Is ‘sales outsourcing’ right for your business?

BY JAKE SPENCE

Contents

1For a consultation call 0191 481 3800

What is outsourcing? 2

Isn’t 'sales outsourcing' only for big companies? 3

Isn’t outsourced sales just for small businesses? 4

Isn't outsourcing moving your sales overseas? 5

But is it right for my industry? 6

Is it really expensive? 7

Will I lose control of my sales operation? 8

I need sales reps with particular training and experience. 9

I think my product is too complicated for outsourcing. 9

In Summary. 10

About durhamlane. 11

Let’s Talk. 12

What is outsourcing?

IntroductionMany business owners and senior executives face difficult challenges when it comes to Sales. From recruitment and training, managing the sales team and understanding the process through to appropriate compensation and keeping hold of your best performers; these can all be difficult, time consuming and costly tasks. This e-book looks to alleviate the fears, answer the common questions, and explain the benefits that outsourcing your sales and business development operation to a sales performance company can bring. Whether you are looking to amplify your brand, rapidly scale your current operation, or create a long-term sustainable pipeline of sales opportunity, 'sales outsourcing' could be the right approach for your business, and the right time could be now.

Let’s discuss the most common objections and misconceptions around outsourcing.

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'Sales outsourcing' definitionThe practice of having (all, or elements of) your sales function fulfilled by a third party company instead of having an in-house department or employee handle them; functions can be outsourced to either a company or an individual.

- entreprenuer.com

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Isn’t 'sales outsourcing' only for big companies?

While it's true that big companies, especially in sectors such as utilities and telecommunications, have had enormous success with outsourcing elements of their sales process, that doesn't mean outsourcing can't reap big dividends for small and medium sized companies too. In fact, outsourcing your sales and business development operation can be an excellent solution for SME’s that would rather focus their time and internal resources on other critical aspects of their core business.

‘Sales outsourcing' companies can work more closely with your business than you might think and should be thought of as a practical extension to your sales team. Sales and business development outsourcing can give your company access to the experience, know-how and sales management talent of a much larger organisation, meaning you benefit from an interim or long-term solution that provides a shot in the arm of sales activity and results. Therefore giving you a ready made high performance sales team without the ramp up time, investment, learning curve or management responsibility that comes with operating your own internal sales function.

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Isn’t outsourced sales just for small businesses?

Conversely, we often hear the other side of the argument too. As discussed earlier 'sales outsourcing' can be a great solution for small companies, however the same reasoning applies to a large company's decision to outsource elements of their sales process. Sometimes it just makes sense to focus on core competencies and leave lead generation (for example) to experts dedicated to this activity.

Large businesses have found augmenting their internal sales force with outsourcing certain activities or initiatives can be extremely beneficial, especially in the early stages/life of a new product or service. Outsourcing can be a very effective way to conduct market intelligence, test marketing messages, amplify your brand message, quickly penetrate and accelerate growth into new markets, or begin selling a new product without taking focus away from your larger more established products and services.

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Isn't outsourcing moving your sales overseas?

The idea of outsourcing sales doesn’t have to mean moving your sales operation overseas. A UK based 'sales outsourcing' company like durhamlane should be thought of as a direct extension to your business, and as a business partner you engage and work closely with to position, raise awareness of, and sell your products or services.

‘Sales outsourcing' companies are usually domestic businesses that hire and develop exceptional local talent, the difference with a 'sales outsourcing' company is wherever your focus – UK, USA or Europe, they can adapt quickly to begin growing your presence and opportunity in that location, be that with SME’s or multi-national organisations that are targeting clients in one or multiple locations across the globe. Outsourcing companies can adjust rapidly to begin developing qualified sales pipelines in whatever location or industry is required.

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But is it right formy industry?

Outsourcing sales or business development activities could be a great option for your business. Talking to a 'sales outsourcing' company will help you to identify and clarify the benefits that an outsourcing project can bring. If only a few companies in your industry use 'sales outsourcing' or outsourced business development, it could create a clear competitive advantage for you to be an early adopter. Think differently.

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While there are some industries that traditionally employ the strategy of ‘'sales outsourcing'’, the concept of outsourcing sales is continually making inroads into new industries and markets with great results. We have helped companies in industries as diverse as IT, Cyber Security, Manufacturing, Engineering, Utilities, Telecommunications, Pharmaceuticals, Healthcare, Recruitment and Professional Services increase their sales.

