NSC16
Survey Minimize
Are you a member of a Sales Association / Professional Body?


Submit Survey 

Print  

Professional Sales News

Current Articles | Archives | Search

18 May 2012
When is Outsourcing inside sales a recipe for success?

When is Outsourcing inside sales a recipe for success?


By Ben Turner @ 05:47 :: 3700 Views :: 22 Comments :: Article Rating :: Featured Articles
<< Back  l   

The sales team is the revenue-generating heart of a company. Consequently, Inside Sales is usually considered to be something that must be kept in-house. 

 However, this article will argue that an outsourced inside sales function can deliver more cost-effectively in terms of:
 
  • A steady pipeline of well-qualified leads for the field sales team, and
  • Servicing smaller deals over the phone.
 In the technology sectors vendors are sceptical about the ability of an outsourced sales agent to articulate the features and benefits of a sophisticated product set; particularly when put under pressure by a tech-savvy prospect.
 
Yet many vendors are discovering that current inside sales processes are no longer cost-effective.  The reasons for this can include:
 
  • Old-fashioned sales styles result in too much time spent discussing product and not enough progressing the sales cycle.
  • Legacy pay-scales that are no longer affordable. 
  • Cultural barriers to change and improvement.
An outsourced Inside Sales agency can drive up productivity because progressing deals through the sales cycle is its core-competence, agents talk techy enough to get the job done, but not so much it slows down the sales cycle. 
 
So, when is it right to outsource your Inside Sales to a specialist agency? Let’s consider some of the most influential factors:
 
 
Product complexity
 
Complex new technology is always expensive to both sell and implement, but as the product matures, sales responsibility shifts from enterprise sales to inside sales to volume distribution. Outsourcing typically works best in the middle of the product lifecycle, when dedicated field-sales is too expensive, yet commoditised, vendor-neutral distribution is ineffective.
 
By outsourcing to a specialist agency, vendors get the best of both worlds: They can maintain control and ensure in-house levels of focus on their product, whilst getting a cost model closer to distribution.  The more specialist the agency, the more complex your product can be.
 
Sales cycle maturity vs. Product maturity
 
There is always a stage in the product lifecycle when the target audience tends to be comfortable buying over the phone, although they may still require face-to-face contact for significant expenditure. Typically the best stage to outsource inside sales is during the ‘early/late adopter’ stages.
 
Target audience vs. Company culture
 
Whilst the target audience buying behaviour matures, the in-house Inside-Sales function can remain trapped in an ‘enterprise mentality’ that starts to reduce sales productivity. Symptoms of this stage include:
 
  • Too much focus on high-end product expertise.
  • Too little focus on sales productivity
  • Too much time spent in internal meetings
  • Too little time spent on the phone selling to prospects
  • Too much field sales involvement in mid-sized and small deals
  • Channel partners complaining of too much direct competition
If you have these symptoms, then now is the time to consider outsourcing Inside Sales. 
 
Pride and product expertise is a good thing, but it can also lead to product-heavy sales cycles and in-depth client meetings which are not necessary to progress the sale. If you are having difficulty changing culture, then Outsourcing Inside Sales is an effective way to shift focus towards the commercial aspects of the sales cycle.
 
Outsourcing Inside Sales can also clean-up lines of communication and responsibility, making the sales processes more efficient. Once best practices have been established outsourced operations can be in-sourced to bring the new culture back into the company.
 
 
How to choose (and use) an Inside Sales agency

High-calibre, high-quality
 
Outsourcing Inside Sales requires a number of key ingredients in order to be successful. The first is that the outsourced team must be of the highest calibre, fully trained with the latest best practice techniques and conversant in the company’s products and services. 
 
Good quality selling has always relied on more of a consultative approach than simply force feeding an opportunity, and this is no different for an outsourced team. A good agency will be able to demonstrate the calibre of its team, the training they have undergone and the specific experience of the individuals on board.
 
