5 key business factors to note while partnering with a sales outsourcing agency
In all the years I’ve worked in this industry, I’ve met thousands of business owners who admit to feeling perplexed by a key business decision: “Should I hire in-house sales team or work with a sales outsourcing agency!?”
And I get it. Whether you’re a part of a 2-person start-up or manage a growing organization with 50+ staff members, it’s not the simplest of questions to address. Just as there are benefits to working with a sales outsourcing agency, there are no doubt disadvantages as well.
So, at the risk of sounding cliché, I am very boldly put it across for all the business owners struggling with this in-house vs agency debate the same thing: one size does not fit all!
The key is defining your organization’s sales goals and weighing them against your own team’s strengths and weaknesses. Now, I realize that truthfully assessing your own limitations isn’t anyone’s idea of a good time, but it’s a vital exercise to determining whether your sales initiatives should stay in-house, or require assistance from outside experts.
Because if I’m being completely honest, I have to admit that even we – at AOB India headquarters – have done both. We have a talented team of in-house sales agents as well as a network of external subject matter experts and freelance sales teams to whom we outsource any time we need supplementary sales and marketing execution.
So, if you read the title of this blog and thought I was just going to sell you on all-the-reasons-you-need- to-oursource-your-sales-to-a-local-Sales-Outsourcing-agency, you thought wrong my friend! What I am going to do is lay it all out there so that you can make the right decision for your business.
5 key business factors when comparing in-house against outsourced sales agencies
Factor #1: Your Company Culture, Vision and Values
I’m going out on a limb here by assuming you’d prefer to work with sales outsourcing companies who align with your company’s culture, vision and values; most businesses do. And generally speaking, it’s easier to accomplish this by hiring from within. Naturally, a full-time internal employee is much more closely invested in a company’s success and growth than any external outsourced team would be. Given a sales outsourcing agency’s responsibilities to a number of different clients, it’s more difficult for external team to fully get a sense of a company’s day-to-day culture and values.
But here is a catch – Our sales outsourcing agency, AOB India, believes in providing 360-degree sales solutions and starts from the very scratch - recruiting the right people to sell for your product. These sales agents are dedicated to sell just for you and you can get updates of the entire sales process and the accounts of every moment of their time with SpotOn (Sales agent’s report tracking app).
Factor #2: The Need for Wide-Ranging Skill Sets
Depending on your company’s sales strategies, your team might need access to several different skill sets, like lead generation, prospect mapping, regular follow up, professionally closing the deal – you get the point. And believe me when I say building an in-house team packed with all this talent is no walk in the park. Naturally, agencies are already equipped with knowledgeable professionals who specialize in all areas of sales. In other words, agency teams can be your one-stop-shop for all things in sales. But, remember that sales takes time. Expect to dedicate time and patience if you plan to recruit, screen and hire a full-service in-house sales team.
Factor #3: The Dreaded Workplace Politics
Rarely will you hear a professional admit to enjoying office politics. But it’s hard to avoid; conflicts arise, distractions happen, and – as humans – quality of work can suffer when office drama gets in the way. It’s just natural, especially when a talented group of people work in such close confines to each other day after day. But this is a non-factor when your sales process is managed by an outside agency. As a sales outsourcing company, their team can focus on one thing and one thing only: your company’s sales strategy and success.
Factor #4: Keeping a Competitive Edge with Industry Best Practices
You’ve heard us talk endlessly about the evolving landscape of sales in India. Tactics and tools that once worked yesterday, won’t necessarily be effective tomorrow. Competition is tough, technologies change at lightning pace and if you’re caught singing the same old tune, your business will eventually get left behind. Luckily, staying on top of the latest and greatest sales’ best practices is an agency’s bread and butter. Sales Outsourcing company’s teams often get first crack at the latest, ground-breaking technologies and educational sales conferences – most of which simply aren’t within reach for in-house sales teams.
Factor #5: How Quickly Do You Need to Ramp Up Sales?
Depending on your situation, you might need to jump on your sales right now. Let’s say, for example, you discover you’re losing sales because your closest competitor just launched an uber user-friendly eCommerce website and yours isn’t equipped to facilitate online purchases. Obviously, you need a website and even if you have your website, it needs a speedy overhaul to improve your customers’ online experience. And the speediest way to do this is NOT by posting a job, reviewing resumes, conducting three rounds of interviews, calling references… you get the picture. Sales outsourcing agencies are designed to jump in quickly and efficiently so that your team can adapt your sales strategies sooner rather than later. Ultimately, emergencies that affect your bottom line are better handled by agency teams.
In the end, the answer to the question of whether you should outsource your sales or keep it in-house is entirely dependent on your situation. Schedule a 20 min call with our Client Acquisition Manager to find it for yourself, or your team, whether to lean one way or the other? That could be your answer.
If the list of pros and cons is equal on both sides, then you could be like the many businesses that do both. It never hurts to ask for help, especially in areas where you don't have an expert on the team, or with new and trending tactics you're trying to gain a competitive edge with. Partnering with the sales outsourcing company AOB India is surely going to shift some load down your shoulders.