We have clients in a diverse range of industries

IT & Technology Cyber Security

Manufacturing

Engineering

Utilities

Telecommunications

Healthcare

Pharmacueticals

Professional services

Is it really expensive?

Great sales staff can be expensive. Whether you hire directly or opt for a ‘'sales outsourcing'’ project, investment is required. It's all about getting genuine return. Most outsourced sales and business development companies will offer a free consultation and bespoke proposal to fit your business needs and ambition; helping you to determine whether the solution and services are right for your company.

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The only way to know if outsourced sales is right for you, is to understand how it works and then compare it with an internal alternative. Points to consider and remember during your comparison are expenses such as salaries, commissions, and company benefits. Your expense list should also include recruiting, sales training, travel and incentives. This is on top of the basic fixed costs such as office hardware, internet connectivity, IT support, rent, office equipment and supplies, and perhaps a CRM software system. We’re guessing by this point you’ll be able to see the hidden expenses of running a sales team, and that outsourcing your sales operation might actually begin to make better financial sense.

Will I lose control of my sales operation?

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This is one of the most common objections we hear from new client prospects, but one with the simplest of answers…NO!

You've worked hard to build your company and brand, and the thought of allowing another company to influence how your brand is perceived is understandably nerve-wracking. You should make sure you engage with an outsourcing company who work hard to protect and represent your brand as carefully as if it were their own. Ask them about their hiring processes and development plans. What staffing infrastructure do they have and who will work on your campaign? What is their approach, are they willing to be flexible or agile, and how is success measured, monitored and achieved? This kind of questioning and understanding will help you make the right choice when choosing an outsourcing partner.

I need sales reps with particular training and experience.

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For a consultation call 0191 481 3800

This is a great reason to outsource your sales operation. Any reputable sales and business development outsourcing company should have an efficient recruitment process which enables them to create a great sales team.

At durhamlane, we are highly experienced in seeking out, hiring, on-boarding and training excellent sales staff. This thorough process means we have teams of sales professionals all with the right skills to handle even the most complex of sales projects, meaning you can have a professional, flexible, agile extension to your sales team, ready to adapt in a very short space of time.

I think my product is too complicated for outsourcingIf you have a complex product or need a more consultative sales approach, your sales team needs some serious skills and training whether you choose to outsource or not. An outsourced sales team can be a great solution to the problem of a complex product sales conversation; reason being outsourcing companies are experts at finding quality candidates and providing in-depth training in double quick time. Customers of 'sales outsourcing' companies actually tend to find that the extra support and resources offered make a positive difference in their ability to effectively express the value their product/services can bring to their potential customers.

In Summary.

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For a consultation call 0191 481 3800

Outsourcing isn’t always going to be the right for choice for your business, but it’s worth taking time out to ask the questions and find out if it is right for you, right now.

With highly adaptable solutions made to fit your needs; be it amplifying your brand and message, sales growth, key account acquisition, or even an interim solution that delivers an acceleration of sales performance, outsourced sales solutions can provide a timely solution adding a powerful yet cost-effective extension to your business.

Clients we work with

About durhamlane.

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For a consultation call 0191 481 3800

What our customers say about us…“durhamlane’s outsourced business development solution not only helped raise the profile of our services within the UK, but also delivered a much needed boost to outbound sales activity.” – Founder, UK based Engineering firm

“durhamlane’s flexibility and desire to put the customer at the heart of every decision has enabled Xero to increase its Partner footprint above and beyond our own expectations this year. If you are ambitious and are looking to increase your customer base then you should talk to durhamlane.” – Director, Software company 

“durhamlane have broken the pre-conceived ideas of sales and demonstrated for the regions forward thinking businesses how their knowledge, experience, passion and success for growing business can be transferred to fast track growth and success. We have benefitted from working alongside durhamlane in an outsourced capacity, they have helped us develop a sustainable pipeline of new business opportunity.”

– CEO, Online Assessment company

Let’s Talk .

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For a consultation call 0191 481 3800

Ready to begin having a discussion to see if Sales or Business Development Outsourcing is right for your business? Contact us for a no obligation chat, and let’s see what value we can add to your business.

We are passionate about sales training, sales coaching and raising the bar of the sales profession. We believe everyone has a part to play in their company’s success, which is why we help people have better business conversations; conversations with purpose – something we call ‘Selling at a Higher Level’.

Newcastle Upon Tyne 0191 481 3800

Email info@durhamlane.com Website www.durhamlane.com