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April 5, 2025
Richa Sharma
"The name of the game is to move the money from your client's pocket into your pocket."
Jordan Belfort's infamous words in The Wolf of Wall Street cut straight to the chase. At the end of the day, sales is about results. But sometimes the question isn't just how to sell but who should sell for you.
When Belfort built Stratton Oakmont, he didn't just hire salespeople but also created a culture, a religion, and a borderline cult dedicated to sales. That's the promise of an in-house sales team. But he also knew when to bring ringers and specialists for the big scores. That's the appeal of outsourcing.
Both models work, but it comes down to the business goal. But the question: which sales approach will drive results for your company?
Straighten your tie, practice your phone voice, and get ready. Here's a Wolf-approved breakdown of what works, what doesn't, and how to choose the right pack for your sales revenue.
An outsourced sales team is a group of skilled professionals hired through an external agency. They manage sales functions like lead generation, prospecting, closing deals, and customer retention.
With an outsourced sales team, you can eliminate the financial burden of building a sales department from the ground up.
According to a study by Deloitte, 57% of businesses outsource sales to get access to their expertise.
Rapidly adjust your sales force size to match market demand without the complications of hiring or layoffs.
While outsourcing sales offers significant benefits, it’s not a one-size-fits-all solution. Here are some potential drawbacks to consider:
Outsourced sales teams bring established processes that may conflict with your brand values and sales philosophy.
External sales teams often lack in-depth product knowledge that can make or break if you have complex technical sales.
An in-house sales team consists of employees directly hired and managed by the company to perform sales activities. These teams work exclusively for the organization, aligning closely with its culture, values, and long-term strategic objectives.
Like Belfort's loyal Stratton Oakmont brokers, an in-house sales team lives and breathes your company culture. They're the wolves you've trained personally, who know your hunting grounds intimately.
You maintain direct oversight of sales processes with an internal team, allowing for immediate strategy adjustments and consistent messaging.
Internal sales teams develop a genuine commitment to your mission, fostering stronger customer relationships and higher retention rates.
Building an in-house sales team can give you complete control over your sales process, but it also comes with its own set of challenges:
1. Higher operational costs
Building an in-house sales team requires substantial ongoing investment regardless of immediate sales performance or market conditions.
Internal sales teams often struggle to scale up or down with the changes in market demands. This limits their agility in adapting to market fluctuations.
3. Talent acquisition and retention challenges
When core sales team members leave, it can impact revenue as they often disrupt valuable client relationships. They also take away critical company knowledge with them.
Choosing between an in-house sales team and an outsourced sales team is not a one-size-fits-all decision. It requires a deep understanding of your company’s unique sales needs, resources, and long-term vision. Below are the most critical factors sales leaders should consider when making this choice:
Sales teams are an investment, and understanding the cost implications of each model is crucial. In-house teams require salaries, benefits, training, office space, and technology, leading to higher fixed costs. On the other hand, outsourced teams offer a pay-for-performance structure, reducing overhead but potentially limiting long-term control.
The question is: Can your business sustain an in-house team, or would outsourcing provide better financial flexibility without compromising performance?
Your sales model should directly align with your company’s broader goals. Are you aiming for rapid market expansion, launching a new product, or strengthening customer relationships? Each objective requires a different sales approach.
Quick insights:
Sales processes are the lifeline of any business, and some companies require a high level of oversight to maintain brand consistency and strategic direction. In-house teams offer direct control over sales messaging, training, and performance monitoring, while outsourced teams operate independently.
Market demands fluctuate, and your sales strategy should be adaptable. Hiring and training new sales reps internally can be time-consuming and expensive, while outsourced teams can scale up or down almost instantly.
Some industries require highly specialized sales knowledge and established relationships. For instance, a sales team in B2B enterprise software needs extensive product understanding and long-term relationship-building skills, making an in-house team more advantageous. Conversely, outsourced teams can efficiently handle outreach and conversions without in-depth technical expertise for commodity-based products or standardized services.
By carefully weighing these factors, sales leaders can build a team that drives revenue and aligns with the company’s vision for sustainable growth.
For many businesses, the best solution isn’t choosing between in-house or outsourced sales; it’s leveraging both. A hybrid model combines the strengths of an in-house sales team with the flexibility and expertise of an outsourced team. This approach allows companies to keep core sales functions in-house and outsource specific tasks such as lead generation, market expansion, or seasonal sales support.
A recent study by Pipedrive found that 28% of B2B organizations have adopted hybrid sales roles, integrating both inside and outside sales responsibilities. Businesses that adopt a hybrid approach can scale operations efficiently, reduce overhead costs, and ensure that their sales efforts remain agile and effective.
The real question isn’t just about in-house vs. outsourced sales but what drives results for your business. Some companies thrive with their in-house sales force, shaping a team that understands the brand inside and out. Others move faster by bringing in specialists already trained, experienced, and ready to close deals from day one.
For many businesses, the best approach isn’t either-or but both. A hybrid model lets you keep strategic sales functions in-house while outsourcing lead generation, prospecting, or specific sales processes to proven experts.
At the end of the day, sales is a numbers game, but it’s also a strategy game. The right team—whether built internally or outsourced—should align with your revenue goals, customer experience, and long-term vision. Choose wisely, execute relentlessly, and watch the numbers go up.
