Should You Outsource Sales Management

#ffffff;" />profit, then do these calculations first.
No matter how great your product or service is, if youHow much additional revenue do you wish to
don't have people using and buying what you produce,generate, and by when. What is your margin on that?
you go out of business. So how do you set up anHow much profit does that put in your pocket?
efficient sales and marketing machine, on a limitedNow how much of that are you willing to spend? One
budget? Do you have experience in salesof the issues apart from the loss of time and cash
management? Would you know how to maximize theflow in making a mistake in hiring is the actual cost of
potential of a good sales person?hiring fees and monthly base salary. This is a cost
So why is it important to have someone with saleseven before a single additional sales is generated.
management experience in a company? Those ofIf you could get the sales execution focus of a sales
you with sales experience will know the answers,director for a fraction of the monthly cost of a full time
however, if you do not have experience in sales, lethire, paid them on performance and have the ability to
me ask you the following questions; Low risk –part company on a month's notice, without any
low cost – high return!employer liability – would that not be attractive.
Would you know the characteristics of a good salesIf you said yes – than that is the beauty of
person?outsourcing your sales management function.
Can you easily spot when someone is telling you a lie?Low risk – low cost – high return!
If a sale was dragging on, would you know whatWhat do you get when you outsource sales
questions to ask to find out why?management?
Have you ever been paid commission, do you thinkOn a weekly basis, the sales manager will speak with
sales people are overpaid?the sales team, to determine the status of your sales
If a sales person was not performing, would you fireopportunities. Everything in that meeting will be focused
them and get a new sales person?on closing sales, or ensuring opportunities are moving
How would you define not performing, in the previousalong the pipeline. The key advantages of this are as
question?follows:
Have you ever used and do you understand the valueIdentification of strengths and weaknesses amongst
of a sales process?your sales team, whatever the size, ensuring you are
The answers to questions like these come as secondmaximising return for your spend
nature to an experienced Sales Director or Manager.Shorten sales cycles, thus increasing revenue and
Over 90% of the most successful companies in thecash flow
world have experienced sales directors on theirOptimise the time your sales team spend on given
management board.opportunities, so that they can spend more time closing
But what if you don't have global ambitions, or justprofitable opportunities
can't afford to hire a full time sales manager? AndAccurate information, based on sales both won and
even if you did want to hire one, how could you belost, which can be used by product planning and
sure that the person you hired would be worth theservice teams.
money?Ongoing coaching and training based on your real
How do you make the case for sales managementopportunities, which makes your team the envy of the
outsourcing?industry, and thus enables you to attract the best.
Like any purchasing decision, you need to ensure thatIdentification of a team member who can take over
you get value for money. If you bear in mind that thethe role of sales manager, so that you promote from
reason you would even consider investing in sales orwithin, which is fantastic for morale and motivation.
marketing in the first place, is to increase revenue and