Outsourced sales refers to a setup where a company partners with external sales professionals — such as independent sales reps, manufacturers’ representatives, or commission-based sales agents — to sell its products or services.
Instead of hiring and managing a full internal sales team, the company outsources some or all of its sales activity to experienced third parties.
This model is widely used in B2B sales, where deals are complex, sales cycles are longer, and trust and relationships play a major role in buying decisions.
How outsourced sales works
In an outsourced sales model, companies typically engage sales partners on a commission-only or performance-based basis. External reps are responsible for prospecting, managing sales conversations, and closing deals, while the company provides the product, pricing, and operational support.
Many outsourced sales professionals already have:
Established industry relationships
Local or regional market knowledge
Experience selling similar products or services
Proven sales processes
This often reduces ramp-up time compared to hiring and training new in-house employees.
Why companies use outsourced sales
For companies, outsourced sales offers a flexible and lower-risk path to growth. There are no fixed salaries, benefits, or long onboarding periods to absorb before revenue is generated.
Outsourced sales is commonly used to:
Enter new markets or territories quickly
Test demand before building an internal team
Scale sales without increasing fixed overhead
Access specialised sales expertise
Because companies only pay commission when sales are made, the financial risk is significantly reduced.
What outsourced sales means for sales professionals
For sales professionals, outsourced sales creates opportunities to work independently and build portfolio-based careers. Rather than being tied to a single employer, independent reps can represent multiple non-competing products or services and earn commission across several revenue streams.
This model appeals most to experienced sales professionals who value autonomy and are comfortable managing their own pipeline, time, and income.
Outsourced sales vs building an in-house team
Outsourced sales isn’t a replacement for every internal sales function. Many companies use a hybrid approach, combining in-house teams with outsourced reps to cover different markets, deal sizes, or regions.
When structured properly, outsourced sales works best as a commercial partnership, not a stopgap solution. Clear expectations, fair commission structures, and mutual trust are what turn outsourced sales into a sustainable growth channel.
Platforms like CommissionCrowd support this model by providing companies with an easy way to outsource their sales function by connecting companies with independent B2B sales professionals globally.