Are you one of the many businesses that have discovered that outsourcing sales for your company can be an excellent way to grow your bottom line? If so, you may be tempted to jump into an outsourcing partnership without really understanding how to make the partnership work. These tips can help you effectively outsource your sales so that you get a high ROI right from the start.
Choose Your Outsourcing Partner Carefully
While it might be tempting to choose the cheapest outsourcing company to run your sales, this might not be the best long-term strategy. An outsourcing company should have the tools and skills necessary to meet your business’ KPIs and they should be able to clearly demonstrate how they plan to implement sales strategies to get there. Ask any potential partner what their expertise is in your industry and have them provide you with some references for your verification.
You’ll also want to get an idea of the technologies they use to assess whether or not they can scale your business quickly and whether or not they will be able to support you if you want to expand into new markets. Not every outsourcing company has these competencies, so if your goals include expansion, you’ll need to choose a partner that can demonstrate their ability to deliver on these goals.
Be an Active Partner
Yes, you’re outsourcing at least some of your sales processes to a third-party. No, this does not mean you don’t have to be involved in those processes. You need to be fully engaged with the partnership to make sure it functions the way you expect and to provide feedback where it doesn’t. You should participate in the training of the outsourced sales team and train them the same way you would an in-house team. Ensure they have all the information and materials they need to successfully sell your product and meet with the team regularly to understand what they need to meet your goals.
Treat your outsourcing partner like full members of your staff. Involve them in meetings that concern forecasting, sales and marketing, and business strategy. They need to understand your goals so that they can tweak their sales methods and strategies to meet them, so they can’t be in the dark about any of your sales and marketing data. You’ll also want to meet with the outsourcing team frequently to evaluate the progress toward your goals and adjust them together if necessary.
You’re going to want instant results from your outsourcing partner, but it will take a little time for the team to fully understand your business, fine-tune their marketing strategies, and ramp up their operations for your company. Give them about 90 days to really grasp your value proposition, prefect their sales pitch, build a pipeline, and deliver results. And, if you haven’t seen progress in three months’ time, don’t give up yet! Meet with the team and re-evaluate the plan based on what isn’t working so you can get the results you expect.
There are a lot of misconceptions about outsourcing sales, but if you follow these tips, you will see that off-loading at least a portion of your sales process to an experienced and knowledgeable third-party will pay dividends for your business.