Sales as a Service : The Benefits of Outsourcing Your Sales Department

Outsourcing Sales Department

What Is Outsourcing?

There are many trends in the sales industry that are taking off. One of these trends is outsourcing specific business functions, particularly sales. Outsourcing is a practice used by companies to reduce costs by transferring portions of work to outside suppliers as opposed to completing it internally. While outsourcing your sales department can present some challenges, it can be an efficient way for many companies to drive down costs while increasing revenue and output if done correctly.

For most businesses, the number one factor that zaps business revenue is the sales department. It can be a tough pill to swallow for most companies because they rely so heavily on sales people to sell products, services, and to help customers.

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Often times the function of the sales department is often lost or misrepresented which can make it difficult for sales professionals to do the job. As a consequence, many companies are outsourcing their sales department as a way to cut down on costs and even boost revenue. Sales as a Service or SaaS isn’t a new idea, but many companies have shied away from it in previous years only to flounder and almost close the business.

In-House Solutions May Not Work

While some companies find that in-house sales teams are efficient enough, it’s tough to go through all that work only to realize that your efforts have resulted in a downward spiral. Whether you choose to hire a dedicated sales team or choose a few current employees to take on the role, you’re reducing your chances of success, spending more money, and may not get the results you desire.

How Outsourcing Works

With sales outsourcing or SaaS, you can target your efforts more precisely. You can attract higher sales volumes for services/products using third-party services. It also allows you to work with a sales expert who learns everything about your company and products. Sales experts from outsourced teams have a variety of experience working with diverse sales teams. They can be a wonderful resource for your sales team to learn effective sales skills that can close deals and improve efficiency.

Additionally, your business can save time and money with regards to sales training and sales performance because you will always have professionals on hand to help customers with their needs while providing much needed coaching to newer sales professionals.

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Benefits of Outsourcing Your Sales Department

Of course, the primary benefit is that your business can reduce costs while driving revenue. You can pay a one-time, monthly fee for the service instead of paying wages and benefits to a handful of employees that you hire. Outsourcing your sales department can help boost revenue because the teams are highly proficient, already trained, and know what they’re doing. Outsourcing your sales department to experienced sales teams saves time by allowing your team access to competent sales professionals that can have a direct impact on the morale and performance of your in-house solutions.

Outsourcing Can Boost Growth and Stability

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Most small businesses and start-ups may not have the resources or long-term need to train, hire, and maintain a full in-house sales team. Outsourcing your sales department can deliver the much-needed support to your organization when your sales team lacks the sales leadership and strategic plan to achieve it’s goals.

Related Reading: Sales Leadership 3.0

Outsourcing your sales department can be just what your organization needs to integrate new sales processes while helping your sales team achieve significant breakthroughs. Learn more about how sales as a service can improve sales performance and increase revenue for your business through The Sales Coaching Institute’s Outsourced VP of Sales Program!

5 Steps to Mastering The Art & Science of Selling

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Is Selling an Art or a Science?

Have you ever wondered if selling is an art or a science? Talk to any successful sales leader and they’ll tell you that to succeed in sales, you’ll have to master a combination of both. Regardless of how sales was done in the past, science has proven that the brain uses specific patterns to make choices about various factors that are taken into consideration. To succeed in sales, mastering the art & science of selling means following a structured process while understanding the specific needs and problems of your customers.

Selling products usually involves following a methodically structured transactional process. Sales professionals will often learn from successful strategies that can be easily recreated and taught to anyone with even the slightest social skills. However, when it comes to selling services or digital technology, the selling process can be thought of as more artistic. This approach requires cultivating a deeper relationship with your clients to build trust, credibility, and loyalty.

Sales professionals who can creatively paint a compelling picture of their product’s unique benefits to the customer while adhering to a strategically structured sales process will gain the upper hand in selling. Mastering the art & science of selling requires sales professionals to balance a carefully crafted dance between structure and creativity.

Maintain Curiosity

A curious sales professional digs deep into a potential client and seeks to understand their issues and needs. Maintain curiosity with your customers and get creative with your questions to find out what their motivations and goals are. Sales professionals who can understand their customer’s business and their unique issues can paint a better picture of how their product or service can be the solution they need. The goal is to listen to the needs of the customer and present two or three options that are beneficial.

Read Related Article:  How To Be an Authentic Sales Professional

Establish Anchor Points

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In psychology, an anchoring bias in decision-making refers to the human tendency to rely entirely on one trait or bit of information when making decisions. Studies have shown that the brain uses anchors, creating a bias that shapes how information is received. Once an anchor is established, a person will become bias towards the value of that anchor.

