Michael Barrett, CEO, says The Every Woman's Company's experience is typical. The No. 1 reason why companies outsource their sales function is their need for speed to market. First Technology can have its software ready in two weeks and its top guns recruited and trained in six. The firm can be so speedy because the software is not a customer relationship management program. In A Booming Economy Personnel is another factor driving companies to outsource the sales function.
Unemployment is low and good salespeople are highly prized.
Companies are having a hard time finding one top gun. Forget finding 30. The Oregon BSP, on the other hand, has a talent pool of 2,600 prescreened candidates. Once a candidate joins First Technology's staff, that sales person becomes dedicated to one client for the duration of the outsourcing contract. With every contract, First Technology assembles a sales team that includes a senior recruiter, a technical person and a consultant.