What is Sales Outsourcing? The Ultimate Guide


Aoife Daly

What is Sales Outsourcing? The Ultimate Guide


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What is Sales Outsourcing? The Ultimate Guide


Aoife Daly

Content Marketing Manager, Operatix

Sales outsourcing has been hailed as helping businesses accelerate sales, generate leads and enter new markets, all in a highly scalable manner. Developing and managing is often a sales development team is a lengthy, costly process, particularly when there is such a high market demand for the limited number of quality SDRs available. That’s why many people are turning to outsourced sales teams – but what are they, and is it an option for your business? 

Learn about sales outsourcing in this blog, who may benefit from this approach, and what the benefits are so you can decide if it’s right for your business.

Sales outsourcing: the ultimate guide to outsourced sales teams

  1. What is sales outsourcing?
  2. The benefits of outsourced sales
  3. Who needs sales outsourcing?
  4. What to consider before using an outsourced sales team
  5. How to outsource sales

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What is sales outsourcing?

Sales outsourcing is when a business delegates part or the entirety of the sales development function to an external agency. Activities will vary depending on your requirements and the outsourced sales team you choose but typically include outbound sales development, lead qualification, account identification, cold prospecting, appointment setting, cold calling, account-based selling and geographical scaling. 

The benefits of outsourced sales

Sales Outsourcing Benefits

So, why do business leaders use outsourced sales agencies? There are a variety of benefits, many of which may surprise you due to the many common misconceptions about outsourcing sales

Below, we explore just a few of these advantages:


By utilizing outsourced sales development, you can cut costs associated with hiring and managing full-time employees, including compensation, bonuses, pension, benefits, tech stacks and other expenses. 

Many people are under the impression that having an outsourced sales team is much more expensive than an internal team, however, this is not the case. When comparing the cost of an outsourced sales team and an internal team, the annual cost of a single inside salesperson is estimated to be $134,500 in San Francisco and £83,950 in London. Reputable outsourced sales teams, on the other hand, will charge anything between $10,000 to $15,000 per month. 

Improve time-to-market

Building, managing and maintaining a high-functioning sales development team is not only a costly process but a time-consuming one. As described in our SDR handbook, recruiting, onboarding, training and structuring an internal team is a lengthy process – the high turnover of SDRs only adds to this. 

Sales outsourcing offers instant access to highly experienced sales professionals who are already hired, trained and equipped to sell in different markets. These outsourced sales teams take on the burden of recruitment and management, improving your go-to-market time with faster ramp-up periods, tools and contacts.

Increased flexibility and scalability

Sales outsourcing allows you to grow or reduce your resources much more easily than if you had an internal team. Perhaps you have a new service launch or project that will require more feet on the ground, or you realise that you may need to pull back on the number of SDRs you have due to a change in the budget.

Having an outsourced sales team allows for increased flexibility and scalability at a much faster rate, plus you won’t have to worry about the cost of recruiting and training new employees.  

Increased market reach 

Outsourced sales can help you enter new markets at a much faster pace, particularly if you opt for a company with a multilingual team. It may be that the sales team you have now only speaks English, but you would like to expand your client base to Asian or French markets, for example. 

Hiring a team of native speakers is incredibly time-consuming and expensive due to the demand of the market. By utilising a multilingual sales outsourcing agency such as Operatix, you’ll have access to a more diverse team who are aware of cultural differences in the markets you want to enter.

Leverage expertise and tools

By outsourcing sales development, you’re reaping the experience, tools and training of an experienced team. The team will be equipped and trained to use a tech stack specifically designed to get the very best out of the sales process, as well as already having an understanding of the market. 

A sales outsourcing partner brings their vast experience with other clients in your industry, ensuring they are familiar with best practices, market trends and an awareness of mistakes to avoid.

Who needs sales outsourcing?

