Competitive pressure within the IT industry has caused companies to drive down costs and optimise performance in every department including sales. Traditionally, small and medium sized technology companies have recruited their own, in house, sales force or used third party distributors, VARS and resellers as routes to market.
In recent years, companies have started turning to a relatively new alternative - sales outsourcing.
Sales outsourcers are specialist organisations which provide a highly focused and efficient sales function. They are often viewed as a bolt-on sales force, existing to generate revenue, increase profit and reduce the overheads associated with the employment cost of the sales function.
Outsourcing is a well established trend with many organisation outsourcing functions such as helpdesk, HR or marketing. However, the sales department is often seen as a key business process that usually ‘owns’ the relationships with the end client, so can this be outsourced?
Organisations considering outsourcing their sales to any degree need to weigh up, understand the risks and how to avoid them. They should calculate the total cost of ownership and return on investment of comparative options, and finally, ensure the outsourcer tailors a sales solution to their detailed business requirements.
This paper discusses the various functions and options of sales outsourcing and provides some links to further reading.