Many businesses use outsourcing to complete some of their sales and marketing tasks. Yet, some businesses are reluctant to outsource their sales and marketing jobs. They worry that outsourcing will mean “giving away” sales to the outsourcers, as though ownership were being transferred. That said, companies are also open to sharing they don't have the expertise or infrastructure needed for "ownership" of sales they make.
While the need is crystal clear, businesses shy away from outsourcing sales because they have misconceptions about outsourcing. However, once these myths are debunked, outsourced sales become a clear choice for success.
Read on to learn about the biggest misconceptions about sales force outsourcing and the facts behind them.
Marketing and sales teams work together to craft your brand messaging. The messages are refined using technology that connects your sales staff with marketing automation software, which is related to customer relationship management (CRM) programs. This collaboration allows you to track the effectiveness of the messaging along the sales pipeline.
Good Sales as a Service providers also offer ongoing training and coaching, both to help you avoid straying off topic and to keep your team enthusiastic as they work through your sales process.
Although it may seem cheaper to build a sales and marketing team, it actually costs more in the long run. First, you have to train new college grads to plug in the gaps in your sales team. Next, you need to make sure they have the tools, such as a CRM and analytics software, to use while they learn. In addition, they may not have as much experience as an external sales and marketing team.
This means they take longer to get off the ground, and it takes longer for them to become profitable.
In truth, outsourcing happens when businesses are growing so rapidly they need help keeping up. Other companies, on the other hand, has the power of a sales and marketing engine that's fully built in order to launch a new product, get a new customer group, and really crack a new market.
A proper outsourced sales partner will work with the team you have, building processes and systems for further success as well as filling in any gaps the sales pipeline has.
Outsourced sales services are not "one size fits all" across the board. Occasionally called "brand butchers," these sales services are only telemarketing-like. The model of this is commision-based; usually, work is done simultaneously for more than one organization and resources are shared. In that case, those are full-on glorified telemarketers for sure.
However, those groups are no match for SaaS (Sales as a Service). These firms go well beyond cold calling to provide:
"Real" outsourced sales dare more than just dials and smiles. It's essentially being a brand steward, helping the whole sales pipeline get their needs met.
Sales force outsourcing is incredibly popular for businesses. However, it's also surrounded by many common misconceptions. This includes outsourcing being a sign of a business failing (it's not) and that outsourced sales are just glorified marketing (not necessarily).
Looking for assistance with permanent sales placement? Reach out to The Sales Group today! We’re a professional outsourcing and sales consultancy firm that provides sales advisory services for North American organizations.
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