Today I want to write about Outsourced Sales Management (OSM) and why it’s so critical for many small and medium sized companies today who want and need to grow. This is especially relevant after taking a beating for the last year + due to Covid.
Let’s explore why this could work for you.
Sales likely aren’t great. Or maybe they are ok but it sure would be helpful if they were even better. Sales and sales growth has really suffered during Covid and you’re not sure what to do anymore to increase them. Because you’re not big enough for a full-time sales manager, sales is reporting to the owner or some other function within the organization. A typical approach is that sales people aren’t doing enough.
Often, when in doubt, sales are asked to do more:
Which closes more sales right???????
You either keep doing what you are doing (and hope for a better result) or you look to increase activity as the best way to grow sales revenue. Often sales either pushes back or it doesn’t work like you think it should.
What else can you do?
I have encountered this situation a lot over the years and can tell you from experience that doing More isn’t always the best solution. We can also do Better
There is a ‘Better’ way to increase sales. Sustainably.
There are a couple of approaches (or strategies) that SBD Growth Strategies provides that you should consider:
Why is Outsourced Sales Management (OSM) important and why should you consider this strategy to boost your sales and build internal capacity to grow business for the long term?
Consider the following indicators (symptoms) you could benefit from an Outsourced Sales Manager:
Imagine a scenario where your company isn’t big enough yet to have a CFO or a VP of Engineering. Or you’ve lost your VP of Operations and you need to replace them. Have you ever thought that you should have your accounting, engineering and/or operations team reporting to sales?
Why not? We do it to sales all the time! And I don’t want to hear you say ‘yah but sales is different’. Successful sales professionals and sales leaders have significant experience, education and training that directly contributes to their success. Companies that fail to appreciate this do so at their own peril-and likely less than desired sales results.
In my over 30 years of experience, I can help organizations with the following:
I have yet to encounter someone without a strong sales back ground and with responsibility for sales being effective at, or having the proper time, to do these effectively. Without experience and/or time, any one of these activities are difficult. Especially if you are also trying to manage sales off the side of your desk all while overseeing other mission critical responsibilities.
Ok then Scott, what are the primary benefits to hiring SBD Growth Strategies as your Outsourced Sales Manager?
Here are the main reasons to hire an OSM:
For many small to mid-sized businesses and start-ups, outsourced sales management has benefits that lead to sustainable sales success and revenue growth. This could be a long-term solution or an interim strategy until you either find the right person externally or build the capacity internally. Both of which SBD Growth can help with.
If you are looking to increase sales and build a sustainable sales engine at a lower cost than hiring someone full-time and, let’s chat.