For startups and small businesses, outsourcing sales can be a great way to experience growth without the overhead of hiring new permanent staff members. Finding the right company is critical for your success. As you look at companies that provide sales support, there are some things you'll want to consider. Knowing what to look for in your outsourced sales team can make all the difference.
Hire An Industry-Specific Team
Your products or services are unique to your business and industry. Hiring a one-size-fits-all sales team may not provide the results you expect. Instead, look for a company that has specific, proven experience in your chosen industry. Ask for proof of past successes in the industry, and don't be afraid to ask about challenges the sales team faced with companies like yours. A good sales team will be able to tell you what roadblocks there may be when trying to sell a product or service similar to yours. The best company will have a plan to help overcome those obstacles.
Ask About The Training Process
No sales team will be ready to hit the ground running on the first day. Your sales reps and managers will need to learn about your products as well as your company values. There should be a training plan in place to get the team ready for work, but you'll want to know how much of that training is provided for you and how much you'll need to perform on your own. Look for a company that offers onsite training in your office. With you and a manager from the sales company working together, you can better align your business goals and strategies.
Determine Reward And Success Measurement
If you were to hire your own in-house sales team, you'd have to come up with a plan for compensation and a way to monitor success. The same is true for hiring an outsourced sales team. Incentives and bonuses are still the main motivators for salespeople, even if they are not working directly for you. Come up with a reward structure and determine which KPIs (key performance indicators) will be used to measure success. Your outsourced sales company should be able to track performance, apply the KPIs, and report to you with feedback about everyone's performance.
Take the time to interview several companies and compare their services before you make a decision. Your sales team is the foundation for growth, and you want to make sure you have the best match for your business.