The majority of businesses that are considering sales outsourcing do so because they do not have the necessary resources to expand or build their internal sales process. This may be:

  • A collaboration to plug gaps in an existing team
  • A company with a limited budget or time
  • A business launching a new product or service
  • Taking some tasks off of a sales team so they can concentrate on other areas, such as closing deals
  • A business wanting a new direction for their sales development
  • A company experiencing a plateau in their sales pipeline
  • A desire to increase outbound activities, but not enough resources to do so
  • Assistance with lead qualification, lead generation and account identification 
  • Companies moving into new markets

Many use outsourced sales teams as an extension of their internal ones, while others may rely entirely on external SDRs for their sales development function. 

What to consider before using an outsourced sales team

You may be tempted to start the process as soon as you decide to use an outsourced sales team, but there are some things to consider before you do so. To get the very best out of this venture, you should be able to answer the following questions, or at least have a rough idea that can be developed during an initial sales call:

  • What are the company’s financial targets and sales goals?
  • Are there any restrictions around the budget? 
  • How long of a contract can you commit to?
  • What gaps are there in your current sales functions? Can these be filled with an outsourced sales team?
  • What SDR metrics and KPIs are important to track?
  • How many resources will you require? 
  • What does your current and past sales activities look like? 
  • How often do you want to meet with your outsourced sales representatives? What method of communication would you prefer?

By having an awareness of your goals, budget and the like ahead of any sales calls, you can get off to a more efficient start. This will also help ensure your chosen sales outsourcing provider aligns with your requirements.

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How to outsource sales

Once you’ve outlined your goals and have an idea of what you’d like to achieve with a sales outsourcing agency, you can begin engaging with companies. There is a number on the market, making it essential that you utilise platforms like G2 and Clutch to ensure you find one with a good reputation or experience in your vertical. 

Every agency is different, and so their processes will vary. However, it will likely begin with an initial sales call, in which you’ll discuss your goals, expectations, budget and requirements. This will help determine if the agency is a right fit for you, and vice versa, as well as offering you a chance to ask any questions you may have.

Take advantage of this call and come prepared. Examples of questions you may want to ask include:

  • Does the outsourced sales team have experience in your industry?
  • How big is the team?
  • What capabilities and services does this company offer?
  • What clients have they worked with previously?
  • What languages does the team speak? Do you have a global presence?
  • What does the reporting process look like?

Working specifically with B2B software vendors, Operatix has over eleven years of experience in sales outsourcing. Our multilingual outsourced sales team can sell in 17 different languages and is highly experienced in dealing with long, complex sales cycles. For more information on how our sales reps can help you, get in touch with our friendly team.

About Operatix

Operatix is a Sales Acceleration company specialized in supporting B2B Software vendors to identify new revenue streams, increase qualified sales pipeline, and accelerate channel development across Europe and North America. Operatix has a wealth of experience in working with the biggest tech players worldwide as well as a multitude of emerging software vendors.

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Learn more about how we can get work as an extension of your Sales & Marketing teams to drive more revenue.

Channel Transformation

Digital transformation is changing how companies buy and use business solutions, making vendors re-assess the capabilities of their channel ecosystem. With channel dynamics in constant flux, vendors need to be ready to cut ties with partners that don’t share their vision or have connections with the right B2B buyers.


Operatix has supported numerous vendors in their path to Channel transformation by assessing current partners and recruiting new partners that are more aligned with their new channel strategy. Once the right partners have been identified, Operatix built scalable outbound sales development programs that accelerated their routes to market.

Inbound Response Management

In a competitive industry like technology every lead counts. Operatix can help you maximize conversion from MQL to SQL and from lead to pipeline, increasing both your revenue and ROI on marketing activities.

Account Identification

Identifying the accounts that are more likely to buy from you is part of our expertise. We will research the market, identify verticals and industries that can benefit from your solution and set up qualified sales engagements for your teams to kick-off the sales process. 

