works to make the whole business successful before jumping into anything
  • An experienced outsourcer may be a great teacher, support the team, and effectively manage things now and in the future (depending on company needs)
  • Team selling is key for creating a good business culture for businesses that want to grow. Outsourcing can support this by making sure everyone works together to build a positive culture and keeps things moving forward

Why does outsourcing work?

An outsourcer from an experienced organization can help guide the business on processes and metrics. Hiring salespeople or extra staff may hinder productivity and growth, while outsourcing can help build revenue and reduce costs. Getting clear on overall goals is key when building a team. Outsourced professionals and companies can fill in gaps while transition is happening or support creation of better processes moving forward. It helps to forecast the needs now, and in the future, to decide how long to have outsourcing in one area and consider overall company needs.

Why and when should sales leaders consider outsourcing?

Getting the business processes in place is key before connecting with outsourcers. They will help guide those metrics and processes for the team but only if the business knows what it wants. Get clarity on how to build a team and keep it moving forward before considering how someone from the outside can support the team and overall goals of the business. A business may want to investigate how much support the outsourcing organization can provide. This will determine which roles will need most support and staffing.

How is an outsourcer selected?


The first thing to do when looking at outsourcing organizations is to seek references or referrals. Check out the customer base. Know the processes and metrics they use for clients and tools. On question is whether the organization has their own CRM or do they require use of the existing system.  Other key questions include:

  • Hiring methodology
  • How are reps chosen
  • Knowing who the people are representing business

To become successful with outsourcing, it will only happen if a person manages the internal team and the outsourcer. Making sure to hold meetings, conduct trainings, and training them so they are in on all the logistical ins and outs of the business is crucial. Careful, close management is essential to keep synchronized and focused on the end goal. An experienced outsourcer can teach best practices, key metrics, and how to manage the sales process. The specialty of outsourcing is growing and can be cost-effective at filling in gaps but only if the company understands why they are outsourcing, what the needs are, and how to do it effectively.

Read more relevant blog post: Five Reasons Why Outsourcing Can Be Advantageous to Small Business Models