In the emerging post-Covid virus ‘New Normal’ selling going to be tougher. Businesses are looking to gain advantage by adopting alternative ways to drive sales.
“Why?” – I asked.
“Because… Sales has always been in-house.”
“Well, what if I could show you that contracting-out sales could reduce your cost per sale and increase your sales revenue…….. Interested?” I asked.
“ABSOLUTELY interested.” Came back his excited reply.
And that’s the reaction I usually get from most business executives. So, how does contracting-out sales stack up? Let’s take a look.
1. Results, Results, Results
They have ample knowledge about business in general; Will have experience working in both robust and depressed business environments; Will have done research on specific products & markets; Will tap into lots of data on markets and where they are heading. Your company can readily use this great wealth of skill and capability.
2. Take the weight off your shoulders!
These guys are just making excuses for a lack of expertise and persistence. Do you really want them representing your company? Its costing you time and money.
Can you be sure your internal sales team will consistently do that for you?
3. The hiring headache
Is the time and expense of the recruitment process worth the headache?
Engaging a sales contractor is faster, less resource intense and far less expensive. And, in the unlikely event the sales contractor really doesn’t work out for you, it’s easier to say ‘good bye’.
4. A Package Deal
Sales forecasting, account planning, managing the sales pipeline and sales reporting are value add things a sales contractor will offer. This means less sales administration costs for you and better monitoring of sales performance.
5. Down to Business
Sure, he has to learn about your product and your company, but because he can concentrate fully on product familiarisation, he’s likely to be able to hit the ground running before an employee has completed ‘Company History 101’
The sales contractor’s single focus is to make sales for you. And that’s exactly what you want. He (and his team) are fully trained professionals, so they can start generating sales fast. You get more bang for your buck.
6. Hunting and Farming
“Buy me another coffee….. and let’s discuss when you can start.”
Creating Opportunity for Business Through Strategic Sales and Marketing Support - LINK BOND & DELIVER
Kenn is an award business professional delivering practical solutions specialising in helping small and medium size businesses.
He has had a successful career working for Australian and International companies in Senior Sales, Marketing, Business Development and Product Development roles.
His 'Science of Selling' techniques provide analytics and systems aimed at improving business performance.