Outsourcing sales reps is a common practice among today’s firms.
Being a well-received business solution, companies are becoming increasingly aware of the perks of outsourcing their marketing and sales team. For one, this specific practice is a tremendous time and money-saving game changer.
When the marketing and sales functions of a company are outsourced, advantages like more rapid sales growth, fewer costs, and increased efficiency are usually reached. In addition, companies can effectively obtain an edge over their rivals.
It is mainly through advancing towards their sales objectives while concentrating their internal resources on other important projects. As a result, it further helps in stirring their business forward.
Firms did not consider outsourcing sales reps in the past. Organizational administrators previously viewed their sales functions as core competencies to their entire sales strategy. They reckoned that surrendering control on a component of the sales process by availing sales outsourcing services could be detrimental, especially when sales managers are aiming to attain performance objectives.
Moreover, business leaders were apprehensive of uncharted waters. Thus, they usually did not trust another firm and an outsourced sales team to represent their brand correctly. These traditional firms felt that they needed to be in full control of the customer experience. Hence, the overall execution of sales is hurt by these constraints as well as the shortage of product expertise within the company’s sales unit.
To rectify this matter, companies nowadays are more well-aware when it comes to the myriads of operational and business advantages that outsourcing brings.
It is true that today’s customers inevitably possess clear and quick access to certain information. Even so, there are greater benefits when employing the assistance of an external sales team. Among firms, options are an outbound sales call center, outbound telemarketing, outsourced sales team, and sales outsourcing services.
After all, knowledgeable sales specialists are still necessary to answer customers’ queries. Besides, an outsourced sales team offers the human touch which an automated or self-service system could not supply.
Outsourcing sales reps also help in increasing the generation of leads, develop the conversion rates of qualified leads, and shorten the protracted sales cycles.
Things to consider in outsourcing sales reps
Outsourced sales reps’ main role is to function as a point of contact for customers on behalf of the company. This is why it is very critical that organizations work with an extended workforce that fully understands their business requirements.
Here we have four key factors that companies should consider before choosing which outsourcing provider to work with:
Although outsourcing, in general, allows businesses to majorly reduce costs, hiring out an entire team of sales representatives will still cost them. As for organizations, it is essential to set a specific budget for outsourcing.
Note that outsourcing vendors will always offer their services at a competitive price. Although price is one important factor in choosing a BPO provider, it should not compromise the quality of work. More so, other outsourcing companies offer extra services like customer support without adding extra charges.
Technology and tools
One of the most common mistakes companies commit is focusing on the overall costs rather than the vendor’s capabilities. Businesses that opt for the cheapest costs end up sacrificing several things.
This includes not just the quality of work and expertise, but also the accessibility of top-notch technology.
The key to a successful outsourcing partnership is transparency. Both ends should be able to clearly communicate the goals for outsourcing, strategies, processes, as well as progress. Organizations should be as involved as possible with their outsourced sales team.
More so, they should have insights into how their outsourced sales team is performing.
The right outsourcing partner should be able to clearly define what deliverables are included in their sales plan. As for the outsourcers’ end, it is vital to look into the provider’s pipeline management, tactics for achieving sales goals, metrics, and analytics.
5 Significant advantages of outsourcing sales reps
Here are the five benefits that demonstrate the practice of outsourcing sales reps as definitely a promising opportunity that strengthens and optimizes business results:
1. Sales outsourcing propels big product campaigns.
Among the most significant benefits of sales, outsourcing is that it enables firms to employ an outsourcing company as a testing environment to launch new and huge product promotions as a component of their marketing strategy.
For instance, a technology firm collaborates with an outsourcing firm to call clients and inform them about a new offering that they are testing. The technology company, thus, evaluates the outcome of that product campaign. Then, it determines whether or not to introduce the product into the market or to effect changes to it based on the customers’ reactions.
Companies also resort to outsourcing sales reps as these sales specialists help in assessing consumers’ perspectives about a new product.
An outsourced sales team can assist in determining an appropriate costing for the new product. They can also gauge how the sales cycle will possibly turn out for that particular offering.
2. A focused outbound sales call center can generate more and better quality leads.
A possible individual, sales contact, or company that expresses an interest in a product or service is referred to as a sales lead. They are usually obtained through a referral made by an existing client or via a direct response to an advertisement.
These days, outsourcing sales reps involves the employment of an outbound sales call center that facilitates the acquisition of possible leads. These sales staff directly engage with sales leads. They also acquire analytics about potential customers who may turn out to be buyers of the company’s products or services.
All information gathered will help a company concentrate on its sales strategy, develop efficiencies, and reduce expenses.
Outsourcing sales reps, indeed, significantly contributes to a firm’s revenue, ROI, and profit.
3. Outbound telemarketing shortens the lead-to-customer cycle time.
A practical approach to lead generation is outbound telemarketing which falls under a firm’s marketing department. This sales process involves telesales executives directly calling customers regarding a particular service or product.
If the customer likes what is being offered to them, outsourcing sales reps enable the updating of the database with the qualified lead. They may set meetings to discuss these products or services if the client is interested, too.
Outbound telemarketing facilitates potential customers’ product or service inquiries into a lead which could consequently turn out into a sale.
4. An outsourced sales team has access to multiple and premium sales and marketing tools.
Investing and possessing the expertise and knowledge on how to maximize the utility of marketing and sales tools are essentials for a firm to increase its profits.
By outsourcing sales reps, companies can understand how to leverage this state-of-the-art and updated technology and information. Analytics platforms, data science, and artificial intelligence are offered through employing sales outsourcing.
An outsourced sales team analyzes myriads of data points, facilitating a deeper comprehension of customers’ needs and the performances of employees.
Companies can, therefore, perform corrective measures to boost the results of their business and operations.
5. Sales outsourcing services are usually flexible and scalable, giving you more freedom and control over your capital cost and results.
Firms that resort to in-house administration may find this setup very costly. They are usually relegated to having less time and funding in responding to their ever-evolving business needs.
Sales outsourcing services resolve this concern, offering the flexibility needed by companies. By outsourcing sales reps, companies enjoy the services of these marketing specialists who are built to manage fast-changing sales needs. They help in rapidly attaining the firm’s sales growth objectives. Also, they shift the financial resources to where they are needed the most to reduce the company’s outlay and maximize its productivity.
Full-service, expert outsourced sales specialists can effectively propel sales growth. Also, they reduce the need to devote time and financial resources to hire, train, manage, and retain competent sales personnel. By outsourcing sales reps, a company can benefit from the services of sales professionals that are entirely ready to represent the firm’s brand, serve its clients, and deliver optimal sales results.
As companies improve their growth strategies nowadays, more management groups are realizing that outsourcing sales reps are the secret sauce to attain their revenue targets and company objectives best.