Outsourcing sales force, sales management strategy, company performance, external sales force, EFV operation, sales force outsourcing benefits, sales force outsourcing challenges
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This document discusses the concept of outsourcing sales force (OSF) as a sales management strategy, its benefits, challenges, and success factors.
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[...] It allows the company to support fixed costs with partners; to benefit from the experience of external stakeholders; to change fixed costs into variable costs; to make economies of scale; to take advantage of skills that would have cost more if they had to be internalized; to devote its entire resources to activities that are exclusively part of its operating cycle in order to maintain a competitive advantage. Due to the benefits it offers to the company, EFV proves to be a strategy that is quite difficult to implement and as proof, Leroux (2008a) suggests that the company needs to learn to use an external sales force. [...]
[...] Moreover, there is no magic formula that is applicable to all companies to successfully implement this strategy. Therefore, within the framework of this work, we pose the following research question: What are the key factors of success of an EFV? Detailed Plan Chapter Outsourcing of Sales Force: A State of the Art Section Definitions of Sales Force and Related Concepts 1. Sales Force Management: A Key Resource 2. The Actors and Forms of Outsourcing of Sales Force in Enterprises Section Company Performance: A Multidimensional Concept 1.Definitions, Typologies and Measurement of Performance 2. [...]
[...] The outsourcing of the sales force General Introduction The business world is a complex sphere. Right from the outset, at the startup level, the company must achieve the optimal combination between self-financing and external financing in order to ensure its growth potential. Having passed the startup phase, the company is now required to take into account the internal plan of cultural, intergenerational differences and to improve organizational performance. In addition, the company must also meet performance objectives, competitiveness, and increasingly high productivity, with a chain reaction of increased exchange speed, and for this purpose, it has numerous procedures, such as: diversification strategies, cost domination, internationalization or even outsourcing of the sales force. [...]
[...] If OSF presents undeniable advantages for any type of company, it remains to be noted that it is not an operation that can be inscribed on the agenda of everyone. In fact, the realization of an OSF requires a certain number of parameters and a mode of use that do not always lend themselves to the capabilities of any entity. To this end, practitioners and academics show a certain consensus with, on the one hand, Leroux (2008a) which suggests that the company must necessarily go through a learning phase before resorting to an external sales force. [...]
[...] (2020) who draw an analysis of the effects of outsourcing ticket sales force management. Or those of Sharma et al. (2020) examine the flexibility of the sales process. Recently, research such as that of Hastings (2021) which present the main elements to be taken into account by management in terms of outsourcing of management and maintenance of assets and Hong (2023) which discusses the effect of the choice of EFV on firm performance. Despite the contributions of this research on the subject of EFV, gaps are still identifiable. [...]
