It is the transfer or development of sales resources, including overhead expenses, such as recruiting, payroll, insurance, commissions, equipment, training, coaching etc..; along with management responsibilities to an outside organization. The outside organization, the sourcing provider, has the responsibility to manage the sales team to meet client expeditions which include and are not limited to efficiency, revenue and profit growth.
While many companies have embraced outsourcing for their financial and information technology needs, few have considered outsourcing sales. But trends are changing. According to research from the Dun & Bradstreet, sales and marketing is now the third most active area for outsourcing after finance and IT. According to published reports by Dun & Bradstreet, outsourcing of field sales is expected to rise fivefold over the next two years. |
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If Sales is not your core competency, then seriously consider outsourcing so you can focus your time and resources on your core company values and capabilities.
When your company is in the start-up phase, or ready to expand to the next level of corporate growth, you need to focus your resources and attention on your core product or service and not on developing sales processes and hiring a sales team. By outsourcing this business process, your company will move at the speed of light and leverage the core competency of the sales outsourcing to Sales Surge, we already have these systems and processes in place. As an added benefit, your company is getting the benefit of access to senior sales executives, sales consultants and sales trainers that perhaps you could not afford or justify. A real synergy begins to develop as you bring these talents together. This formula for success is not limited to start-ups; any new, small or even established business will benefit from outsourcing your sales.
Sales force outsourcing includes delivering a dedicated focused sales force to your company along with years of management experience, proven processes and industry contacts, at a fixed monthly expense, which allows your company to effectively manage the cost of sales.
Specific sales programs or campaigns? Expanding into new territories? Who is managing/motivating your virtual sales professional(s) or team? How is your current sales team or management performing?
Sales Surge has the answers and solutions.
Most outsourcing decisions begin with cost-cutting – but rarely end there. Once the efficiencies
of outsourcing are in place, companies find ways to use them for a broad range of
improvements to processes and performance.
| As mentioned above, the economies of scale experienced by
outsourced Sales and Marketing providers allow them to offer equivalent services at lower
direct costs than in-house approaches. What’s more, outsourcing partners are free to use
creative cost-cutting approaches unavailable to companies like yours: locating in more favorable
employment markets, assembling full-time coverage from part-time or seasonal employees,
and so on. |
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The costs of in-house Sales and Marketing support are often
Underestimated. Employees need to be recruited, trained, managed and equipped – and
turnover may be high. At Sales Surge, we face these problems head-on, and solve them
for our clients. Freeing your Sales team from low-value activities is a significant reduction of hidden costs.
Relieved of the need to manage day-to-day administration and support, they are free to
focus on generating revenue – the reason you hired them.
Focused outsourced programs improve sales coverage.
More leads are qualified, geographic regions or channels are covered in greater depth, and
more sales can be wrung from secondary sources. In these and other cases, sales are recovered
from previously overlooked sources, improving sales performance at low marginal cost.
In fast-changing markets or companies, outsourced solutions’
variable pricing helps during expansion or contraction. Outsourced programs grow
to meet opportunities or mergers, or shrink when the market turns down. And if they outlive
their usefulness, they are much easier to cancel.
Quantifying current performance – necessary for any
outsourcing program - reveals gaps in measurement, and points the way to simple but powerful
remedies. If you don’t already measure lead qualifications, partner turnover, or cost of
sales by market and channel, putting metrics in place will improve performance.
Focus and Expertise - Sales and Marketing outsourced specialists live in the market–
knowing their surroundings is a matter of business survival.
Outsourced specialists design their technologies and processes to scale up quickly,
so they can always say “yes” to new business. Their clients benefit from all this reserve
capacity In case of acquisition or change of direction, a manufacturer can scale up or
redeploy its efforts faster through a partner than it could operating alone. Their flexibility and
agility also make outsourcing ideal for experimental and pilot programs.
Service Quality and Customer Satisfaction - Manufacturers are acutely sensitive to customer
complaints about service providers, and service providers know it. They stay in business by
outperforming comparable in-house programs, and putting measurements in place to prove it
Quote.
The data available on service outsourcing – mostly from surveys – reveal a boom. Gartner,
Inc. predicts business process outsourcing (which includes Sales and Marketing) will grow
from $110 billion in 2002 to $173 billion in 2007 – an annual compounded rate of 9.5 percent.
Many companies are launched by engineers, or operations professionals. They are able to grow their business to a certain level, but in order to achieve their next level of growth, they need to look for outside sales & marketing expertise.
Sales Outsourcing solutions, which range from advisory services to outsourcing services, focus on developing Tactical Revenue Plans that will help companies achieve the next level of growth quickly!
Another factor is time to market. It is much quicker to have a well trained and managed Sales Team out the door making calls then for the company to be starting or rebuilding a group.
What are other indicators or reasons that suggest your company may need to look at Sales Outsourcing.
Outsourcing, often referred to as the most important management development of the decade, is based on the principal “if it isn't your company's core competency, then take the activity or business process and contract it out. It [outsourcing] is an indispensable tool for world-class companies, allowing them to improve their products and services, lower their costs, and enhance their flexibility.”
The Outsourcing Institute surveyed its membership to determine the Top 10 Reasons Companies Outsource. The results were:
• Reduce and control operating costs
• Improve company focus
• Gain access to world-class capabilities
• Free internal resources for other purposes
• Resources are not available internally
• Accelerate reengineering benefits
• Function difficult to manage/out of control
• Make capital funds available
• Share risks
• Cash infusion |
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Reduce
costs while you gain profit. To Learn more about how you will
benefit from outsourcing your sales to Sales Surge
click here….
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