"The name of the game is to move the money from your client's pocket into your pocket."
Jordan Belfort's infamous words in The Wolf of Wall Street cut straight to the chase. At the end of the day, sales is about results. But sometimes the question isn't just how to sell but who should sell for you.
When Belfort built Stratton Oakmont, he didn't just hire salespeople but also created a culture, a religion, and a borderline cult dedicated to sales. That's the promise of an in-house sales team. But he also knew when to bring ringers and specialists for the big scores. That's the appeal of outsourcing.
Both models work, but it comes down to the business goal. But the question: which sales approach will drive results for your company?
Straighten your tie, practice your phone voice, and get ready. Here's a Wolf-approved breakdown of what works, what doesn't, and how to choose the right pack for your sales revenue.
An outsourced sales team is a group of skilled professionals hired through an external agency. They manage sales functions like lead generation, prospecting, closing deals, and customer retention.
With an outsourced sales team, you can eliminate the financial burden of building a sales department from the ground up.
According to a study by Deloitte, 57% of businesses outsource sales to get access to their expertise.
Rapidly adjust your sales force size to match market demand without the complications of hiring or layoffs.
While outsourcing sales offers significant benefits, it’s not a one-size-fits-all solution. Here are some potential drawbacks to consider:
Outsourced sales teams bring established processes that may conflict with your brand values and sales philosophy.
External sales teams often lack in-depth product knowledge that can make or break if you have complex technical sales.
An in-house sales team consists of employees directly hired and managed by the company to perform sales activities. These teams work exclusively for the organization, aligning closely with its culture, values, and long-term strategic objectives.
Like Belfort's loyal Stratton Oakmont brokers, an in-house sales team lives and breathes your company culture. They're the wolves you've trained personally, who know your hunting grounds intimately.
You maintain direct oversight of sales processes with an internal team, allowing for immediate strategy adjustments and consistent messaging.
Internal sales teams develop a genuine commitment to your mission, fostering stronger customer relationships and higher retention rates.
Building an in-house sales team can give you complete control over your sales process, but it also comes with its own set of challenges:
1. Higher operational costs
Building an in-house sales team requires substantial ongoing investment regardless of immediate sales performance or market conditions.
Internal sales teams often struggle to scale up or down with the changes in market demands. This limits their agility in adapting to market fluctuations.
3. Talent acquisition and retention challenges
When core sales team members leave, it can impact revenue as they often disrupt valuable client relationships. They also take away critical company knowledge with them.
Choosing between an in-house sales team and an outsourced sales team is not a one-size-fits-all decision. It requires a deep understanding of your company’s unique sales needs, resources, and long-term vision. Below are the most critical factors sales leaders should consider when making this choice:
Sales teams are an investment, and understanding the cost implications of each model is crucial. In-house teams require salaries, benefits, training, office space, and technology, leading to higher fixed costs. On the other hand, outsourced teams offer a pay-for-performance structure, reducing overhead but potentially limiting long-term control.
The question is: Can your business sustain an in-house team, or would outsourcing provide better financial flexibility without compromising performance?
Your sales model should directly align with your company’s broader goals. Are you aiming for rapid market expansion, launching a new product, or strengthening customer relationships? Each objective requires a different sales approach.
Quick insights:
Sales processes are the lifeline of any business, and some companies require a high level of oversight to maintain brand consistency and strategic direction. In-house teams offer direct control over sales messaging, training, and performance monitoring, while outsourced teams operate independently.
Market demands fluctuate, and your sales strategy should be adaptable. Hiring and training new sales reps internally can be time-consuming and expensive, while outsourced teams can scale up or down almost instantly.
Some industries require highly specialized sales knowledge and established relationships. For instance, a sales team in B2B enterprise software needs extensive product understanding and long-term relationship-building skills, making an in-house team more advantageous. Conversely, outsourced teams can efficiently handle outreach and conversions without in-depth technical expertise for commodity-based products or standardized services.
By carefully weighing these factors, sales leaders can build a team that drives revenue and aligns with the company’s vision for sustainable growth.
For many businesses, the best solution isn’t choosing between in-house or outsourced sales; it’s leveraging both. A hybrid model combines the strengths of an in-house sales team with the flexibility and expertise of an outsourced team. This approach allows companies to keep core sales functions in-house and outsource specific tasks such as lead generation, market expansion, or seasonal sales support.
A recent study by Pipedrive found that 28% of B2B organizations have adopted hybrid sales roles, integrating both inside and outside sales responsibilities. Businesses that adopt a hybrid approach can scale operations efficiently, reduce overhead costs, and ensure that their sales efforts remain agile and effective.
The real question isn’t just about in-house vs. outsourced sales but what drives results for your business. Some companies thrive with their in-house sales force, shaping a team that understands the brand inside and out. Others move faster by bringing in specialists already trained, experienced, and ready to close deals from day one.
For many businesses, the best approach isn’t either-or but both. A hybrid model lets you keep strategic sales functions in-house while outsourcing lead generation, prospecting, or specific sales processes to proven experts.
At the end of the day, sales is a numbers game, but it’s also a strategy game. The right team—whether built internally or outsourced—should align with your revenue goals, customer experience, and long-term vision. Choose wisely, execute relentlessly, and watch the numbers go up.
