Sales Outsourcing – How Is it Done?

The phrase ‘sales outsourcing’ may be familiar to you, you may have even outsourced a sales team before now. The traditional idea of sales outsourcing is that you hire a third party in order to use their specialist knowledge for a particular campaign.

They are then responsible for representing your brand and must accept responsibility if anything goes wrong. The idea is that you will hopefully end up with a satisfactory ROI.

However, although this is a method that is still used today, there are now variations on sales outsourcing and many different options available to you and your brand.

Syndicated teams are one such option. Field marketing agencies have syndicated teams in-house who are great local shops and large retail stores. They are experts in retail protocol and they do things to improve brand visibility and point of sale, support new product launches, and work with sampling teams. These teams tend to be cheaper than bespoke teams, but are still trained to a very high standard and are still effective.

Bespoke teams are teams of people tailored to the specific task at hand. They are usually chosen from a database, or found by a recruitment team, thus the selection process is quick and efficient. A bespoke team such as this team can increase sales and provide data analytics so you can track progress closely, amongst other things.

So what is it that outsourced sales teams can achieve? Well within field marketing, they are often involved in sampling and other in store activation campaigns. By knowing the demographic that you want your brand to be targeted towards, the outsourced sales team can be specially chosen to suit your brand.

The outsourced sales team acts as an extension of your brand and must represent you and your values at all times. This means that they accept responsibility for both success and failure, thus reducing the risk for your brand somewhat.

There is a sense with outsourced sales teams that they can perhaps be more focused upon the task at hand than an in-house sales team, as their reputation depends on it. There is a fantastic attention to detail with an outsourced sales team. Brand visibility can quite literally be simple moving stock that has ended up in the wrong place and making sure stock doesn’t run out. Although these are small details, they are the kind of things that all add up and make a difference. They are all the kind of things that would probably be impossible for your in-house sales team to do.

Sales outsourcing can save time, money, and have a great ROI. Investing in your company early on can set you up for great things in the future, so is certainly worth considering.

By David Gallagher

Recommend0 recommendationsPublished in Sales Management, Sales Recruiting


  1. Carl Wideberg

    More and more companies are looking at “outsourcing” portions of their sales force or functionality. Small companies need Sales and Referral Agents to get their companies started. Large companies use Sales Agents to augment the results of their full time sales teams. Many sales people are excited about selling commission based products as long as the products have an obvious value prop, a short sales cycle and pay a good commission.
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