Guide to Sales Team Structure for Outsourcing Models

Does your sales team feel stuck in the same place, despite all efforts to grow and scale? The truth is, many sales teams struggle with outdated structures, limited resources, or the inability to keep up with demand. 

If you're facing these challenges, restructuring your team for outsourcing might be the key to faster growth. We understand the challenges sales leaders and enterprises face when they need to scale their sales operations. That’s why 80% of businesses are planning to invest in outsourcing.

Why? Businesses that use outsourced sales models can reduce operating costs. So, this blog will guide you through how to do a sales team structure for outsourcing models. Don’t miss out on learning how the right outsourcing model can help you achieve more with less.

Quick Overview

• Structuring your outsourced sales team for success involves choosing the right model and defining clear roles and responsibilities. 
• You can ensure that your team delivers results by identifying in-house vs. outsourced functions and setting measurable goals. 
• Overcoming challenges like language barriers, compliance issues, and loss of control requires clear KPIs. 
• With the right structure and approach, outsourced sales teams can become a powerful asset.

Understanding Sales Team Structure for Outsourcing Models

Setting clear goals serves as the backbone of your sales team structure for outsourcing models. Without well-defined objectives, it's easy to deviate.

Start by pinpointing which markets you plan to enter. Next, plan the revenue targets you aim to achieve and determine the level of involvement the outsourced team will have. Will they handle lead generation, close deals, or manage the entire sales cycle? 

Understanding these elements will guide you in choosing the right outsourcing model. But which model best fits your business needs and ensures your sales team structure delivers results? Let’s explore the key options and their impact on your strategy.

Read More: Choosing a Top Outsourced SDR Company in the USA

Choose the Right Outsourcing Model

Have you ever wondered how some businesses scale their sales teams more quickly and efficiently? When you look closer, you find out they made it even possible without the overhead of a large in-house staff. 

The answer often lies in choosing the right sales team structure for outsourcing models. Here are three primary outsourcing models you can implement in your team:

1. Fully Outsourced Sales Team

This model involves outsourcing the entire sales process, from lead generation to closing deals. It's perfect for businesses that need quick scalability and lack the resources to build an internal sales team. A fully outsourced model can help companies focus on core activities while experienced professionals handle the sales process.

2. Hybrid Outsourcing Model

A hybrid structure combines in-house teams with outsourced experts. 43% of businesses believe in the hybrid model and have already implemented it. For example, your internal team may handle high-level sales closing, while outsourced sales reps focus on lead generation. 

This model provides a balance of control and flexibility.

3. Inside Sales Outsourcing

In this model, outsourcing is limited to inside sales functions such as lead generation and virtual selling. This is ideal for businesses looking to simplify their sales efforts without managing the entire sales process externally.

Looking for experienced sales professionals to quickly scale your sales efforts? Hire sales leaders from Activated Scale’s Fractional Sales Leadership service, who can design your sales team structure.

So, you’ve decided to explore outsourcing, but which team structure fits your business? The next critical step is aligning your sales team structure for outsourcing models with your business needs. The best structure depends on your specific objectives, markets, and resources.

8 Types of Sales Team Structures Relevant to Outsourcing

Not every business needs to scale quickly. Few sales leaders plan to deepen their market focus. So, select the structures that can work best for you, helping you build a relevant team.

Here are the sales team structures most relevant to outsourcing models:

1. Functional Structure

A functional structure divides the team based on specialized roles such as lead generation, account executives (AEs), and customer success. Outsourcing these roles allows businesses to scale quickly without sacrificing expertise. 

2. Geographic Structure

As businesses expand into new regions, organizing sales teams by territory becomes a strategic move. For example, North America accounts for 41% of global outsourcing contracts, highlighting the demand for region-specific expertise. 

Outsourcing sales in particular regions allows you to understand cultural nuances, reducing the complexity of hiring locally.

3. Market-Based Structure

In this structure, sales teams are organized by market segments, such as SMBs, enterprise customers, or verticals. Outsourcing these teams enables you to tap into niche expertise. For instance, outsource a tech-specific sales team while keeping your internal sales reps focused on larger, high-value clients.

4. Product Structure

This model creates dedicated teams for different products or services. Outsourcing product-specific sales teams ensures that the team is focused on driving deep expertise in that area.

5. Hybrid Structure

The hybrid structure combines in-house and outsourced sales teams to maximize flexibility. Your internal team might handle strategic account management, while outsourced teams focus on outbound sales efforts. This hybrid approach lets you scale quickly while maintaining strategic control.

6. Account-Based Structure

This structure is ideal for businesses that target high-value accounts. Each team is dedicated to a set of key accounts, whether handled by in-house teams or outsourced. It’s particularly useful for B2B sales, where relationships are key to success.

7. Channel Sales Structure

If your business relies on third-party partners or resellers, this structure is key. Outsourcing channel sales management allows you to focus on relationships with distributors. On the other hand, external partners manage the outreach and sales activities.

