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While outsourcing is commonplace in accounting and human resources (and yields great results), turning all or part of a sales organization over to a third party may be a little unsettling. We already shared five reasons why you should turn to a sales outsourcing provider. Here are five more:
[6] Process Challenges
Many companies struggle to implement and follow processes that maximize sales. Outsourcers have developed and perfected best practice processes that are built to optimize revenue and funnel performance. Quantifying performance – necessary for any outsourcing program – also reveals gaps in measurement, pointing out simple but powerful remedies.
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If you don’t already measure lead qualifications, conversions, or cost of sales by market and channel, putting metrics in place will improve performance.
[7] Infrastructure Limitations
Buyers are evolving. They are more educated than ever before and engage differently with companies than they did just five years ago. Most buyers do a lot of research on their own and engage your company later in the buying cycle, giving your sales team less time to influence their decision. Combating this trend requires an integrated approach that uses the right infrastructure mix of field, phone, and digital deployments. This enables your company to be available and influence decisions sooner with relevant and valuable engagements.
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Clik here to view. A good sales outsourcer doesn’t just deploy sales reps; they use a unique tier-based structure and intelligent coverage model to optimize the program by focusing on areas of greatest potential.
[8] Specialty Market Coverage
Looking to sell into a specific industry or sector but not sure how to go about it? Outsourced sales providers offer highly specialized skills and expertise relating to specific industries or markets — leveraging their knowledge and expertise can be a matter of business survival. Manufacturers can save significant training and recruitment costs by using specialists when they expand into these markets. There are hundreds of potential opportunities within specialty and niche markets such as government, agriculture, insurance, automotive, IT, etc.
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Clik here to view. Some specialists maintain trained teams equipped to address attractive but hard-to-reach markets quickly.
[9] Secondary & International Market Coverage
Direct sales costs rise fast in geographic markets where customers are scattered over a wide area or your company does not have a physical presence. Outsourcing firms fill the gaps, pulling in incremental sales and satisfying accounts that demand nationwide or worldwide sales support. If you want to expand into a new country but have no presence there, look hard at engaging an outsourcer to decrease cost and save time.
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Clik here to view. Many companies have existing sales process to target a certain market segment, like enterprise, but are unable to effectively utilize the same processes to target the lower and SMB markets. Engaging an outsourcer allows companies to have access to sales processes that are optimized for SMB or other markets.
[10] Compliance with Requirements & Customs
Increased regulation, sometimes with rigorous standards, especially in specialty markets builds additional obstacles to overcome towards potential revenue. Selling into foreign cultures also creates challenges when not fully understanding local customs and traditions. Using an outsourcer is an easy way to maintain compliance to regulations and respect local customs.
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Clik here to view. Don’t be like American Motors. They tried to market a new car, the Matador, based on the image of courage and strength. However, in Puerto Rico the name means “killer” and was not popular on the hazardous roads in the country.
If your sales organization is facing any of these challenges, make sure you contact us! Ryan Call can be reached at 801-786-5813 or rcall@marketstar.com. And if you haven’t already, don’t forget to take a look at the first five reasons to outsource sales.