Outsourcing And Sales: Determining If It's Worth A Shot

August 29th, 2012 | Sales Management

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There has been a negative stigma that has been attached to outsourcing in the corporate world due to the recent political battles about the practice. But there can be specific applications of this process that, when handled domestically, can help a sales team save time and resources in acquiring new business and finding worthwhile clients.

The idea of outsourcing certain aspects of the sales process is one that many sales management teams struggle with, as the decision to do things in-house or pay someone to perform these tasks is not a simple determination, even in an uncertain economy.

Managers need to sit down and weigh the pros and cons of each decision when looking at all aspects of their business, as this method of handling the work may be a solution to one area of the business and disruptive to others.

Lead generation may be one of the areas where it benefits a company to hire people on the outside to do work that may not be handled adequately by the existing staff. Lead gen relies on individuals who have the ability to cold call someone with the intention of getting an appointment, but many people struggle with the rejection associated with the process.

Instead of training people and finding the right individuals for the job, a sales management team can find a firm that already has experts in this regard. Outsourcing this work may not only make sense in terms of a higher success rate, but it could also impact the company's bottom line.

Spending money to make sure that employees are trained to effectively generate new leads is often a big expenditure, and when some potential clients slip through the cracks this means that even more of a hit is being taken by the firm. The difficulty of lead gen has also increased, as many businesses have trained their people to be extremely picky in who they contact.

Walls are being put up by these businesses and it is becoming harder and harder to tear down these barriers. It may be good to outsource this work, as people who are tasked with doing this as their sole responsibility are going to be much better at getting in touch with potential clients.

The company that you will hire will have a smaller focus and will understand the market within which they are operating. They have hired people who are wired for this cold-calling position and there should be a sense of expertise that a management team can see in dealing with the business.?

This type of outsourcing resembles the classic notion of division of labor, as these people will excel at cold-calling because of the repetition associated with their job. Their work will be combined with the efforts of others in order to produce a final product.

While the outsourcing of lead generation may make sense for a sales management team, more specific functions should be kept in-house. The more involved jobs, such as inside and outside reps, need to be given to employees working for the parent company.

Another company is not going to handle this work with the same effectiveness, as their workers may not bring the same level of dedication to the job and will not feel as strongly about the given product or service.

These individuals won't have the same passion and knowledge, they will not be involved with the customers and their co-workers will not be getting the feedback from the potential clients.

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Source: http://www.resolutionsystemsinc.com/sales-management/outsourcing-and-sales-determining-if-its-worth-a-shot/

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