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What is commercial outsourcing?
Sales outsourcing, commonly referred to as "outsourcing" or "outsourced sales force", is an organizational method that consists of entrusting a specialized external service provider with the performance of a task or a set of tasks relating to sales activity. This mainly concerns Customer Success Management, Social Selling, Account-Based Marketing (ABM) and, above all, prospecting.
The service provider is obliged to deliver according to agreed standards and agreements. Increasingly favored by B2B companies, sales outsourcing has the merit of enabling them to take a step back, analyze the current situation and implement action plans in line with specific needs.
In addition to these benefits, commercial outsourcing is appreciated for other advantages. Let's discover them together!
The benefits of sales outsourcing
Outsourcing outbound sales is a wise decision. There are several reasons for this:
Time and performance savings: entrusting your prospecting to experienced, specialized service providers (link to our agency page) means you can achieve greater productivity and performance than if you were to do it in-house. So you can concentrate on your core business.
Use this precious time to think strategically or activate new growth levers.
A study published in the Harvard Business Review, states that 97% of decision-makers believe that strategic thinking is the most important aspect of leadership for business success.
Paradoxically, 96% of the latter admit they lack the time to think about strategy.
A winning focus on sales: by outsourcing prospecting, your sales team will be able to focus primarily on sales and the personalized follow-up of prospects and customers.
What's more, you can invest the savings you make by outsourcing your prospecting to strengthen your in-house teams with senior sales profiles who are "closing aces" and who will boost your conversion rates.
Contain your costs: by outsourcing your pre-sales department, you'll save on salaries, social security contributions, training costs, software, etc.
No need to have an army of in-house salespeople.
Ensure qualified leads and meetings for a small team, put in the right predispositions (quality of qualified appointments generated) and you'll be able to reach your sales targets. In fact, there's even talk of a sales shortage. According to figures from recruitment agency Michael Page, there is a shortage of over 200,000 sales profiles in France. In fact, salespeople are now a rare, expensive and volatile resource (high turnover).
Looking for an interesting alternative to this market reality? Outsource your prospecting!
The disadvantages of sales outsourcing
As a crucial task for the development and survival of any company, outsourcing sales prospecting can be a daunting prospect for customers.
And understandably so, given the difficulty of delegating this function.
What are companies afraid of when it comes to outsourcing their prospecting?
Generally speaking, what worries them is the risk of losing control over their sales activity. This may be due to a lack of clarity over the scope of the assignment, a failure to personalize the elements of the prospecting campaign due to a lack of standardization, or a lack of responsiveness and flexibility on the part of the service provider.
So what can we do about it?
All these apprehensions and fears can be overcome by being clear from the outset about the terms of collaboration, the clauses of the contract and the transparency of the methodology. In short, you can't go wrong when choosing an external prospecting agency.
That's why, at OMYOS, we advocate transparency of methodology and process, and the active involvement of the customer in the set-up of outbound campaigns.
Nothing is done without your prior approval.
We can help you in 3 different ways. Find out what we can do for you
Why entrust your sales prospecting to us?
Don't leave your prospecting to chance
We are a BtoB sales prospecting agency with a multi-channel, personalized approach.
We find prospects and generate appointments for companies that don't have the time, resources or expertise to do so.
Don't leave your prospecting to chance.
We are a BtoB sales prospecting agency with a multi-channel, personalized approach.
We find prospects and generate appointments for companies that don't have the time, resources or expertise to do so.
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