Considering offshore sales talent? Here’s your complete guide!
Hiring an offshore sales team can be a game-changer for scaling your business. Many entrepreneurs overlook this due to misconceptions about budget and logistics. Today, I’ll walk you through everything you need to know about finding, hiring, and managing an offshore sales team.
1. Evaluate Your Systems
2. The Cost Advantage
The cost savings of hiring offshore are significant. Employing sales talent in North America, the UK, or Australia can cost hundreds of thousands annually. Offshore hiring dramatically reduces these expenses while expanding your talent pool. Many offshore candidates are highly motivated and can outperform local hires.
3. When to Hire
Before hiring, ensure you’ve consistently booked at least one new appointment daily for the past 30 days. This consistency indicates a stable sales system ready for expansion.
4. Who to Hire First
Start with a scraper to identify leads, followed by a setter (BDR) to book appointments, and then account executives for client success management. Closers, or sales reps, should be your last hire once you have a solid system and sufficient pipeline.
5. Handling Language Barriers
Hire candidates with English as their first language. South Africa and South America are prime locations for finding such talent. Candidates from these regions often have strong English skills and can seamlessly integrate into your sales process.
6. Sourcing Candidates
Facebook ads are highly effective for sourcing candidates. They yield hundreds, if not thousands, of applications. Ensure your application process includes a voice recording to assess communication skills upfront.
7. Compensation
- Scrapers: $4/hour plus bonuses.
- Setters: $600/month base, with on-target earnings (OTE) of $2,000/month.
- Account Executives: $30,000/year plus bonuses for upsells and low churn.
- Sales Reps: Commission-only roles to incentivize performance, with potential earnings of $15,000-$20,000/month.
8. Onboarding and Training
Use platforms like Kajabi or Thinkific for structured training. Ensure candidates complete training before starting. Cover ideal customer profiles, sales scripts, objections, and internal processes. Leverage call recordings for continuous improvement.
9. Managing Offshore Teams
Wise is an excellent platform for paying offshore team members, offering low fees and quick transfers. Use a centralized communication channel, like a Slack channel, for all sales activities to ensure team collaboration and monitor performance.
10. Setting Expectations
- Scrapers: 150 records/day.
- Setters: 300-800 dials/day depending on your dialing system.
- Closers: Minimum 20% closing rate after 30 calls.
- Account Executives: Keep churn below 10% and achieve a 40% upsell rate.
11. Tech Stack
- Instantly: For cold email.
- Slack: For internal communications.
- Connector: For LinkedIn automation.
- ManyChat: For Instagram automation.
- Go High Level (GHL): For CRM and tracking.
- Make (formerly Integromat): For automation.
12. Legal and Tax Considerations
Hire offshore team members as contractors. They should submit invoices for payment. Be aware of the legal requirements in their home countries regarding contractor status.
13. Performance Monitoring
Monitor calls daily, using AI tools like Gong or Firefly for analysis. Ensure ongoing training and feedback to maintain high performance.
14. Ethical Considerations
Provide opportunities for growth and fulfill promises regarding pay and conditions. Hiring offshore offers opportunities that may not be available locally, making a significant impact on their lives.
15. Handling High-Level Conversations
Offshore teams can handle high-level conversations with proper training. Ensure candidates have the necessary skills and professionalism from the start.
16. Practical Differences
Be mindful of time zones, currency, Wi-Fi speeds, power outages, and political climates in the countries you hire from.
For just $2,500 per month, you can run a highly effective offshore sales team that books 2-3 appointments per day. This affordable and systematic approach allows you to scale your sales efforts without the traditional high costs.
Let’s go close some deals!
