Sales outsourcing is a great opportunity to augment your sales team and grow your business. Yet organizational leaders are often reluctant to outsource any of their sales capabilities, since these disciplines are looked upon as core competencies. Indeed, relinquishing any degree of control over an aspect of sales can be tough, particularly when sales leaders are on the hook for hitting performance goals. “When you carry a revenue target, you have a hard time giving up any measure of control,” says Judi Hand, chief revenue officer of TTEC.
In other cases, there’s a fear of the unknown. “Part of it is that business leaders can’t envision another company representing their brand well,” says Barbara Wingle, executive director of strategic marketing and analytics at TTEC Growth Services. “Leadership feels they need to manage and control the customer experience.”
Yet despite these concerns, there are numerous business and operational advantages to outsourcing sales activities. Read this paper to learn how to take advantage of untapped opportunities by leveraging additional salespeople through an outsourcing partnership.