Can’t find enough time to coach, train and manage your sales team? Then you should consider hiring someone to do it for you. Here are 6 reasons to outsource your sales management function.
Are you the owner of a small to midsized business (SMB) and you don't have time each and every week to coach, train and manage a salesperson or a sales team? Then you should have someone with the right experience and training do it for you. The sales manager function within your organization is just too important not to.
But don’t worry. You don't need to hire a high cost in house sales manager. You can outsource this function and reap the same rewards as if you had your own manager on staff.
6 Reasons to Outsource Your Sales Management
Decreased Ramp Up Time to Productivity
When a sales person does not have a specific onboarding process to help them learn the job, the industry and your company it may take 9 – 12 months for them to ramp up and become a productive member of your sales team. Some surveys report 18 months is the norm. Training, coaching and proper sales management can reduce the learning curve.
A Big Reason to Outsource Your Sales Management – Your Time
As the business owner you are juggling too many balls and the last thing you can afford to do is drop any. If you can't dedicate a few hours each week for coaching and managing a salesperson, then you need to outsource.
Focus
An outsourced sales manager can quickly focus the salesperson or team on doing the activities required to generate sales. They will set accountabilities, objectives and outcomes and then work with the sales person to reach their targets.
Expertise
An outsourced sales manager with a plan and a program can come into your organization and launch a sales and marketing process in 30-60 days. Or in some cases, even less. If you try and create your own selling process in house you can spend months trying to develop the right program.
Cost Savings – A Key Reason to Outsource Your Sales Managment
A sales manager with a proven track record will cost you close to 6 figures a year. You can't afford this type of investment unless they are adding directly to your bottom line. An outsourced sales manager can be 'rented' for a fraction of the monthly costs. Then once your team is productive you can either cancel the agreement or move to a less frequent management program.
Failure
Have you ever hired a salesperson and it just didn't work out? You thought they were the right person but they just couldn't sell. You may have spent months 'giving them a chance' only to have wasted the time and the money you invested trying to make it work.
Reasons to Outsource Your Sales Management – The Bottom Line
Don't believe that giving a new salesperson a phone, computer, business cards and turning them loose on the world is smart business. You need to have a structure in place to makes sure they are doing the right things at the right time. An outsourced sales manager can help you become more effective, grow your sales and improve employee retention.
Please visit our Sales Management Resource Centre for more information on how to recruit, train and manage your salespeople. Or if you would like to chat about how an outsourced sales manager can help you manage your sales team, schedule a free strategy session with me here.
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Aim Higher!
Robert J. Weese, B2B Sales Coach
“When you lead a struggling sales division from the brink of closing to over $7.4 million dollars in annual sales you can be confident, Robert knows how to engage customers and build sales.”
