How outsourcing sales management works
Small business owners outsource anything from bookkeeping and web development to IT and administrative tasks. They value outsourcing because hiring an expert is better than pulling their hair out trying to do it all. But why don’t busy business owners consider outsourcing more tasks?
It’s easier than you think
Did you know that outsourcing sales activities provide the same benefit and growth opportunities as hiring for any other core business functions? You’ll definitely save time and money. But what you’ll appreciate the most is having confidence that you’re not missing out on opportunities and you’ve got someone there to convert leads into sales for you.
“Outsourcing sales gives you the freedom to explore new strategic business opportunities while your sales leads are being looked after”
Small Business Pty Ltd outsources sales support 5 hours a week
Sarah and her husband run a successful business and generate steady leads. They struggled to find time to properly follow up and convert their leads. It all became too hard, and they quickly lost motivation.
Hiring a full-time business development manager or sales rep wasn’t possible but they desperately needed help. They wanted someone with sales experience who could qualify the leads and act on their behalf to promote their business.
They looked at hiring a telemarketer until learning they could outsource lead management to someone with solid sales experience. Someone they could hire by the hour or on a project basis.
They now outsource and pay for sales services only when they need it. Hiring an expert for five hours a week is a perfect solution for their growing business.
At home and work, outsourcing is a smart choice.
As homeowners, we rely on hiring professionals with specific skill sets to help with household tasks. A job that would take us a day to complete is finished in only a few hours. These professionals have the tools and skills to get the job done efficiently so we can focus on other activities.
Sales functions you can outsource
Nurturing and converting leads
Customer phone and email support
Pipeline progression
Why you should consider outsourcing sales
Mitigate risk
According to Human Resources Director Magazine, the average cost of hiring a new employee is $18,982 ($9,772 for an entry-level position). Outsourcing sales eliminates the risk of hiring the wrong salesperson. And you can test the outsourcing waters with project-based sales support or self-managed services.
Maintain control
Hiring someone to follow up on leads lets you stay in control of your business. It’s easy to delegate tasks to an outsourced business development manager who will clean up lists and nurture your leads through the sales process. They’ll partner with you and support you, but in the end, you decide where to focus your efforts.
Protect your reputation
The best (but not the easiest) way to protect your reputation is to be responsive. Customers won’t give you a second chance if their message is lost and ignored. In today’s world of immediacy, clients expect a quick turnaround. For the busy business owner, it’s not feasible to be by the phone and computer every moment.
Stay motivated
Sales is like sport. We all need a coach, teammates and fans to give us energy. When a business owner is motivated and confident in their support staff, customers will feel more comfortable engaging their services.
Reduce costs
Outsourcing reduces costs. Hiring a sales employee is expensive and comes with risk, especially if your business is seasonal or has peaks and troughs. Hiring sales staff only when needed is a resourceful way to do business.
Sales support when you need it
There are thousands of small business owners across Australia just like Sarah who don’t know where to turn when they need sales support. If a business is big enough to hire a bookkeeper or virtual assistant, they’re big enough to outsource and hire a business development manager on an as-needed basis. It’s a smart way to eliminate risk, protect your reputation and grow your business.
About the author
Kirsten Karbowiak is the founder of BDM by the hour. She partners with small business owners who need sales support but aren’t ready to take on full time sales staff. For more information about outsourcing sales, contact us.