September 03, 2005
Outsourcing the Sales Function is a necessity for companies, urge researchers
In a recent book on Outsourcing the Sales Function, Erin Anderson and Bob Trinkle maintain that the time-proven sales force of leading companies can be used by other companies in their sales operations. This would put in place a uniform and time-tested practice across different companies and improve the sales results. Contrary to popular belief, an in-house sales team may not be actually cost effective as the team's expenses are not separated from other expenses of the company.
Anderson and Trinkle believe that outsourced sales professionals usher in a consistent level of implementation and practice. A real-world example is chipmaker Intel, which utilized outside sales organizations to dramatically implement the sales of its semiconductor business. Anderson and Trinkle are out to convince companies that outsourcing is equally relevant in the sales force sector. Business Week Online reports:
Turns out, it's partly a chicken and egg situation. Because there isn't that much demand for manufacturer's reps, there is not an abundant supply of them. In this era where no stone is being left unturned in the effort by companies to operate more efficiently, it seems likely this logjam will be removed in fairly short order.
Read More: A new wrinkle on outsourcing
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