| No matter how great your product or service is, if you | | | | generate, and by when. What is your margin on that? |
| don't have people using and buying what you produce, | | | | How much profit does that put in your pocket? |
| you go out of business. So how do you set up an | | | | Now how much of that are you willing to spend? One |
| efficient sales and marketing machine, on a limited | | | | of the issues apart from the loss of time and cash |
| budget? Do you have experience in sales | | | | flow in making a mistake in hiring is the actual cost of |
| management? Would you know how to maximize the | | | | hiring fees and monthly base salary. This is a cost |
| potential of a good sales person? | | | | even before a single additional sales is generated. |
| So why is it important to have someone with sales | | | | If you could get the sales execution focus of a sales |
| management experience in a company? Those of | | | | director for a fraction of the monthly cost of a full time |
| you with sales experience will know the answers, | | | | hire, paid them on performance and have the ability to |
| however, if you do not have experience in sales, let | | | | part company on a month's notice, without any |
| me ask you the following questions; Low risk - low | | | | employer liability - would that not be attractive. |
| cost - high return! | | | | If you said yes - than that is the beauty of outsourcing |
| Would you know the characteristics of a good sales | | | | your sales management function. |
| person? | | | | Low risk - low cost - high return! |
| Can you easily spot when someone is telling you a lie? | | | | What do you get when you outsource sales |
| If a sale was dragging on, would you know what | | | | management? |
| questions to ask to find out why? | | | | On a weekly basis, the sales manager will speak with |
| Have you ever been paid commission, do you think | | | | the sales team, to determine the status of your sales |
| sales people are overpaid? | | | | opportunities. Everything in that meeting will be focused |
| If a sales person was not performing, would you fire | | | | on closing sales, or ensuring opportunities are moving |
| them and get a new sales person? | | | | along the pipeline. The key advantages of this are as |
| How would you define not performing, in the previous | | | | follows: |
| question? | | | | Identification of strengths and weaknesses amongst |
| Have you ever used and do you understand the value | | | | your sales team, whatever the size, ensuring you are |
| of a sales process? | | | | maximising return for your spend |
| The answers to questions like these come as second | | | | Shorten sales cycles, thus increasing revenue and |
| nature to an experienced Sales Director or Manager. | | | | cash flow |
| Over 90% of the most successful companies in the | | | | Optimise the time your sales team spend on given |
| world have experienced sales directors on their | | | | opportunities, so that they can spend more time closing |
| management board. | | | | profitable opportunities |
| But what if you don't have global ambitions, or just | | | | Accurate information, based on sales both won and |
| can't afford to hire a full time sales manager? And | | | | lost, which can be used by product planning and |
| even if you did want to hire one, how could you be | | | | service teams. |
| sure that the person you hired would be worth the | | | | Ongoing coaching and training based on your real |
| money? | | | | opportunities, which makes your team the envy of the |
| How do you make the case for sales management | | | | industry, and thus enables you to attract the best. |
| outsourcing? | | | | Identification of a team member who can take over |
| Like any purchasing decision, you need to ensure that | | | | the role of sales manager, so that you promote from |
| you get value for money. If you bear in mind that the | | | | within, which is fantastic for morale and motivation. |
| reason you would even consider investing in sales or | | | | Several companies are already outsourcing their sales |
| marketing in the first place, is to increase revenue and | | | | management function to 3R Sales and Marketing, for |
| profit, then do these calculations first. | | | | further information, take a look at sales management |
| How much additional revenue do you wish to | | | | outsourcing. |