Are you selling like an entrepreneur? Why do you need a sales outsourcing partner?
Struggling on whether or not to choose a partner in sales? Here we have a guide to help you inmaking that choice.
Firstly, before
selecting a sales outsourcing company, you will want to match your sales partner’s
capabilities to your long-term business requirements to ensure there is a
strategic fit. Versatile sales outsourcing company like AOB India creates a
customized, end-to-end sales ecosystem while also providing specific service
components that best suit the business’s need. Such a sales outsourcing partner
can help with the capabilities to meet your immediate needs and the
adaptability to grow with your changing demands.
But how to
identify the perfect sales outsourcing partner for your business? To help
simplify the selection process, consider breaking the criteria down into three
basic areas: people, technologies, and insight.
People
People are the
strongest asset when it comes to sales, and when you engage with a sales outsourcing company in
India, their people will represent your brand. Your first consideration
should be personnel quality and the processes used for hiring, motivating, and
retaining the best possible sales professionals.
·
Quality of the
sales pool: A sales
outsourcing company can save you money by recruiting from regions where the
cost of living is low compared to the education, expertise, and skill level of
the regional talent pool. A sales partner with reach in the 2nd and
3rd tier cities should make a strong case for having a superior
staff.
·
Onboarding speed
and quality: In addition
to hiring, you want to ensure that your sales outsourcing partner can train
staff quickly and efficiently in order to provide the agility and flexibility
needed to deliver superior service. Ask for examples from previous projects
that required a fast launch or scale-up.
·
Motivation: This is harder to measure since it is
intangible, but remember that you are not hiring a call center. You should look for sales
teams and professionals who show dedication. Also look for a culture that
celebrates success and has motivators integrated into its operation.
Processes
Your sales
outsourcing partner should demonstrate the same discipline and commitment to
sales processes as they do to recruiting and onboarding. Look for specific
capabilities, such as:
·
Forecasting and
pipeline management: Your sales
outsourcing partner and the sales team should always have a sales plan,
including targets against which they can be measured.
·
Tactics for
achieving goals: Look for
well-formed plans to achieve quotas, such as bringing in additional resources,
adapting resources and materials, and refining call schedules and sales scripts
as needed.
·
Metrics and
analytics: Everything
should be measurable, and ideally, analysis should be performed by experts who
work closely with your sales team but are not directly invested in its
performance.
·
Adaptability: Even with well-established, proven
processes in place, your sales partner should be adaptable to unique situations
or requirements. Processes should evolve as sales agents gather information
that presents new insights.
Insights and Technologies
Sales and
marketing best practices and technology tools are continually changing. You
want to align yourself with a sales partner who keeps pace with those changes.
Make sure you understand how technology fits into their planning, deployment,
and measurement processes. Look for:
·
Digital demand
generation expertise: Be sure
they are backed by strong inhouse team for content management, lead nurturing,
and marketing automation so that they can maintain a healthy demand pipeline
and optimize lead management resources.
·
Tech stack
literacy: Your sales
partner should be equipped with latest sales technology tools such as CRM, sales
agents tracking and analytics tools for delivering an efficient sales function.
What are you
waiting for? Start the research and partner with an efficient sales outsourcing company
today!
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