Free guide · 14 pages · PDF
The Essential Guide to Sales Outsourcing ROI
Outsourcing sales development is an investment, and it deserves the same scrutiny as any other. The formula is simple; the inputs are where most ROI calculations go wrong. This guide covers every cost to include, how to attribute revenue fairly, why timing matters so much in commercial sales, how to compare outsourcing with building your own team, and the pitfalls that make a program look better or worse than it is. It is for owners, finance leads and sales leaders.
What's inside
- The ROI formula, and the version that uses gross profit
- Every cost to include, including your own team's time
- Attributing revenue: first-year, recurring and lifetime value
- Why commercial ROI lags, and what to measure in the meantime
- A worked example from month 1 to month 18
- The in-house comparison, with BLS pay data
- Pitfalls that distort ROI, and a quarterly review template
