Debunking 4 Myths About Large Outsourced Sales Agencies
When choosing an outsourced sales agency, manufacturing leaders often face misinformation about larger firms. In this article, we debunk four common myths that paint large outsourced sales groups in a negative light.
1. Bigger is Bad: Lack of Attention
Misconception: Larger outsourced sales groups don’t give enough attention to individual clients because they have too many accounts.
Reality: Larger agencies often centralize administrative tasks. As a result, sales leaders and teams can spend 100% of their time selling their manufacturing partners’ products. This structure frees them to focus on client needs and goals.
In contrast, leaders at smaller agencies usually juggle multiple roles, including recruiting, payroll, collections, and IT. These extra responsibilities reduce their ability to focus solely on sales. By eliminating this burden, larger agencies can provide more dedicated and effective support.
"When I ran my agency, I was constantly drowning in administrative tasks – HR director, insurance provider, taxes and payroll. I was pulled away from selling and meeting customers. Now with Forward Solutions, I'm 100% focused on driving sales and results. The administrative burden is completely lifted, allowing me to do what I do best - connect with clients and close deals."
Jay Shearer, Previous Owner of JJ Shearer
2. Bigger Means Less Local Sales Support
Misconception: Large outsourced sales companies focus only on national programs and neglect local, personalized service.
Reality: Many large agencies have regional teams that deliver localized, personalized support. These teams are embedded in their markets and provide the same level of expertise as smaller agencies. In addition, larger firms can leverage more resources, advanced tools, and training to support these teams. Therefore, manufacturers benefit from stronger, data-driven support at the local level.
"We continue to increase the proportion of sales through outsourced sales reps because they have bigger reach and more people to call on in different companies to help us expand. They have relationships we wouldn't otherwise be able to develop ourselves."
Director of National Accounts for an Industrial Distributor
3. Representing More Manufacturing Lines is Bad
Misconception: Large agencies representing multiple manufacturing lines dilute their focus and weaken results for individual manufacturers.
Reality: Representing multiple lines can actually benefit manufacturers. For example, large agencies often have established end-user relationships that allow them to cross-sell and bundle products. This approach creates more opportunities and deeper market penetration.
Smaller agencies may not have the same breadth of connections or the ability to leverage synergies between different lines. Consequently, they miss chances to add value during sales calls.
“When I go into an account, my head is on a swivel looking for different ways to add value to that customer. At least 80% of the time, I get the opportunity to bring 3-4 other product lines into a follow-up meeting based on what I see in their environment. Our manufacturers benefit from bundling with other complementary product solutions.”
Jon Thornton, OneSolution Territory Manager
4. Manufacturers Have Less Direct Oversight with a Larger Outsourced Partner
Misconception: Partnering with a large outsourced sales group means manufacturers lose direct oversight of sales processes and strategies.
Reality: Larger outsourced sales agencies often provide more transparency, not less. They offer detailed reporting and analytics, allowing manufacturers to maintain oversight and control. Moreover, dedicated account managers work closely with manufacturers to align strategies and goals. As a result, partnerships remain both effective and collaborative.
"We want market intelligence and sales data coming out of the rep group (e.g. what is happening with pricing, discounting, etc.). What's going on in the market? If we do lose a deal, we want to know why."
CFO of a Foodservice Equipment Manufacturer
The Forward Solutions Advantage
In today’s competitive market, manufacturers need a partner that combines scale with dedicated attention. Forward Solutions removes administrative burdens so its divisions—including Avision™, Curate™, Electris360™, OneSolution™, P J Boren, RelyPak®, and StruXur®—can focus 100% on selling.
With unmatched industry connections, specialized expertise, and a customer-first approach, Forward Solutions delivers both local market insights and advanced sales strategies. In addition, specialized solutions like C3Team™ and XpandDemand® provide manufacturers, distributors, and end-users with tools and insights that fuel long-term growth.
Partner with Forward Solutions and experience the power of a fully dedicated sales force backed by comprehensive support.
Contact:
Gina Tsiropoulos, SVP of Marketing
[email protected]