Every brand has had this tough choice to make as to either outsource their sales operations to a third party or to handle it internally. Both approaches have their advantages and disadvantages, but it has been proven that sales outsourcing is more efficient.
When you handle your sales internally, your business would be able to control and maintain control to a high level, of how the sales are conducted. In this case, the business controls every part of the process, from the highest to the lowest levels, leaving some minor barriers to prevent micromanagement. This helps to keep to keep the sales processes in tune with the brand image and identity.
With internal sales, it is hardly possible for a third party to know your trade secrets, your leading value proposition, your pitches and your team.
A third party organization could create problems of becoming over enthusiastic with pushing the product, if they do not share the company’s vision and have not taken time to familiarize with the brand. This is something that may not be the case with in house sales.
On the flip side, it is administratively difficult to handle sales internally, especially for big brands that have several other concerns. If you intend to handle your sales internally, you should be ready to commit resources and go through the rigorous and expensive processes of finding and recruiting sales specialists. After hiring your ideal sales team, you will have to spend more and more company resources in staff salaries, bonuses, trainings, infrastructures etc.
Setting sales strategies for example, requires intermittent sessions of intensive planning and brainstorming. A whole lot of these burdens are taken off you when you outsource your sales.
When companies outsource their sales functions to firm, they are spared from the many problems encountered by the in-house sales. Assuming an organization wants to organize a periodic sales campaign that should increase sales for their seasonal products, it’s just wiser for them to contract a field marketing agency, which would use their team of staff to conduct your campaign, saving you the hassles of having to hire and train temporary staff.
This is one advantage outsourced sales has over in–house sales. You have just taken advantage of the agency’s wealth of experience and expertise in your sales, allowing the rest of your staff to focus on how to deliver better products/services. You need not lose strategic control of your business because you outsourced sales.
All you need do is to sit with your senior management staff to determine your selling phrases, performance indicators for success selling and other key aspects you want in your sales campaign and write it into the contract of the agency. They should take it from there and deliver as expected.
You do not have to distrust marketing agencies like many business owners do, though it is understood that important decisions and brand secrets should not be left to chance. This is why you should outsource your sales to the right agency with a track record of top performance, professionalism and integrity.
Daven Michaels is a New York Times Best Selling Author and CEO of premiere global outsourcing company, 123Employee. The company employs hundreds of young bright individuals on three continents. His International event, Beyond Marketing Live! inspires entrepreneurs to build & grow their business with revolutionary new theories and systems allowing them to design the business and personal lifestyle of their dreams.