Cold Prospecting

Our team will identify new sales opportunities within the strategic accounts that you haven’t been successful in penetrating through your sales & marketing efforts. By applying the ‘Challenger Sale’ methodology we use a tailored, multitouch approach to connect with prospects, generating qualified sales engagements for your team and ultimately increasing your pipeline.

Outbound Sales Development

Using a proactive outbound sales approach has been proven to be one of the most effective methods to engage with prospective customers. By applying the ‘Challenger Sale’ methodology we use a tailored, human approach to getting in touch with prospects to increase your qualified sales engagements and ultimately generate more pipeline.

Outbound Sales Development

Using a proactive outbound sales approach has been proven to be one of the most effective methods to engage with prospective customers. By applying the ‘Challenger Sale’ methodology we use a tailored, human approach to getting in touch with prospects to increase your qualified sales engagements and ultimately generate more pipeline.

Partner Concierge Service

Our Partner Concierge Service helps vendors accelerate their channel programs, by engaging and nurturing channel partners and supporting them to get to revenue quicker.

Demand Generation

Whether you need to implement a demand generation strategy or get more results out of your existing demand gen engine, Operatix can work alongside your marketing team to yield better results out of your demand generation programs.

Account-based Marketing

An Account-based Marketing strategy is only as successful as the revenue it generates. At Operatix we will support your 1:1, 1:few or 1:many approach to get your team in front of decision makers in the accounts that matter the most to you. 

Lead Qualification

If your marketing leads aren’t converting, it might be a lead qualification issue. Operatix can help sieve through leads that need further qualification, so they are ready for an AE or sales team member to engage with.

Account-based Selling

At Operatix we will support your 1:1, 1:few or 1:many approach to get your team in front of decision makers in the accounts that matter the most to you. 

Pipeline Generation

Generating Pipeline for our clients is our key-objective. And we do that by using a multi-touch, multi-channel approach to generate qualified sales engagements for our customers’ sales teams.   

Account Intelligence / Deep Dive

Understanding buying centres, hierarchies and relevant personas in strategic accounts is a fundamental step to increase conversion rates. By leveraging account intelligence in a sales conversation your team can tailor their message and provide value to their prospective customer. But sales & marketing teams often struggle to dedicate time and resources to do the deep research and this is where Operatix can help.

DMID – Decision Maker Identification

Finding quality data is an on-going challenge for B2B Tech vendors. The accuracy of data platforms is questionable and that is why Operatix developed a manual process to identify & verify contact details for decision makers within strategic target accounts.

Playbook design

Operatix can develop Sales Playbooks that enable teams to sell more effectively. Your Playbook will be fundamental to get your messaging right, accurately position your solution against competitors, and adapt the communication of your value proposition to different buyer personas.

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Sales Playbook Development

Operatix can develop Sales Playbooks that enable teams to sell more effectively. Your Playbook will be fundamental to implementing the correct messaging, accurately position your solution against competitors, and adapting the communication of your value proposition to different buyer personas.

Lead Qualification

If your leads aren’t converting, it might be a lead qualification issue. Operatix can help filter through leads that need further qualification, ensuring that they’re ready for an AE or sales team member to engage with and progress through the funnel. 

Partner Portal / Marketing Concierge Service

Vendors often spend thousands of dollars building multifunctional Partner Portals to help channel partners educate their teams, manage opportunities, and create marketing programs. Still, these portals are often underutilized due to lack of bandwidth and capacity from vendors to offer support in enabling their partner community. Operatix, through their Partner Development team, can support your partners to make the best use out of your partner portal, managing the relationship with your partners and helping them set up co-marketing campaigns to drive more revenue for both businesses. 

Marketing & Sales Alignment

The sales development function is often seen as the “glue” that brings sales & marketing teams together. By working as an extension of your teams, Operatix will be your predictable source of pipeline, sales & revenue.

