When a company is still in its infant stage, it can be quite a challenge to get everything done in-house, which is why many businesses turn to outside experts. For example, your budget may not allow you to open your own marketing department, so reaching out for help might be the only way to keep your company afloat. On the other hand, if a business has a pre-existing sales team, they might hire experts from Challenger or similar sales training firm to transform their sales goal.
That said, when considering sales outsourcing, however, there are a few things that you might want to keep in mind. Read below to find out exactly what you need to know before hiring sales experts.
- Area of Expertise
Every company specializing in outsourced sales is different in its way. Some have expertise in geographic areas, some in appointment settings, and others specialize in a particular way, like a call center in the United States that provides lead generation, up-selling, and telemarketing for a large audience. Depending on the company, you might come across one that combines several areas of expertise.
This is why you need to make sure that your company of choice has a track record for the outsourcing type that you require. Unless it focuses on your area of expertise, they might not be able to get you the results you hope for.
Some outsourcing companies provide training to their employees and sales representatives, whereas others skip this part. Bear in mind that the company will be responsible for selling your product, so if they don’t know how to do it, this will cause problems for your business. Make sure that the company you’re hiring has provided a sales training course to their team. Or if you’re planning to hire someone, you could provide them with the required training from firms similar to Hansen Beck (check hansenbeck.com).
Granted, the quickest way to determine the success of a contract is to take a look at the achievements of a company. Research the clients that have previously worked with them: have they grown since the collaboration? If others had success when using them, then the chances are that you will be equally if not more successful.
You might not think that this is an issue that concerns your business, but in truth it actually does. For example, if a company gets its recruits through a third party, then you might have to pay extra fees for the process. The most convenient option is if you hire a company that has an in-house recruiter.
- Client Referrals
A good outsource sales manager will always have great client referrals. How many people worked with this company before? Are you able to come in contact with them, or does the company keep that information hidden? If an outsourcing company tries its best to hide its clients, then you might see it as a reason for suspicion. However, if they are open to presenting their clients, then you can see it as a good sign. Listen to some success stories of previous customers in order to know whether the company is worth hiring or not.
If you’re considering sales outsourcing, heed the advice listed above. As long as you take the necessary precautions and make a calculated decision, there’s no reason why your company should not reap the benefits. Just do your research beforehand and the right flower in the bouquet will make its appearance.