As a sales professional, it’s your job to create anchors for potential customers. They tend to look at prices and determine if it’s fair or unfair based on the price of something similar (or dissimilar). Customers will also look at what they paid the last few times, what other quotes they received, and other such anchors. You should address pricing before revealing it by using comparison points.

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Hone Your Presentation Skills

Whether you’re delivering a presentation along with a competitor or trying to figure out when to list features and benefits of your product, timing is everything. Those who sell more tend to know instinctively when to present their qualities or features. The challenge for most sales professionals is creating art from words and understanding when and how to say the right things to engage, entice, and persuade customers.

Utilize Data and Technology to Your Advantage

Advancements in technology has changed the customers’ expectations and the sales process. Technology has allowed the customer and sales professionals to make fact-based decisions.  It has long been understood that sales professionals have relied on traditional selling methods that have been documented and replicated with scientific accuracy. With the advent of digital technology, sales professionals are now equipped with CRM (Customer Relationship Management) tools, analytic software, and social media to gain a better understanding of their target customers.

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Beware of Reactance

Reactance is a psychological principle that occurs when an individual feels that others are restricting their ability to freely choose and make decisions. Reactance is often triggered when an individual has an instinctive desire to rebel against a restrictive force.

Reactance has been known to shut down sales because of an uncomfortable sense of urgency that a sales person creates for their customers. Often times the pressure to buy is overwhelming and will force a customer to back out of the deal. To mitigate reactance, sales professionals should engage customers in a way that gives them the power to accept or decline decisions without any pressure.

Try using stories to distance the customer from the resistance and remember to create a meaningful relationship instead of pressuring customers to commit to a one-time sale.

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5 Key Principles of Successful Selling

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Remember These 5 Key Principles of Selling

Whether you’re new to the selling world or have been in the industry for years, you will likely come to realize that trends and patterns change all the time. While most sales professionals are content on achieving average or less than average results, most sales professionals want to excel and achieve great things in their professional sales careers. The modern sales landscape has given way to big changes in all aspects of selling. The ability to integrate timeless best practices in sales with modern sales techniques is key to becoming a successful sales professional. To close deals and optimize your sales process, keep these 5 key principles of successful selling in mind when navigating the modern business landscape.

Related Reading: Mastering The Sales Mindset

Retention

Customer retention is an essential principle of successful selling in today’s modern business landscape. It’s easier to keep your current customers happy than it is to find a brand-new customer. Over time, you will inevitably build a healthy client base, but one of the key principles of successful selling and client retention is to go above and beyond for loyal customers that you already do business with.

Keep your loyal customers engaged by offering referral bonuses or rewarding them with discounts to show appreciation. Successful customer retention means showing your customers that you care about their business. Rewarding loyal customers can be a cost-effective way to keep them happy.

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Social

It is no secret that social media is the wave of the future.  Everyone is on one platform or the other, so it makes sense to utilize social media in order to promote your business. Social media is not an option and should be thought of as a key principle of successful selling for any business.  The ultimate goal is to create content that engages the reader, promotes your brand, and possibly lead your customers to buy products through your website.

Successful sales professionals know how to utilize social media to gain insights into leads allowing them to streamline the sales and prospecting process.

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Data

Information is essential regardless of your business. In sales, it can make or break the sale. Without the right information, sales professionals risk looking incompetent to a client and lose credibility. Make sure to go over pertinent details, look at past notes, and actively listen to what your client needs. Learning how to interpret sales figures, invoices, and other important data has never been more accessible and critical to the closing the deal.

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Technology

A key principle of successful selling is understanding when and how to supercharge your sales methods with technology. Tools can include CRM solutions, meeting software, electronic signing apps, and much more. Access to customer data is an essential aspect of successful selling. The most successful sales professionals are experts at transforming dense data into tangible and visually appealing representations of the customers problems.

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Culture

While business culture isn’t new, salespeople tend to operate differently than other areas of business. Developing a positive sales culture that motivates and inspires is a key principle of successful selling. Effective sales leadership is essential to any sales operation as sales professional looks to management to set a clear path for success.

 

A healthy sales culture empowers sales professionals to understand the role they play within the business, their product, and other sales reps within the team. Sales leaders who are dedicated to facilitating a healthy sales culture take great strides nurturing the professional growth of their sales teams by holding active discussions that identify weaknesses and opportunities for strengthening sales skills.

