Production, marketing, administrative duties and the day-to-day aspects of running a business leave many small business owners unable to focus on the bread-and-butter of their business: sales and business development. Small businesses that employ only a few people may be too overwhelmed to focus on the sales aspect of the business, and may not be able to afford a sales team full time (or even part-time!) Otherwise, small businesses may have more opportunities to sell than they have capacity to take advantage of.
A sales team outsourced through this type of company act and perform as if they were part of your company, including utilizing your materials and brand. The company you hire for outsourcing needs will recruit, train and manage the sales force, and will also take the risk for hiring and retaining employees. Outsourcing means you choose how the sales team will work, whether you will hire for one segment of your products, or the entire line; one area of town or the whole country. Here are the steps a small business can take to begin outsourcing their sales team.
Determine if outsourcing sales will work for your business ? Before you embark on?outsourcing?your sales force, you should ask yourself several questions as a small business owner. First, determine where you?re spending your time that leaves you less time for sales and business development. Track your hours for a few weeks and find out where you?re spending most of your time; ask your fellow employees to do the same and take stock of the entire company?s time output. Next, look at your budget and see if you have additional money to hire a sales person on your own. If you find you and your employees are bogged down with other critical aspects of running the business and you don?t have money to hire someone on your own, outsourcing sales may be for you.
Review the landscape ? The next step is to determine where a sales person or sales team would be utilized in the best way possible, which can be done by reviewing your customers, potential customers, competitors in the area, and?under-served?or untapped territories. Market research can come into play to help you determine where new customers can be gained and if there are enough un-reached customers (and few competitors.) Getting the answers to these questions can help you determine if an additional sales force would increase your overall sales and generate more leads.
Plan your attack ? After?you?ve?reviewed key areas and customer demographics, make a plan for your new sales force so your outsourcing company can help you hit the ground running. Use the market research you conducted to create new territories and generate customer lists to help new sales people hired through outsourcing sales start on the right foot. This will also help you figure out how many sales people you?ll need the outsourcing firm to hire, or if you want to focus on a segment of your company.
Choose your company and discuss the plan ? After?you?ve?chosen your sales force outsource company, meet with them to find out how they will recruit and train your future sales force. Discuss your sales cycle, your ideal candidate, your demographics and your product. Make the company representatives aware of your goals and what you?d like to get out of a sales force. Typically, the outsourcing firm will take care of the recruitment process, then present the final candidates to you for joint hiring decisions. Utilizing a high-profile, established sales outsourcing firm can streamline the process and bring in an amazing sales force to help you build your business.
Luckily, companies like outsource sales firm Acquirent can help small business take control of their sales force and increase sales.
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