5 Sales Outsourcing Strategies for SMEs (+ FAQs)
Because the business landscape is becoming increasingly fast-paced, small and medium-sized enterprises (SMEs) face growing pressure to scale operations and remain competitive. Among the key areas that determine success is sales—where strong performance can drive growth, and inefficiencies can hold a company back.
However, for many SMEs, managing an in-house sales team while trying to keep costs in check can be challenging, especially with the ongoing talent shortages and retention issues.
Outsourcing sales for your small business could take a lot of weight off your shoulders. In fact, a survey revealed that 79% of companies were able to scale faster by outsourcing their sales efforts.
If you want to have an outsourced sales team for your startup, this guide is here to help. Here are several strategies you should consider implementing.
Why Sales Outsourcing for SMEs is Important
Outsourcing for small businesses can be powerful and drive growth while controlling costs. Here’s why it’s worth considering:
Reduce overhead costs
One of the main benefits of outsourcing sales is the significant reduction in overhead costs, up to 30%, in fact.
By partnering with an external sales team, SMEs can avoid hiring, training, and maintaining a full-time, in-house sales staff. You can save on salaries, benefits, office space, and other operational expenses.
Access to experienced sales professionals
Outsourcing connects SMEs with experienced sales professionals who deeply understand various industries and markets. These outsourced teams bring specialised skills that might be hard to find or develop in-house, particularly in niche sectors.
Scale without recruitment hassles
One of the main problems for growing SMEs is the time and resources required to recruit, onboard, and train new sales staff. Sales outsourcing allows you to scale up quickly without the usual headaches of finding the right talent or worrying about employee turnover.
More focus on core business activities
Managing a sales team takes time, effort, and attention—resources you could spend on your core business better. By outsourcing sales, you can focus on what you do best, like innovating new products or enhancing customer service while leaving the sales process in expert hands.
5 Sales Outsourcing Strategies for SMEs
Sales outsourcing is an excellent way to grow and optimise your sales processes without stretching internal resources. Here are some outsourcing strategies to help you get started.
1. Define clear sales goals
Before outsourcing, SMEs need to set specific, measurable, achievable, relevant, and time-bound (SMART) sales goals.
Clear objectives will guide your offshore sales team and ensure everyone aligns on each project or business goal. It also allows for better tracking of results and makes it easier to assess the performance of your outsourced partner.
For instance, if your goal is a 20% revenue increase next quarter or expanding into a new market, you should communicate these benchmarks upfront. Without clear objectives, it becomes difficult to track success and align your internal strategy with your outsourced efforts.
2. Choose the right outsourcing partner
Choosing the right partner is critical to your outsourcing strategy’s success, whether for sales or marketing. Look for partners with relevant industry experience, strong performance metrics, and a proven track record. Examine their understanding of business needs and ability to adapt to your business model.
optiBPO can help you build your own team of experienced sales professionals who can provide specialised insights to help your business gain traction and thrive in competitive markets quickly and effectively.
3. Maintain open communication channels
Open communication is the foundation of any successful sales outsourcing partnership. Regular updates, meetings, and feedback loops are essential to ensure the outsourced team stays the course with your objectives and values.
Real-time collaboration is made possible by tools like Customer Relationship Management (CRM) systems, keeping in-house and outsourced teams connected and aligned seamlessly.
4. Scale sales quickly
Sales outsourcing offers a unique advantage: the ability to scale your sales efforts quickly without the burdens of recruitment, training, or onboarding new employees.
Your offshore sales teams can rapidly adjust during growth phases or market expansions, leveraging their expertise in outsourcing best practices to minimise training needs. This ensures a smooth transition and faster results while also allowing for rapid scaling during seasonal demand surges without the cost and time of hiring in-house staff.
5. Monitor performance and adjust strategies
By outsourcing your sales operations to an offshore team, you can zero in on core business activities such as product development, offshore customer support, or marketing. Outsourcing sales functions allows your internal team to concentrate on strategic initiatives rather than managing day-to-day sales operations.
FAQs About Sales Outsourcing for SMEs
1. Is outsourcing sales a good idea?
Yes, outsourcing sales can be an excellent idea for SMEs looking to reduce overhead costs, access experienced sales professionals, and scale quickly. It allows you to tap into specialised expertise without the financial burden of hiring and training an in-house sales team.
2. What types of sales functions can be outsourced?
You can outsource several sales functions, including lead generation, cold calling, appointment setting, closing deals, and account management. Handing off these tasks lets you focus on your core business while leaving specialised sales functions to experts.
You can ask your partner to tailor the scope of outsourcing to your specific business needs.
3. Will outsourcing sales impact my brand?
Outsourcing doesn’t have to affect your brand negatively. With the right partner, your business can maintain consistent messaging and quality across all customer touchpoints. Regular communication, clear guidelines, and ongoing collaboration with your sales and marketing teams help you check that they are upholding your brand values.
The beauty of partnering with optiBPO is that your offshore team remains integrated with your onshore operations. You’ll retain control over their functions. There is still a sense of continuity and cohesion across departments, regardless of location.
Scale Faster, Sell Smarter
Sales outsourcing offers more than just cost savings—it’s a powerful way for SMEs to boost growth, streamline operations, and stay competitive.
By setting clear goals, choosing the right partner, and taking advantage of the flexibility of outsourced sales teams, your business can scale more efficiently while staying focused on what truly matters.
At optiBPO, a premium outsourcing company in the Philippines, we specialise in helping SMEs like you achieve their sales targets by assisting them in building their ideal team of specialists.
Our Account Management Team works closely with you to understand your needs, then plans, builds, and manages your offshore team, which can deliver results aligned with your business objectives.
Book a chat today for a free consultation and discover how outsourcing with optiBPO can help your business thrive.