8. Customer Success Structure

The customer success team is focused on retaining clients and identifying upsell or cross-sell opportunities. Outsourcing customer success roles can be especially useful for regions or segments that require specialized attention. Meanwhile, your in-house team can focus on strategic accounts.

So, you've chosen the right outsourcing model. But how do you design a structure that ensures smooth collaboration and flawless performance across teams? 

Designing a Sales Team Structure for Outsourcing

Have you set up your outsourced sales team, but feel something’s missing? Well, many sales leaders can relate to that. 

Without a clear plan, even the best outsourcing strategies can fall short. Missing this step could mean wasted resources, missed opportunities, and disjointed performance.

Here’s what you need to know:

Step 1: Define Objectives

• Set clear market entry goals and quotas to drive performance.
• Determine what level of involvement you need from outsourced teams, a full sales cycle, or lead generation only.
• Align your objectives with the broader business vision to ensure consistency and success.

Step 2: Identify In-House vs. Outsourced Roles

• Keep strategic, complex tasks in-house (e.g., account management, relationship building).
• Outsource repetitive, scalable tasks (e.g., lead qualification, follow-ups, and administrative duties).
• Balance internal expertise with outsourced efficiency for optimal team performance.

Step 3: Workflow and Handoff Points

• Define clear handoff stages (e.g., when does the outsourced team qualify and when does your in-house team take over?).
• Set expectations for seamless communication and transparency between internal and outsourced teams.
• Ensure all leads are tracked and managed in shared systems to avoid losing valuable opportunities.

Step 4: Partner Selection Criteria

• Look for partners with experience in your industry and regional expertise. At Activated Scale, we specialize in Contract-to-Hire Sales Recruiting, giving you the flexibility to hire vetted sales professionals on a trial basis.
• Prioritize providers with multilingual capabilities for better market penetration and customer engagement. Our Fractional Selling service offers experienced SDRs (sales development representatives) and AEs (account executives). They can handle outreach in multiple languages, making sure you hit key markets without delay.
• Ensure the partner has a proven track record with similar-sized businesses or sales goals. Our Fractional Sales Leadership service provides you with expert VPs of Sales. These sales leaders guide your outsourced team with strategic insights that align perfectly with your growth targets.

Step 5: Technology Integration

• Use shared CRM systems to track leads and monitor team progress in real-time.
• Implement automation tools to organize workflows and enhance communication between teams.
• Use performance analytics dashboards to measure KPIs and continuously improve your sales strategy.

Despite this long guide, the U.S. market is taking one step further towards outsourcing. But how? To understand that we need to know how many sales leaders are cracking the code of success. 

Also Read: Understanding Why Outsourcing To A Fractional Sales Manager Is A Smart Choice

Measuring Success With Key Performance Indicators(KPIs)

Your in-house sales KPIs are not sufficient to measure the success of the outsourced team. So, how do you know if your outsourced sales team is meeting your goals? And once you’ve achieved success, how do you scale efficiently?

To ensure that your outsourced team is meeting expectations, you need to track these specific KPIs:

1. Revenue Growth from Outsourced Efforts: Track the direct impact of outsourced efforts on your revenue.
2. Lead-to-Deal Conversion Rate: Measure how well your outsourced team qualifies leads and converts them into closed deals.
3. Market Penetration & Sales Cycle Length: Analyze how quickly your outsourced team can break into new markets and how long it takes to close deals.

The right structure, model, and approach will set your business up for success in an increasingly competitive marketplace.

Conclusion

Outsourcing your sales team can provide flexibility, scalability, and access to specialized expertise. However, to truly maximize the benefits, you need to design a sales team structure for outsourcing models that aligns with your goals and ensures smooth collaboration. 

The key is to choose the right outsourcing model, define clear objectives, and address challenges with strategic planning. With the right approach, outsourcing can drive sustainable growth.

Ready to optimize your outsourced sales team for success? Book a call with Activated Scale today to outsource your sales team.

Frequently Asked Questions

1. What are the most common outsourcing models for sales teams?

‍The most common outsourcing models include fully outsourced teams, hybrid models, and inside sales outsourcing. Each model serves different needs based on your company’s goals, market reach, and budget.

2. How do I ensure my outsourced sales team stays aligned with my business goals?

‍Clear communication, shared KPIs, and regular check-ins are crucial. Use CRM systems and data analytics to track performance and ensure everyone is working toward the same objectives.

3. What are the risks of outsourcing sales?

‍Some risks include loss of control, misaligned goals, and compliance issues. These can be mitigated by selecting the right outsourcing partner and maintaining strong oversight through performance metrics.

4. How do I know if outsourcing sales is the right choice for my business?

‍Outsourcing works best for businesses that need to scale quickly, want to enter new markets, or lack the resources. If you face these challenges, outsourcing may be a good fit.

5. What’s the key to successfully scaling an outsourced sales team?

‍The key is starting with a pilot program to test your approach in a specific market. Once successful, you can expand strategically, adjusting your sales processes to meet the needs of each market.

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