Dear Readers,

There are many levers a sales leader or organization may pull to gain scale, accelerate revenue, drive cost savings, or augment sales team structures. A viable and proven option is handing over some or all of your sales efforts to outsourced sales professionals.

It’s true that outsourcing your sales to a third-party provider can yield favorable results. However, the process may not happen smoothly without preparation and the shaping of expectations by both parties.

• There are many outsourcing companies, but which of them can actually hold a sales quota and get results?
• How can you be sure you’re choosing the right one?
• Will partnering with an outsourced sales provider really impact your top and bottom line?
• And once you select a sales partner, how can you be sure you’re getting the most out of the relationship?

Consider the following do’s and don’ts to make sure you select the sales solution provider that best fits your needs, and starts building revenue.

• DO place more emphasis on capabilities than cost.
• DON’T get lost in the selection process.
• DO play an active role in the partnership.
• DON’T expect immediate results.
• DO ensure sales and marketing are aligned.
• DO find a true sales firm.