What is Sales Business Process Outsourcing (BPO)?
Companies that are getting the biggest bang for their outsourcing dollar are moving to business process outsourcing (BPO), where they are outsourcing some or all of the sales process. Frank Casale, executive director of the Outsourcing Institute, stated, Business process outsourcing’s real benefit is in the value it brings, and that’s not necessarily cost savings. Things such as time to market and support may not necessarily show up on a balance sheet, but can be critical to a company’s success. Most companies, 51 percent in a 1997 study, currently outsource one or more of the marketing functions such as advertising or public relations or telemarketing. When moving to BPO, a company needs to focus on specific business processes rather than functions. A good example of a business process is the sales conversion process–moving qualified leads from identification to sold accounts. By outsourcing the entire process, the results are quantifiable and measurable, which leads to better manage