Invest in expertise
 
There is little point engaging an outsourced agency if they are to be kept at arm’s length from the core sales strategy. In order for an outsourced Inside Sales team to be effective, they must be treated as partners and made part of the ‘inner circle’ . Don’t treat them like mushrooms, give them the bigger picture, so they buy into your vision; this is particularly important when they have to sell to executive-level prospects.
 
After the initial training, subsequent training sessions can often be reduced to a few hours each month or even a day each quarter. Over time, this will be both cheaper and more effective than in-house training because a good agency’s knowledge management systems and learning culture is part of its core competence which allows them to repeat your training cost-effectively. 
 
Use the process to improve, not to ‘dump’.
 
The combination of lower cost and higher effectiveness is driven by the outsourcing process, because it encourages both clarity and discipline through more formal communication and demarcated areas of responsibility. For example: feedback from in-house sales or channel partners tends to be more forthcoming, more hard-hitting and more quickly assimilated by an outsourced operation, because their relationship with you depends on fixing issues, not defending the status quo.
 
Modern outsourced Inside Sales agencies are sophisticated, and professional. Agents are experienced, credible, and knowledgeable. If you give them the freedom to implement best practise, and manage the pipeline to encourage the best and most cost-effective behaviours, then you will have success.
 
Whether you need a steady flow of appointments for your field sales, or a fully independent Inside Sales function, the market has developed to the point where it is both possible and advantageous to outsource your Inside Sales. 
 
Johann Edward is CEO of EIMS, a multi-lingual marketing services company that provides outsourced lead generation, channel management and inside sales to leading technology companies across EMEA. For more information visit www.eims.biz
  << Back Share/Save This Article:     Bookmark and Share
Comments
comment By mike33 @ 15 August 2012 22:51
I think it is all about being able to save money when you are outsourcing and get the sales that you need. This is definitely the most important thing here. Definitely do your homework on this. Crystal World - Wedding Rentals

comment By englisbatjeta @ 05 October 2012 13:49
I found this post very exciting. I think you will have any other post on this topic? I am also sending it to my friend to enjoy your working style. Cheers!
Southern Sisters Designs

comment By cherrin @ 25 October 2012 07:53
Buying ELSSE 9" 5-point capacitive screen tablet pc capacitive screen ANDROID 4.0 - 512MB 8GB Camera WIFI 30163 Cheap Price ELSSE 9" 5-point capacitive screen ...
Buy Microsoft cheap tablet pc windows 7 from 4 Online Stores in Australia. ... Built-in Windows 7 system and 1.8GHz D2500 CP More info. .... 7. Buy online cheap Fujitsu TH550 with confidence by reading genuine online ...

comment By opqlgoods @ 08 November 2012 05:10
There are a lot of blogs and articles out there on this topic, but you have captured another side of the subject. This is good content thank you for sharing it.
Social media marketing blog

comment By albcl115 @ 26 November 2012 11:53
This is such a great resource that you are providing and you give it away for free. I love seeing websites that understand the value of providing a quality resource for free. It is the old what goes around comes around routine.
http://www.genesishealthinstitute.com/testosterone.php

comment By aisin @ 27 November 2012 06:53
Great!This article is creative,there are a lot of new idea,it gives me inspiration.I think I will also inspired by you and think about more new ideas.
http://www.watchoh.com
http://www.qcwatches.com/panerai-watches-35.html

comment By misiasty @ 05 December 2012 15:01
Suknie wieczorowe w Chicago to mają, panie, życie! Nie tylko zyskują do licha i trochę dolarów w klimatyzowanych drapaczach chmur przedsiębiorstw finansowych, niemniej jednak jeszcze mogą sobie popatrzeć. Żeby to jeszcze były wystawy, jak u nas, ale nie: w cudownym Metropolitan Museum of Art i w renomowanym Museum of the City of New York uwidoczniają sukienki wieczorowe. W pewnym sensie niewiele męskie? Rzetelny mężczyzna zwiedza takie ekspozycje ze swoją znamienitą damą!
suknie slubne

