The second piece is a success bonus that equals a percentage of the gross revenues which allows the outsourcing provider to be paid based on its sales success. To create a successful outsourcing relationship, Barrett suggests that each buyer identify an internal champion who becomes the point person. Typically, that person is the chief sales officer. For a Year Barrett started the Lake Oswego, Oregon company in April 1998. Currently its average outsourcing agreement spans 12 months.
Low unemployment makes it difficult to find top gun sales staff.
This BSP can have a staff trained in six weeks. Speed to market is the number one reason people outsource their sales functions. First Technology charges a below market monthly fee, then earns a success bonus based on the successes of its sales teams. The BSP model worked for this BPO because it developed its own proprietary software that it can host.