Sales outsourcing
Considering the attention given today to "Sales outsourcing" in business magazines by industry watchers and captains of industry, and taking into account the numerous and successful assignments already set up, we have a solid ground to refer to Sales outsourcing as a (r)evolution in modern business.
Provided ... that sales outsourcing is positioned in well-considered circumstances:
- Sales outsourcing best takes – in part or in full – ownership of business development
- Sales outsourcing should monitor and target a "customer-interaction-time" of around 80-90%
- Sales outsourcing injects the missing "sales culture" in engineering/technology companies
- Sales outsourcing goes hand-in-hand with new product/service introductions, in new or existing markets
- Sales outsourcing should remedy existing pains and inefficiencies in the sales operations and organization in place
THOS roadmap to a Sales outsourcing engagement
- Audit the sales operations and organization put in place
- Identify the most burning pains and deficiencies
- Build a financial business case for go/no go decision
- Search and recruit an appropriate sales force, preferably 2 heads
- Continuous monitor, coach and report – completing our customer's CRM or other forecasting tools already put in place – the business development efforts and progress
- Hand-over of the assignment to our customers' sales team, with a business knowledge transfer and sales continuity follow up
As a summary, we list the most important benefits of Sales outsourcing
- An improved return on sales investment
- A customer interaction time monitored and targeted at 80-90% of normal business hours
- A custom-made assignment based on identified challenges/lacunas/issues
- A reduced sales training roadmap and related costs
- Shared risks
- A faster "Time to market"
- A sales experience in various industries and market segments
- Planning and execution of agreed sales plan
- Sales outsourcing is proven!!
Challenge us!
