Expanding into Europe presents an exciting opportunity for tech, as the industry continues to grow in 2025. According to Forrester, spending is set to rise significantly, increasing by 5% to an impressive €1.4 trillion. Software and IT services now account for three-quarters of total tech expenditures. Key drivers of this growth include cloud computing, cybersecurity, generative AI, and the expanding digital economy. The expanding industry comes with increased opportunity, but it also comes with unique challenges—different languages, business cultures, regulatory environments, and sales cycles. Navigating these complexities requires not only market expertise but also an adaptable sales strategy. This is where outsourced sales management, led by a Fractional Chief Revenue Officer (CRO), can be a game-changer.
By outsourcing sales leadership and execution, companies can test and refine their approach in different European markets before making long-term commitments. A Fractional CRO managing an outsourced sales team brings both strategic oversight and on-the-ground execution, ensuring your expansion is efficient and cost-effective.
One of the biggest advantages of outsourced sales management is the ability to test different sales messages and strategies across multiple markets simultaneously. What works in the UK may not resonate in Germany, and what drives conversions in France may fall flat in Spain. Our teams have established regional sales managers across Europe, including in our core markets: UK, France, Germany, Spain, Italy, Nordics, Eastern Europe, Turkey and Africa.
With a dedicated team in place, you can:
Outsourced sales teams bring deep expertise and experience in different sales functions, including lead generation, sales cycles, sales analysis and closing deals. By leveraging this expert knowledge, you can elevate your businesses’ sales performance.
Hiring and managing an in-house sales team in multiple countries requires significant investment and operational complexity. This approach allows you to:
A Fractional CRO-led outsourced team provides immediate access to local expertise without the burden of full-time hires. You’ll also get access to a roster of talented professionals with experience in the market or country you’re expanding into.
Building an in-house European sales team from scratch is a high-risk, high-cost endeavor, where it is often very difficult to let people go, even if a market isn’t right for your product or service. Outsourced sales management provides a scalable solution, allowing startups to grow their presence in a controlled and flexible manner. The benefits include:
Once you’ve made some sales, your business can grow as you’ll begin to get a trusted reputation in the industry and country. Increased sales leads to leverage to negotiate better deals with vendors, as well as hiring more employees and improving the resources and processes of your business.
Outsourcing your sales management doesn’t mean staying outsourced forever. A key advantage of this approach is that it allows you to validate the market before making long-term hiring decisions. You’ll get the gift of time to build a local sales team or upskill your current team, whilst keeping the wheels in motion. Once you've established demand, refined your messaging and built a strong pipeline, you can:
It's also key to remember that just because your outsourced employees will be focusing on sales, that doesn't mean other departments shouldn’t get involved. Other internal teams should understand the goals and objectives of the outsourcing initiative and support it where they can. It’s important that everyone keeps an open mind to new ideas - although processes may be different, this is a great opportunity to have a new perspective and learn some new skills. Try to see it as support for your company's growth, rather than someone trying to shake things up.
Expanding into Europe is a significant undertaking, but it doesn’t have to be a costly or high-risk endeavor. Outsourced sales management, led by a Fractional CRO, provides a strategic, scalable, and low-risk way to enter new markets. By testing different messages, leveraging local expertise, and refining your approach before committing to an in-house team, your startup can build a strong foundation for long-term success.
When the time is right, you can seamlessly transition from an outsourced model to your own team—equipped with the insights and momentum needed to thrive in the European market.
Sales Force Europe has aided in the expansion of over 500 SaaS, telco, fintech, cybersecurity, and Greentech companies such as Adobe, TiVo, Booking.com, Engie Impact, Daon, Vault, and many more. Our partnership could be the push that your business needs to succeed in the ever-growing and ever-changing European market. Book a consultation with one of our experts to get started on your strategy!
