Why choosing to outsource sales and marketing might be the wisest option
When many small business founders eclipse their bandwidth capacity they ask themselves the question, “Why outsource sales?” It is obviously our belief that it can with the following caveat. The founder should have a rough idea of the steps required to take a deal from the first sales conversation to transaction. If you are considering outsourcing the sales and marketing function and you understand your basic direct sales process, here are three reasons why it may make sense to outsource sales and marketing.
Why Outsource?
There are three top reasons to consider outsourcing any function: saving money, freeing up time to focus on core strengths and more mission-critical functions, and gaining access to specialized skills.
When you outsource sales and marketing, you first need to decide what it is you need. In most cases we find that the founder or business has plenty of time to close business. What they lack is the time to develop and qualify leads. So, when you outsource its important that you don’t think of this by simply replacing one internal hire with another internal hire. Instead, you need to thinks of it as replacing one hire with a blended team with experience in both sales and marketing.
With that stated, let’s look at each of these three reasons why outsourcing may be the smartest option:
Outsource Sales and Marketing to Save Money
Expense is the primary reason why most companies consider outsourcing over hiring sales reps. If the current market for a quality business development rep is, as an example, a total compensation package of around $10k to $12K per month then outsourcing at $8k to $10K per month will be a substantial savings.
Instead of looking at this as one FTE vs. another outsourced employees you can look at it as getting a team of multiple employee that are part time. An outsourced sales and marketing company will provide phone reps, content marketers, database marketers and management. Most small business could not afford to staff and manage a part time team (let alone full time employees in this function). So depending on your lead volume needs and growth targets, a blended outsourced sales and marketing team often represents a substantial savings..
- Outsource to Focus on Core Functions
There are two goals and functions in most business: gaining clients and adding value to those clients. Most of the remaining jobs to be done are the support functions of finance, human resources, and information technology are the obvious candidates for outsourcing. We also believe that introducing the business to new prospects is also a function that makes sense to consider outsourcing. This is true now more than ever because sales and marketing success now requires understanding:
- Inbound lead generation tactics
- Outbound lead generation tactics
- Phone skills
- Automation technology
- Content marketing
Outsource to Gain Access to Specialized Skills
Most companies’ closers have specific domain knowledge and sales expertise. There is no way this knowledge (especially domain expertise) can be easily replaced. However, a seasoned outsourced sales and marketing company will be able to extract this knowledge and add their expertise in the marketing tactics mentioned above to allow your organization to automate and increase the volume of conversations you are having through digital channels and over the phone.
Gabriel Sales specializes in building moderns sales and marketing operations for companies that already understand the core steps in their sales process. We help small business build scalable engines that address the new digital buyer. To learn more about how we work with companies to build these engines we invite you to learn more about our team and our new approach to outsourced sales and marketing.
