Many businesses fail to
realise their full potential because sales is not a core competency. Yet it’s
possible to outsource sales to specialists for whom selling is core business. You can easily find reputable
sales outsourcing suppliers, with experience in your industry, through
AboutMatch: just enter your needs in our quick questionnaire and get connected with suppliers who can meet
In this section, we look at ways to sell face-to-face. (Click contact centre sales if selling through phone, web chat or video channels is more your interest, or digital if you’re looking to customers or leads online.)
Field sales outsourcing
Field sales, or
“door-knocking” in layman’s language, happens in both residential and business
to business environments. However consumer tolerance for sales people knocking
without an appointment has waned in most industries and geographies. Business
sales continues to thrive, on the other hand, as small business owners often
prefer a face-to-face interaction before purchasing goods or services. The
telecommunications, technology and energy sectors in particular have adopted outsourced field sales as a way to approach the SME market.
Retail sales outsourcing
Retail sales outsourcing
typically takes the form of one of these four services:
this is where the outsourcer runs a kiosk branded in your company’s name inside
shopping centres, train stations or other high-traffic spots. The outsourcer
may provide value-added services such as negotiating favourable leasing rates
with mall operators or commissioning the production of the physical kiosks, in
addition to recruiting, training and managing the kiosk staff.
promotions – sporting or cultural events are excellent
opportunities to sell merchandise or services to loyal fans or community
members. When outsourcing sales at cultural events, it’s particularly important
to select an outsource partner with the requisite multicultural/multilingual
sales. Imagine leveraging a large store’s prime real estate
and foot traffic by renting out space inside it from which to sell your company’s
products or services. Department stores, supermarkets and bookstores are
examples where this scenario is common.
shopping. An outsourcer can provide you with a team of mystery
shoppers who visit your retail environments in disparate locations and report
on the quality of the customer experience and sales effectiveness.
For some companies, the main
channel to market is resellers – for example convenience stores, newsagents or
petrol stations. Outsourcers can manage this network of resellers on your
behalf, including account management, stock management, debt recovery and merchandising.
Why outsource sales?
There are many scenarios
where outsourcing sales makes good business sense. Here are the main ones:
You have a great formula for success but you don’t have the bandwidth to hire,
train and manage a high-performing sales force to scale your offering.
don’t have a physical presence in all the territories
where you want to sell, and it doesn’t make sense to set up a presence
core competency is something else – eg. engineering or
product development – and you need to tap sales experts to bring your products
need flexibility and agility to ramp up and down with
different sales initiatives – difficult to manage internally.
don’t want to bear the fixed cost and risk of recruiting and
retaining a sales team.
need speed to market, and outsourcing is faster because it
leverages existing assets, offices and management.
What to look for in a sales outsourcing company
There are three key ingredients that sales
outsourcing service companies should have:
and compliance framework
AboutMatch screens for these qualities in all
the sales outsourcers we work with.