Sales outsourcing is relevant to businesses now more than ever, and we’re going to explain why!
In-house B2B sales teams in technology, SaaS, and cyber are working in increasingly difficult environments. The landscape of sales has completely transformed since the outbreak of Covid-19, making prospecting and relationship building more difficult.
Many businesses have simply had to survive the last few years, let alone grow or expand into a new market.
Recruiting sales resources has become a frustrating minefield, with companies searching high and low for experienced talent, all within an applicant market.
Job hopping and high churn is becoming commonplace.
The impact of this on a company’s time and investment is significant, with an unsuccessful placement leaving you further and further away from your goals.
Ideally, your sales department would consist of committed sales professionals with relevant experience in your given sector, who require little to no training.
Your pipeline is consistent with high quality leads, and your team sticks to complete long, complex sales-cycles with high-value customers. Over time, you grow your market share, expand your business, and smash your sales targets.
When should you decide to turn to Sales Outsourcing?
Picture this, you’ve spent time and effort training up a new sales representative, who ends up alone or in a small team without dedicated full time management, coaching or support.
If they leave, you’ll find yourself with a 2-4 month recruitment drive, losing even more time you could spend rebuilding your pipeline with long term sales cycles.
Overall, you are struggling to find, recruit, and maintain the right sales resource.
Sound familiar?
As a manager, when do you decide to draw a line in the sand and finally see a return on your investments into your team?
Within this blog, we highlight the key benefits to B2B sales outsourcing, including:
- Overcoming the perils of recruitment
- Resource scalability
- Testing new markets & entering new territory
- Growing your sales pipeline
- The benefits of a dedicated sales team
1. Sales Outsourcing gives you the ability to scale up & down your sales resources & efforts
One of the main advantages of B2B sales outsourcing is the ability to scale up or down as required.
Outsourcing your sales team provides flexibility that is difficult to achieve through a traditional recruitment model. In responding to challenging market conditions, employment contracts don’t allow instant reactions, whereas outsourcing does.
Our salespeople work in teams, targeted together and benefiting from the experience around them. This helps avoid performance that can fluctuate in-house.
Uniquely, we deliver all aspects of the sales cycle. From strategy and sales consulting, through lead generation, inside sales, field sales, and channel management. We understand what is needed in each discipline, helping our clients to excel their sales and business growth.
Our commercial models let businesses react immediately. For example, a short lead generation campaign could recover lost top of the funnel pipeline following Covid-19, or give a product launch an extra push to establish it in a market.
2. Test & target a new market or sector or territory with minimal risk or commitment
Traditional sales programs supporting new market entry are complex, expensive and often a lengthy process.
Many businesses choose not to venture too far from what they know, as the risk of failure is too great. But, for new market, sector or territory development, outsourcing could be the best thing.
Sales outsourcing companies can spin up sales teams and campaigns to help test new approaches or markets. Outsourcing supports new product launches, finding new customers or understanding markets before full scale entry. It can support internal efforts with extra top of funnel activity.
Plus you can compare baseline performance to your in-house efforts.
Excelerate360 supports businesses in different geographies and industries, so we have a broad outsource ability. This means we can deliver valuable insights to improve lead creation and sales whatever the target campaign or market.
With sales outsourcing companies you benefit from the experience and knowledge of specialists. This helps de-risk market entry by using ready built sales models, benchmark metrics, and conversion ratios. You can then test your ratios and ensure commitment to a new product or territory is worthwhile.
3. Benefit from a team of experts whose sole focus is to accelerate your sales & business development
Outsourcing sales to a specialist provider delivers benefits beyond pipeline generation.
An external, focused, full-time sales or lead creation team has one objective. They only want to drive new business revenue or leads.
They take the burden of prospecting, cold calling and new business delivery away from your day to day responsibilities. In turn, this helps your business focus on the important areas to drive company wide success.
At Excelerate360, we pride ourselves in being a partner, rather than a service provider. We act as your team, like internal employees but with a commercial, rather than an a employment contract.
We offer an end-to-end sales service, so if you are looking for a single provider to help own your entire sales cycle, we are the right partner for you.
This unique end-to-end provision means we know what good looks like at each stage, so we can deliver excellence across the cycle, or support in a specific area.
Could your company benefit from Sales Outsourcing?
Businesses should consider B2B Sales Outsourcing if they have ambitions to accelerate or recover from the difficult start to 2020. As a result of recent Covid-19 challenges, outsourcing can be the key to help backfill sales quickly or build for the future.
With an outsourced team in place, you gain back time to focus on the parts of your business that really need your attention.
Furthermore, outsourcing helps you avoid the pitfalls and lengthy process of recruitment. It offers flexibility, the ability to stop or double up immediately and fast access to an already existing infrastructure and known prospects.
