What a Salesperson Should Be Like in an Outsourcing Company

Let me say this upfront: I don’t want to offend anyone. I’m not here to talk about “bad salespeople.” Quite the opposite. I’ve worked with dozens of talented individuals in sales, and I want more companies to build strong, realistic expectations so both sides win.

If you're building a sales process from scratch - maybe this will help.

1. There must be a real sales plan

Not “calls per week,” not “replies.”
Only real things like:

• $ closed per month
• Or: number of qualified leads if you work with a leadgen+sales structure

Why? Because it’s easy to fake calls and replies. But money (or good leads) are real results.

2. Trial period is normal

Especially on Upwork.
Example:

• Month 1 - learning the ICP and tools
• Month 2 - one closed contract that matches your ICP

Fair and realistic.

3. A good salesperson must be smart

Not just someone who talks.
They should also:

• Understand client needs
• Write down the first version of requirements (I prefer user stories)
• Be able to structure info clearly

4. CRM, plans, and reports are part of the job

• Use CRM
• Track your results
• Have a personal sales plan
• Send weekly reports

This is not “extra work.” This is the work.

5. How many salespeople per team?

Usually: 1 full-cycle sales for every 8-12 developers/executors
(And by the way - part-time salespeople often lack dedication and don’t perform as well. If sales matter to you - better hire someone fully committed.)

6. What about commission?

Industry standard is usually 10%, but here’s a more realistic view:

• 1-10% depending on responsibilities
  (If they only do part of the sales process - it’s closer to 5%. If they handle everything - from first contact to closing - it should be at least 10%.)

7. Can a salesperson work on commission only?

Yes. But then don’t expect anything outside of pure sales tasks.
Want them to write to support? Help with internal processes? Then give them a base too.

8. Can a salesperson work only for a fixed salary?

They can. But then don’t expect them to care about your growth.
That’s not really sales - that’s just “showing up.”

9. What if they don’t reach the plan?

Two fair options:

• No commission for that period
• Or, if it repeats - you part ways

No drama. Just clarity.

Example job post (How I would write it)

Position: Full-Cycle Sales Manager (Outsourcing, Upwork focus)

We offer:

• Base + commission (5-10% depending on responsibilities)
• Clear plan and ICP
• CRM access, support from the team
• Honest feedback and long-term work

You will:

• Close $_______+ per month in contracts (first results expected in month 2)
• Manage your own pipeline in CRM
• Work with our ICP (we help you learn it)
• Send short weekly reports on performance
• Sometimes help write basic client requirement docs

We don’t track:

• Number of calls
• Number of replies
  Only real outcomes.

You must:

• Have Advanced English
• Be smart and structured
• Want to sell and grow, not just “do activities”

Nice to have:

• Experience on Upwork or similar platforms
• Understanding of IT services
• Ability to write clearly and organize information

Hope it was helpful! Coffee for Tamara: https://buymeacoffee.com/levit

Hugs,

Tamara