A growing trend among small to medium-sized enterprises is to engage in outsourced sales management. This allows companies to access highly skilled sales professionals at substantially lower costs than hiring an employee.
In fact, many SMEs are now seeing outsourced sales management as a surefire way to boost their economic growth while keeping the size of their teams manageable. In this article, we explore the seven top reasons why finding an outsourced sales manager could be your ticket to increased sales at lower costs.
1) Improved Processes
Many SMEs lack a well-defined sales process or they struggle to follow the one they already have in place. A third-party sales manager can help in this area by creating a professional sales process or by reviewing and making improvements to an existing one. These sales mercenaries likely already have a tried and true plan that has worked elsewhere and can be tailored to fit your team’s needs, strategies and goals.
2) Lowered Costs and Increased Profits
Adding a sales management consultant to your team will reduce the costs associated with hiring a full-time employee which will free up budget space to go after new sales leads and increase spending in other areas proven to boost sales performance. In fact, a qualified and experienced consultant can help you plan to use these saved funds to target qualified leads, drive inbound traffic, convert leads and nurture relationships with prospects and existing customers alike.
3) Increased Motivation and Mentorship for the Existing Team
By bringing in a hired gun, your existing sales team members will get the message that they need to raise their games. In addition to bringing new ideas and concepts to your company and the team members they work with, their presence will subtly send an important message to your existing sales professionals that the status quo is no longer good enough.
4) Improved Recruitment and Team Management
Many SMEs don’t have professional sales recruiting and management teams because they literally don’t even know where to start in this highly specialized area. The right consultant will not only be able to pitch in and boost sales right away, they will also have the experience and the know-how to help you flush out this critical part of your company’s future sales success and create a professional environment for your employees.
5) Accelerated Sales Funnel
Many SME owners wear multiple hats and are therefore unable to dedicate themselves solely to improving and managing their sales processes. This can lead to gaps and choke points in the sales funnel which in turn can lead to lost sales. An expert outside sales manager will be able to review your existing funnel and provide solutions to any recurring challenges. For example, they will be able to assist with how best to identify solid prospects and how to market to them to ensure they make it all the way through the funnel.
6) Boosted Scalability
Because of an inherent lack of resources, many SMEs are more susceptible to market changes than the larger companies they compete against. By bringing in the right consultant to provide proven solutions at the appropriate time, your lack of size can become an advantage as your company becomes more flexible and agile. By adding a third-party expert to guide your team through these challenges, it is possible you will actually prosper during market shifts instead of being hurt by them.
7) Improved Access to New Technology
In today’s highly digital world, it can be a full-time job just keeping up with all the new technological advancements. Employees can tend to become comfortable using tools they are familiar with whereas any outside sales management consultant worth their salt will be up to speed on all the latest tools and be able to point you in the right direction when it comes to adding performance-enhancing technology to your operation.
SUMMARY: Finding an expert outside sales manager can have a hugely positive impact on small to medium-sized businesses at a far lower cost than one might expect. However, as with anything in business, it is important to carry out an appropriate level of due diligence to find the right fit for your company.
ABOUT THE AUTHOR: Natasa Tomic is a journalist and content producer who specializes in writing about business and sales.