Optimization of MDF

Market Development Funds are an important component of any channel ecosystem, though vendors believe they are not maximizing the return on investment they should be getting from their MDF programs. At Operatix, we build scalable outbound sales development programs that will give you the visibility of return over the invested spend and will provide clear value for your channel partners.

Increase Partner Productivity

The 80/20 rule is still very applicable to the channel, which means that investing in partner productivity should be a priority for vendors looking to grow their businesses. Operatix can increase partner productivity and shorten sales cycles, by identifying ready to engage sales opportunities for your most valued channel partners.

Virtual Channel Account managers

Our VCAM team is responsible for building, maintaining, and managing sound relationships with current and prospective channel partners. They can get involved in opening up new sales conversations as well as closing small businesses up to $ 10k.

Tier 1 & Tier 2 Activation

Whether your business decided for a Tier 1 or Tier 2 distribution model, Operatix can help your channel partners get to revenue quicker. By providing qualified sales engagements to your channel partners we can accelerate your route to market with tangible and easily measurable results.

Solution Selling Training

Far too often vendors insist on enabling their channel partners to talk about features and technical details of their solutions. Customers don’t buy features; they buy the benefits your solution can bring. Operatix will work with your partner community to train them in articulating your message from a high-level business perspective, enabling them to talk to prospects about the value your solution can bring to their company from a board-level perspective.

Channel Enablement

Enabling your channel partners have measurable wins for your business when done right. Operatix has a proven track record in enabling channel partners from a sales & marketing perspective, providing them the knowledge and tools to successfully pitch your solution and sell the value & benefits of it. 

Partner Recruitment

Recruiting the right Channel Partners is the first step for a successful channel program. Operatix has helped over 350 B2B Software vendors recruit suitable channel partners across EMEA and North America, supporting them to scale and expand their presence in different geographies and verticals. 

Risk/Reward Business Model

To truly work as an extension of our client’s sales & marketing teams, we have also adapted our business models to show how our clients operate, and how their success is measured. With our risk/reward business model your investment is proportional to the results our team delivers.

Sales Qualified Leads

On average, 52.5% of the sales engagements set up by our team progress into a next step in the sale process. That means that 5 out of 10 meetings will progress either into a POC, a Demo or a pipeline opportunity.

Geographical Scale

Trading in different geographical markets not only requires a knowledge of the native language, local rules & policies, but a deeper understanding of the local culture and habits. We have the ability to deliver campaigns in multiple countries with flexible resource allocation. This is through our team of international speakers, who have the ability to sell in 17 different languages across the globe.

Increase Revenue & Decrease Cost

Building an internal sales development team comes with many additional costs and challenges that aren’t always taken into account: recruiting resources, training and enabling them etc. You also need to take into account the need for having the data and tools to make them successful, which in turn requires time, capital and effort. By outsourcing your sales development to Operatix you will see your revenue increasing, while decreasing costs and business risk.

Predictable Pipeline Generation

On average, our clients see a 26X ROI on the programs we deliver. By understanding your revenue targets and sales pipeline gap, we will work on a sales & marketing plan that will deliver tangible results.

Vertical Growth

Entering new industries or launching new product lines? Operatix can accelerate your growth by supporting your go-to-market strategy, and getting your sales teams in front of decision makers in key target accounts.

Reduce Headcount

By outsourcing your sales development and partner programs to Operatix; we reduce headcount and the challenges that come with managing people, technologies, and processes. We take care of your sales development, so you can focus on what matters the most: growing your business.

Revenue Acceleration

Operatix helps your business get to revenue quicker. By providing qualified sales engagements for your direct sales team (to kick-off new sales cycles), or by accelerating the growth of your channel partners, our focus remains on delivering tangible results for your business. 

Persona-based Selling

Operatix team will design specifically tailored messages to influence the different levels of decision makers in the sales process, tailoring the communication according to each job function. Our focus is to sell the value of your solution from a business perspective, not its features.    

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