23/01/2020 by Sian Thomas 0 Comments
How to Engage with Outsourced Sales Teams
Never has it been a better time to set up in business.
With the combination of low cost technology platforms, the numerous communication channels giving you direct access to your market and increasing deployment of remote teams whether direct or indirect means that any business that addresses the needs of the market and delivers it well stands every chance of success.
Well okay, I acknowledge that in reality it’s not that simple. Choosing the best systems that scale can be daunting, the ever increasing number of communication channels available make the task of deciding where to focus your time overwhelming and selecting who will help you achieve your mission...well, it can really question whether all these considerations are worth it.
Business is not for the faint hearted but for those who want to venture out and at least start realising a dream then note, it is a path well trodden and can be extremely rewarding.
Having spoken with many business owners and entrepeneurs it’s surprising how much oversight has been made in terms of their infrastructure going forward. Here I have outlined 4 considerations to make note of in terms of working with an outsourced sales agency.
Good outsourced sales businesses really want to do a lot of the heavy lifting for you but they need your help so:
1. Know Your Business (and Your Market)
This may seem dumb but it’s surpring how many businesses are unable to articulate this. It’s not about what you sell, it’s about the problem you solve. So to adopt a well used mantra, you are not selling the drill but rather the hole. This effectively comes under jobs theory, think about the job your solution is being employed to do.
If this is challenging to do then ask around, send a survey to your customers to find out how they get the best from what you do for them.
As regards your market, it can’t be everyone. Look at your data to understand who gets the best from what you supply. And if you don’t have data then create a hypothesis and test. Effectively there will be trial and error but until you get started and test it out you will never be any the wiser.
2. Decide on Your Goals
Unless you have thought about what you want to achieve then how will you know if a campaign has been successful? Again, when working with a client I have often asked what they are looking to achieve and have been met with “some sales.” This is not going to get you anywhere.
It is best to be as clear as possible here to stand a chance of achieving your goal whether that is number of appointments made, demos completed, attendees on a training course or simply revenue created.
Also be clear on the qualification requirements to ensure the numbers reflect a good fit between what you sell and what they need to not only stand a better chance of conversion but retention too! And if you miss the mark then you are more likely to get genuine insights when conducting the campaign post mortem.
The main objection external sales teams get from prospects is whether they will get a decent ROI. Well, by giving due consideration to the above points you should be halfway there.
3. When Engaging with an External Agency...
...whether you have searched them on Google, Linkedin, a freelance site or asked for a referral my top tip is to observe how they interact with you as a prospective client. Do they look after you and offer you reassurance in a way that you want to translate to your prospects?
How prepared have they come to the conversation? Are they asking you questions that are enabling them to learn enough about your business that fulfils the brief whether that’s at the lead generation / prospecting end of the conversation to closing the deal?
Are they presenting themselves in a way that you can see yourself or your team working with them? To be successful this must be an effective working relationship.
Are they setting expectations in line with the brief? Are there SLAs in place?
If all looks good here then at least you’re starting out on the front foot.
4. Ensure You Follow up
You have invested a lot of time and money in the process so don’t fall down here. Ensure there is a system and process in place to continue from what your outsourced service provider has achieved. Whether that is to keep the appointment made, call as promised or ensuring they are properly taken care of once they have made their purchase as that is really when they do become valuable and should be valued in turn.
So how have you got on with these musings? I am conscious I’ve skirted over a few details but only intended to give you enough food for thought while keeping it relatively light.
I would love you to share your thoughts on this or let me know if you have other similar topics you would like me to cover. Equally if you want to find out more or arrange a call to see whether I can offer help to your business then click on the following link. https://www.integrowsalesbristol.co.uk/contact-bri...
Thank you for reading.