“Owning Sales” in an outsourced sales relationship

by | Jan 4, 2012 | Sales Strategy, Sales Tips | 0 comments

[vc_row][vc_column width=”1/1″][vc_column_text]Early in the discussion around outsourcing sales, more than a few CEOs have explained to us their hesitancy to trust an outsourced sales provider. They are convinced that to be successful they need to own the sales function internally.

Funnily enough though, the statement, “We need to own sales,” is oftentimes out of context considering that by this point in the conversation, they’ve already freely admitted that

  • The sales area has repeatedly proven to be their organization’s Achilles heel, and/or
  • They’ve got little of the necessary infrastructure (management, process, systems and training) in place to manage, grow or “own” sales.

So when the natural follow up question “What do you mean by own sales?” is asked, the real answer comes to the surface – their desire is actually to own the client relationship. We love that response and couldn’t agree more!

It takes a village…

In today’s highly specialized world, it takes the entire company to deliver on client expectations. Although this might start with sales, it continues with

  • Customer service,
  • Executive to executive relationships, and
  • Peer to peer relationships with subject matter experts.

This customer-centric focus is good for the buyer because they can be confident that their needs will be addressed not only by the one individual who is their sales rep, but by an entire organization.

Because it broadens the reach within client relationships, it is also important for the organization making the sale. Not only that, it removes the risk of the relationship existing with only a single individual. Too often small to midsized companies have a very real risk of having all of their eggs (or revenue) in one basket (or with one person.) This is not wise and it’s not scalable.

Outsourcing sales isn’t letting go completely…

In an outsourced relationship, the client should own the customer relationship. They should also own the database, CRM system, etc. as they would if they chose to hire a person rather than an experienced outsourced sales team.

Partner effectively…

If you understand the value of owning customer relationships, have a passion for product development and the operational expertise to run your business, but are constrained by current sales efforts, the team at NuGrowth might be your Solution.

We leverage your company DNA, product expertise and industry insight and take it from there, developing and implementing an executable territory management and sales plan. We do the hiring, we do the training; we invest in the state-of-the-art technology and framework for success. We become accountable for new client sales. You reap the rewards.

If you are interested in outsourcing some or all of your B2B sales and marketing activities and leveraging our expert team to increase revenue for your business, please fill out a short contact form or give us a call at (800) 966-3051.