What are external sales?
External sales refer to a sales strategy that leverages external resources or entities, such as channel partners, to sell your products or services. This is very common in the business world, where companies work with different types of partners to expand their reach and grow their indirect sales potential without additional hires on the sales team.
Let’s say you’re an AI software company for the real estate industry. You could enlist the help of various partners, like resellers or tech consultants, to sell your software to large brokerages across the country. This strategy allows you to tap into markets and customers that you might not have been able to reach on your own.
To create a successful external sales program, you’ll generally need:
- End-to-end partner management: You’ll need to manage your relationships with external partners, ensuring they have the resources and incentives to sell your products or services.
- Valuable incentive programs: External partners are often compensated through commissions or incentives based on the volume or value of the sales they generate.
- Easy pipeline management: Allow partners to track their deals and leads in a dedicated partner portal for visibility.
- Training and support: To ensure your partners can effectively sell your products or services, you provide them with training and ongoing support.
With external sales, you can focus on working collaboratively beyond your organization to serve a broader range of customers and markets than you could on your own.