comment By misiasty @ 05 December 2012 15:01
Zacznijmy od znanego Metropolitan. W suknie wieczorowe warszawa tych dniach inicjowana jest tam poczesna galeria porównująca dwie znakomite twórczynie mody. sukienki wieczorowe Pierwotna to Miuccia Prada, wnuczka tego Prady. Tego, któryzaplanował katalog stron potężną firmę, naturalnie. Głośna z minimalizmu, pojęcia dla klasyk i chłodnej wytworności Prada to ikona współczesnego heute couture. A także była członkini włoskiej sławnej partii komunistycznej, wojująca o prawa współmałżonek.

comment By kitapbigi @ 12 December 2012 17:51
These sales issues have to be maintained with proper management otherwise, this would complicate the total process. You have to design a standard procedure to solve the issues.evim şahane-20 dakika izle-chat-20 dakika-evim şahane-evim şahane-evim şahane

comment By mano @ 26 December 2012 07:23
What do student tuition fees, the US State Department, and FIFAâs Sepp Blatter have in common? In a survey pass4sure 640-822 of some of the countryâs top sales people carried out by the Natural Training Company, a http://www.passed4sure.com/exam/640-822.html pioneer in sales training, they were voted as the âTop hardest sellsâ this Christmas.

comment By zaidmodle @ 29 December 2012 06:26
I admit with your Blog and I will be back to examine it more in the future so please keep up your act. Commercial Properties

comment By ahmad @ 31 December 2012 07:04
J'ai vu le père Noel !!! :)) igettinginshape.com

comment By Cuberahul @ 31 December 2012 12:38
As vendors are sceptical about the ability of an outsourced sales agent to articulate the features and benefits of a sophisticated product set. So the BPO should have enough quality for the good service to the clients. prosvent ingredients

comment By bilal @ 04 January 2013 11:32
This is a great inspiring Article.I am pretty much pleased with your good Work.You put really very helpful information .. PETS&ANIMALS

comment By albcl115 @ 14 January 2013 07:21
Your blog provided us with valuable information to work with. Each & every tips of your post are awesome. Keep blogging
genemedics.com

comment By albcl115 @ 15 January 2013 04:52
>>>Cheers Dude! Just want to say your blog is kina awesome
Contentarcade

comment By albcl115 @ 18 January 2013 07:11
Wow...!!!
A mind blowing article is provided here. It is written with great skill and the words directly explain the thought of author and it is nice to know the information provided around the Earth and really it is great topic of interest.
http://www.cheapcar4hire.co.uk

comment By nike121 @ 24 January 2013 12:02
The BOE also publishes the price of each car by make, model and age. Based on this new mazda assessment, and not what he has paid, the citizen who has bought his car from a private pay transfer tax.

comment By dexter11 @ 31 January 2013 16:22
e lascio forse un gran vuoioi effetti cialis Essi rimangono tra gli atti dispersi fino . die Unsittlichkeit steigerten. wirkung von viagra Mag das Empyem des Warzenfortsatzes unabhangig.

comment By dexter11 @ 04 February 2013 15:37
Auch stoßen Sie auf Namen, cialis beipackzettel durch richtige Behandlung unil Anwendung des . fu questa moneta cambiata in quella di giulio da viagra naturale Pela da quattar la lastra.

comment By albcl115 @ 07 February 2013 04:23
Congratulations for another essential article. Where else could anyone get that kind of information in such a complete way of writing? I have a presentation incoming week, and I am on the lookout for such information.
southsmoke

comment By ronnan @ 05 June 2013 17:27
Outsourcing in sales is not an unusual thing although I personally consider it risky. There's an accrue interest we all need to nurture for better profits and direct communication is essential for that.

Only registered users may post comments.
 Minimize

LinkedIn_Logo30px.png

Twitter

Facebook

Force Manager 15
© Copyright 2009 TheSalesPro.co.uk | DNN Hosting & SEO Managed by Pure Systems | Terms Of Use | Privacy Statement