Outsourced Sales Reps Who Own the Deal, Not Just the Dial
Sales Reps
An outsourced sales rep is not an appointment setter with a longer script. A setter's job ends when the meeting is booked; a rep's job starts there. The rep carries the conversation from interest to decision: discovery, demonstration, objections, proposal and the follow-up that most deals actually close on. That is a different hire, and it fails for different reasons.
Global Empire Corporation places inside sales reps on your pipeline and keeps managing them after they start. You own the offer, the pricing authority and the definition of a won deal. We own recruiting, product training, call review, CRM discipline and replacing anyone who is not advancing deals.
- A written deal-ownership line: what the rep closes and what they hand over
- Reps trained on your product, pricing rules and objections before live deals
- Call recordings and deal notes you can review in your own CRM
- A named sales manager accountable for the reps, not a shared queue
- 1.1B+
- Transactions Processed
- 11+
- Contact Centers Worldwide
- 27
- Service in 27+ Languages
- 35.5k+
- Over 35000 Happy Employees
- 10M+
- New Customers Acquired
What Separates a Rep From a Caller
Three roles get confused in this market. An SDR books meetings, a telemarketer works a script to a single outcome, and a sales rep owns a deal through several conversations and is measured on what closes. Hiring a rep when you needed a setter wastes a skilled seat; hiring a setter when you needed a rep leaves your pipeline full of meetings nobody converts.
So the first conversation is about where the rep sits in your funnel: which deals they receive, how far they may take them, and at what point a deal passes to someone on your own team. Get that line drawn and the rest of the role follows from it.
Sales motions
The sales work these reps are hired for
Inbound lead conversion
Working demo requests, trial sign-ups and inbound enquiries through discovery to a decision, while the interest is still current.
Transactional closing
Shorter-cycle sales where the rep can take the deal from first call to order inside the pricing rules you set.
Account expansion
Upsell, cross-sell and renewal conversations with existing customers, where the rep needs account history rather than a cold opener.
Pipeline follow-through
Picking up stalled opportunities your team no longer has time to chase, and moving each one to a clear yes, no or next step.
How Hiring an Outsourced Rep Works
From scoping the role to a rep carrying live deals, with the checkpoints that decide whether it scales.
Draw the ownership line
We agree which deals the rep receives, what they may discount or promise, and exactly where a deal passes to your account executives or leadership.
Align the incentive with the outcome
The comp structure is agreed against the result you actually want. Paying for activity produces activity; the plan has to reward deals that close and stay closed.
Train on the product and the pipeline
Reps learn your product, competitors and objections, then shadow recorded calls before they are given live opportunities.
Review deals, not just calls
Each week the manager reviews stage movement, stalled deals and lost reasons with you, and coaching follows from what the pipeline shows.
The Comp Plan Decides What the Rep Does
Every sales rep optimises for how they are measured, and an outsourced rep is no exception. Reward calls made and you get calls. Reward bookings without regard to churn and you get deals that cancel in the first month. The comp question is not a detail to settle later; it is the single decision that most shapes the rep's behaviour.
The practical answer is to tie the incentive to the stage that matters to your business and to protect against the obvious gaming: deals that close and then refund, discounts used to hit a number, or opportunities marked lost to tidy a forecast. None of that needs a number on this page, but all of it needs to be written down before a rep starts.
- Incentives tied to closed, retained revenue rather than activity
- Discount authority stated in writing, with approval above it
- Lost-reason codes required on every closed-lost deal
- Forecast reviewed against stage evidence, not rep confidence
Related services
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Frequently asked questions
What is the difference between an outsourced sales rep and an SDR?
An SDR creates and qualifies opportunities and books the meeting. A sales rep owns the deal after that: discovery, demonstration, objections, proposal and close. Many programs use both, with a clear handoff between them, and the handoff is where most pipeline is lost.
Do reps work in our CRM?
Yes. Deals, notes, stages and next steps live in your CRM, because a pipeline kept anywhere else is a pipeline you cannot manage. CRM access and the stage definitions are among the first things to agree.
Who owns the customer relationship?
You do. The rep works under your brand, inside your pricing rules and your CRM, and the relationship, the data and the account stay with your business when the engagement changes.
How is an outsourced sales rep paid?
That depends on your sales cycle, deal size and how much of the deal the rep owns, so we scope it with you rather than quote a figure. What matters most is that the incentive rewards closed, retained business rather than activity.
What if a rep is not working out?
The manager sees it first in the deal reviews, coaches against the specific gap, and replaces the rep if the pipeline does not move. Replacing a rep is our cost and our job, not something you have to organise.
TESTIMONIALS
Our trusted clients
Service matters greatly for customer loyalty and experience, and Global Empire provides exactly the professional support required. We’re confident we achieve more value in our contact center because of the strategic partnership and the consistency of their service.
During our recent flood disaster, Global Empire provided messaging services vital to our communications management. Their quick, efficient, and professional response stood out throughout the crisis. In situations like this, service quality is not taken for granted — it’s recognized.
Excellent service — we consistently receive comments about how professional and friendly their agents are. To our customers, it feels seamless and they assume the people answering are part of our in-office team. It has worked out far better than we thought possible.