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4 Successful Sales Strategies for the Fourth-Quarter Revenue Push

Stay Focused During The Fourth-Quarter Revenue Push

The fourth-quarter revenue push is always a worrisome thing for CEOs and owners of companies. You’ve only got a few more months to earn as much money as you can, which is why your salespeople have to be on their game. Of course, most people know that the fourth-quarter might not be the best time to hire recruits, so it’s a good idea to keep your team happy, motivated and focused during this busy period. Here are 4 sales strategies to help your sales teams push through the fourth-quarter revenue rush!

Motivation is Key

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Your team has been working tirelessly for the whole year, and they may want to take a bit of time to slack, especially in the fourth quarter. While it’s a natural inclination, it’s your job or that of your manager to ensure that your sales reps stay motivated. Ensure that your sales leaders are effectively communicating with your sales teams. Inquire into any personal or professionals’ issues that might affect their sales performance and provide support if needed.

 

Related Reading: Different Types of Motivation To Keep Yourself and Your Team Ambitious & Successful

 

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Utilize a Variety of Incentives to Motivate

You can choose many motivational tools to help, such as monetary bonuses, special trips, extra days for vacation, and more. These little pushes can ensure that your salespeople stay focused on the big picture and get you through the rush so that you earn more and make your end-of-year goals.

Related Reading: How to Create a Motivational Environment for Sales Success


Focus on Driving Revenue

You should also be talking to your teams and representatives to determine the best ways to ensure that they close existing deals. Do they need more targeted outbound calls? Do they need to create goals to get them through the next 30 to 90 days? Learning what skills are necessary and what details need to be focused on can ensure that they improve during that time.

Related Video: What is Professional Selling?


Plan Your Sales Strategies

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Regardless of the goal, your strategy includes two parts. You need to determine how you can affect the goal positively this minute and what steps you can take to accomplish the next step in the next week or so. If you continuously do this every week until the end of the year, you’re likely to see improvements, which can then be implemented for next year, as well.

The fourth-quarter is one of the biggest sales quarters of the year. Sales teams must formulate strategies to ensure all sales operations are running smoothly and without hiccups. The fourth-quarter revenue push involves finding ways to beat burnout and motivating sales teams while scoring results.

 

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Mastering The Sales Mindset

Assess Your Sales Mindset

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Your Sales Mindset Affects Everything

Mastering the sales mindset is an important aspect of developing as a sales professional. How often have you looked at salespeople and wondered why they were able to sell on a consistent basis while you struggle to simply get a meeting with a client?

Have you ever felt the latest strategies for sales may be effective for some people, but do not match your sales methods or sales experience? Do you ever find yourself thinking a sales meeting is a waste of time-based on your past interactions with customers or companies? If so, then it’s time to reevaluate your sales mindset. Thinking with the right sales mindset is a key aspect of selling that has helped successful sales representatives advance in their sales performances.

It may not be the tools, techniques or sales skills that are holding you back from realizing your potential. It may be your own thinking about sales and belief in your personal sales abilities that creates negative obstacles in your path to selling success. Your sales mindset affects all aspects of your sales performance.

Related Reading: 8 Traits of a Successful Sales Person

 

Passion Drives Performance and Mastering The Sales Mindset Fuels Passion

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A Passionate Sales Mindset Drives Purpose

Selling is a passion for many people. It is an area of interest and personal growth with its own rewards. Selling goes beyond excellent compensation and lifestyle. Motivated and empowered salespeople are not driven by their income, but rather from the satisfaction, challenge, and personal achievement that the profession affords.

For most, this is not an initial mindset. Sales professionals who learn how mastering the sales mindset affects their performance experience a more fulfilling sales career. These sales professionals have honed their internal vision of sales to create a sales mindset of success. They learn to develop confidence in their ability to work with customers in a meaningful and positive way. Successful sales professionals focus on relationship building, making connections, and understanding the client’s business issues. They listen to customer challenges and help them find value in the products and services they offer.

 

 

Create Solutions and Solve Customer Problems

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A Healthy Sales Mindset Solves Business Problems

 

In this way, highly successful salespeople are problem solvers and barrier breakers for their customers. They are not salespeople per say; rather, they see themselves as solution providers. Successful salespeople offer creative options and practical methods of overcoming challenges to their customers.

 

Turning from a sales-oriented approach to a problem solver perspective is one of the key factors in moving to a winning sales mindset. With the right internal vision and sales mindset, average salespeople can become great sales representatives and entry-level sales professionals can set a foundation for success throughout their career.

Related Reading: Why Creating Great Memories & Experiences During the Sales Process Will Engender Greater Client Engagement

 

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