Outsourced Sales Team for Coaches: How to Choose the Right Model

I have helped build more than 30 sales teams, and our clients have collected more than $71M using the teams, systems and scripts we installed. Here is how I would compare the options.

The three ways coaches outsource sales

1. An agency that sells with its own reps. The agency supplies setters or closers who work for them. It can be fast to start. The tradeoff is that the reps, the call recordings and the know-how often stay with the agency, and you have less say over how your buyers are treated on the call.

2. Freelance setters and closers. You hire individual reps, often on commission. This keeps cost variable, but you become the recruiter, trainer and sales manager. Many coaches end up right back where they started, running the team instead of the business.

3. A partner that builds the team inside your company. The reps are hired into your business and trained on your offer, while the partner handles recruiting, training, management and the systems around them. This is the model we run at Systemized Sales.

Questions to ask before you sign anything

• Who do the reps work for? If the relationship ends, do you keep the team?
• Who manages them every day? Ask who runs standups, call reviews and scorecards.
• How are reps trained on my offer? Look for onboarding, practice, certification and live call coaching.
• What numbers will I see? You should see calls, show rate, close rate and cash collected by rep and by lead source.
• How is pricing structured? Understand what you pay, when, and what it is measured against before you start.
• What do you need from me? A good partner will be clear about your lead flow, your offer and your time.

Signs you are ready for outside help

• You are still the chief closer, the sales manager and the operations department.
• You step in to save deals and chase reps for their numbers.
• You have demand and an offer that sells, but you are closing most deals yourself or relying on one rep.
• Your CRM, payment processor and marketing each show a different version of the numbers.

Mistakes coaches make when outsourcing sales

• Outsourcing before the offer converts. No team can scale an offer that does not sell yet.
• Handing over a changing offer. A new team cannot learn a moving target.
• Buying reps without management. Reps without a manager and a scorecard drift, and the founder gets pulled back in.
• Measuring signed deals instead of collected cash. Payment plans and refunds make signed revenue look better than it is.
• Hiring too many reps at once. It becomes hard to tell what caused a change in results.

How we work with coaches at Systemized Sales

We recruit, train, manage and equip high-ticket sales teams for founders. That covers hiring setters, closers and sales managers through our own candidate network, training them on your offer, running daily sales management, and installing the systems and reporting behind the team. We are based in Tampa, Florida.

Reps are hired directly into your company. We run the cadence: daily lead response and call outcomes, weekly scorecards and call coaching, and monthly reviews of collected revenue, compensation and hiring. Reporting is shared through RevPhlo, so you can see calls, show rate, close rate and cash collected by rep and by lead source.

We work on a revenue-share model. If you want to see what handing off sales looks like in practice, read our guide to moving from founder-led sales to managed sales, or see how we run sales management.

Frequently asked questions