For decades the typical sales organization was comprised of sales reps cold calling and working in the field. They set their appointments and then meet face-to-face with potential buyers. And in recent years we have started to see a transition to those outside reps getting support from “inside reps” who assist in setting the appointments. And once again typically a company would build this organization internally.
However over the past several years both CRM and marketing automation technologies have become technology staples of most modern B2B sales operations. These technologies enable companies to control visibility of each stage of their sales process. These same technologies now allow companies to seamlessly consider sales outsourcing for their inside sales activities. Here are a few of the advantages to evaluate to help you decide if an inside sales outsourcing team is a good fit for your company:
Sales Training – There are multiple benefits that can be realized from shifting to an inside sales outsourcing model. One of the biggest advantages is that your sales training will become more effective with inside sales outsourcing. When a company uses an outside sales model, sales reps do not come into contact with each other on a regular basis. But with an inside sales outsourcing team your reps will be working in the same office space. It’s much easier to quality control sales training for new reps, share “best practice” sales tips, and disseminate new information. For smaller businesses that only have the need for one or two inside reps this advantage can be even more significant because your inside sales outsourcing team will be surrounded by other reps selling other products. You will gain access to a part time sales manager that will keep your team on track and well trained without the expense of staffing a full time sales manager.
Scaling Faster – As an inside sales outsourcing company we believe when a company is just getting off the ground it makes sense to staff a closer on the client side to gain insights into the entire sales process start to finish. An internal sales executive also allow you to more effectively build the personal relationships a company just getting off the ground needs. In many cases this resource is also one of the executives in the company, often the founder. And then as the company understands its sales process an inside sales outsourcing company can craft a repeatable sales process to generate the lead, develop the lead and qualify the lead using content and well trained business development reps. Switching to an inside sales outsourcing model may make sense, since it provides the ability to integrate new staff more effectively and allows for more rapid growth.
Complexity of the Sale Another highly influential factor that determines how to deploy an inside sales outsourcing team is the complexity of the company’s sales cycle – how many buyers and influencers are involved, deal size and value, and the complexity of the product itself.
For example – an enterprise sale is a long cycle involving multiple individuals at various levels of the organization. In these cases, external sales reps are required – again, because selling extremely high-value products over a long period of time is something that relies on the development of more personal business relationships. If this is the type of sale you need we typically recommend using inside sales outsourcing for the initial lead generation and the early stage introduction of your solution to multiple buyers across the target organizations. Once the buyer becomes engaged your outside sales rep should take full ownership of the sale.
On the other hand if you have a short and simple sales cycle this is where an inside sales outsourcing model can take the sale further. Inside sales outsourcing can generate the lead, develop the lead and educate the buyer. In some cases you can simply staff a sales engineer with technical or business domain expertise to answer technical or deep domain questions and your inside sales outsourcing team can manage the final close of the sale.
If outsourcing sales makes sense for your business then choosing the right inside sales outsourcing model is key to ensuring it sales outsourcing will help to grow your business. In many cases a hybrid model may make the most sense. To learn more about how Gabriel Sales approach sales outsourcing and marketing feel free to visit our sales outsourcing services page.