Reduce Sales Overhead And Increase Sales Through Outsource

By Claire West

With the unpredictability of the current business market place, now is the time to sort out the costs and efficiency of the sales team. Through the years of boom it has been easy to let the sales guys just get on with their job as long as they bring in the results. Now there is a potential recession and all the associated 'belt tightening' that is being done, the cracks will start to appear in the sales process. Only the brilliant and / or efficient will survive....

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Or there is an alternative - outsourcing part or all of the sales process.

The principle of outsource is that of increasing efficiency and reducing cost and HR related burdens. Specialist outsourcing has dedicated resource that allows for both economies of scale and specialist skills sets. As a result when you outsource you receive concentrated and highly trained personnel who can work solely on their specific role in an environment where everyone else has the same responsibilities. Sales and marketing departments are notorious for their distractions and cross over of work allocation. If some of these key functions can be removed and the personnel in the sales and marketing department can concentrate on their more specific roles it creates much greater efficiency and therefore better results.

Where outsourcing can be most effective is with the parts of the sales process that are traditionally 'disliked and difficult' such as cold calling for appointment generation or telephone based lead generation. There are very few sales or new business generators who are happy with cold calling or generating appointments. And in many cases it is actually a waste of their talents. It is rare for sales... continued on page two >

 

 

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