(888) 893-2165The best sales outsourcing solution comes down to your business. Where are you now, and where do you want to be? Outsourcing can help you slash overhead costs while expanding sales coverage at every step of the buyer’s journey. JumpCrew has proven results acting as a seamless extension of our partner’s existing teams.
When you’re ready to work with a sales outsourcing firm, the first step is to assess your current process. Locate the gaps when customers are not hearing from you, before or after the sale. Identify areas where you could improve your message or process. Determine any underserved geographical areas or customer segments that warrant expansion. A clear picture of your current sales cycle can reveal ways your sales partner can best help.
Here are four things you’ll want to be prepared to discuss with your sales outsourcing partner.
1
The Scope
Decide which portions of the sales responsibilities you want to hand over, and which you’ll keep in-house. Some firms outsource their sales efforts completely, while others choose specific services to fill gaps, launch new products, penetrate new areas or segments, or adjust to sudden growth.
2
Your Achievement Goals
It’s important to know what you want from this sales outsourcing partnership — whether it’s a volume of leads, a specific improvement in conversion rates, a product launch, or opening up a new region. Your sales outsourcing partner will help align your specific goals with what is typical for a company with a similar value proposition.
If you’re adding to an existing sales team, take a fresh look at internal goals. Your in-house team’s focus and responsibilities may shift, creating opportunities for improvements or new projects.
3
Current Data and Trends
A more extensive look at your current analytics and web traffic will help achieve your company’s goals. What software and analytics tools does your sales team use?
This data should be readily available to your outsourcing partner. Nothing shows the life of a business like traffic and sales numbers. At JumpCrew, we work with you to develop analytics and create a plan.
4
The Onboarding Process
Be prepared to invest your time at the initial stages of the outsourcing partnership. The best way to build rapidly is to start with a solid foundation.
It’s tempting to rush toward execution. However, by presenting a clear picture of key knowledge areas relating to your business, your current sales process, analytics, and goals, you start with a common understanding on which you can construct and implement actionable plans.
Company Culture + Executive Support
As you select a sales outsourcing partner, keep your company culture in mind. A provider who understands your company culture and core values will keep your brand on target.
Resistance to change is natural. If your company hasn’t worked with an outsourced sales provider before, you’ll want to garner support from the executive team. To do that, create a clear picture of success for them. Provide the leadership team with specific goals and milestones that you expect the additional sales force to help you reach. Communicate with them frequently so they can see progress and share in the wins. Now, you’re ready to choose the right partner.
Your business faces unique challenges and needs. Sales outsourcing is not a one-size-fits-all solution. It’s important to thoroughly and completely vet your provider before hiring. When selecting your outsourced sales partner, here are the big dos and don’ts:
This post is part of a full-guide on sales outsourcing. If you’re interested in downloading the guide, click here.
