One of the biggest topics affecting the UK sales industry is the outsourcing of key sales areas.
Now Beth Rogers, principal lecturer in Sales Management at Portsmouth Business School, gives SI a sneak preview of the findings of the study she has been working on for the past six years.
She outlines both the advantages and disadvantages of taking the outsourcing path for the companies looking to streamline their sale process.
“My research on sales outsourcing was initially provoked by a recognition that, for some sales activities, you just need to have choices,” Rogers told us. “It seemed that outsourcing had become so prevalent in IT, in logistics, in production and even sometimes in research and development. So I started to find there were some specialist companies who could do sales outsourcing quite well and it seemed to me this was something that was bound to go somewhere.
“And it has grown in some sectors more than others. My research focused on in-depth interviews with sales directors who all had a lot of experience because there are different contexts to be considered and different drivers why one might, or might not, go to a specialist company or even a freelance individual rather than trying to go through the recruitment route.”
Rogers said she found there were three core reasons an organisation would consider using an outsourced sales agency or freelance individual.
To read the full revelations of Rogers’s research sign up now for the latest edition of SI.