Outsourcing sales isn’t suitable for every company. The following are some instances that may lead you to consider outsourcing sales:
- Small group: You have a small sales team that can’t keep up with the volume of leads.
- New markets: You’re a growing startup trying to expand into new regions or markets, but you don’t have the sales resources or talent.
- Budget restrictions: You don’t have enough money to hire excellent salespeople.
- Resources are scarce: Your sales team’s inability to undertake specific sales duties due to a lack of expertise.
- Overloading on manual tasks: Your sales force is swamped with administrative responsibilities, leaving little time to sell.
Before you outsource sales, keep these five points in mind.
Examine your requirements before outsourcing a significant portion of your sales process.
- Determine the business reason: Is this something that can be done in-house or with automation, or does it need to be outsourced?
- Define the goal and the metrics: What are your goals for outsourcing or automating this function – Is it to expand your user base, penetrate a new market, or increase client lifetime value?
- Make a list of your objectives: List the markets you wish to enter, what you need to outsource, and how an outsourcing firm or tool may help.
- All teams should be informed: Before you start, double-check that your sales and marketing departments are on the same page.
- Select between automated and manual sales outsourcing: Once you’ve determined the breadth of your sales outsourcing program, select whether you want to outsource sales to a manual agency or use sales outsourcing software to automate critical sales operations and create leads in-house.
Automation in Sales Outsourcing
Your sales force spends most of their time on repetitive chores and documentation, which leaves them with fewer hours to focus on critical sales operations. Sales automation increases sales force productivity by automating mundane tasks like meeting scheduling, updating lead databases, and generating reminders. Sales automation software also assists salespeople in making sense of data and receiving intelligent lead recommendations, which can save time and help close deals faster.
Maintaining Skill Sets and Accelerating Time to Market
New software and resources appear daily, thanks to the rapid pace of technological advancement. Keeping on-staff team members trained and current on using these technologies can be time and resource-intensive. Instead of waiting for your employees to be adequately trained and proficient in these areas, you can outsource some of these sales responsibilities and work with knowledgeable specialists to quickly get initiatives off the ground. When it comes to training individuals that may or may not choose to stay with your organization, your eggs aren’t all in one basket. When they go, they take their institutional and platform-based knowledge with them; this is not the case with outsourced sales, where your outsourcing partner will always have a skilled team member on hand for you. You don’t have to wait to expand because you haven’t discovered the right in-house employees to staff your sales force. To keep growing your whole business, outsource the parts that make sense.
