Sales Management Outsourcing
Why sales management outsourcing? Depending on the size of your company, sales organization or your current hiring situation; sales management outsourcing makes good business sense.
Outsourcing is an accepted management strategy for retooling, redefining and reenergizing your company, and this too applies to the sales organization. An unpredictable economy challenges today's corporate leadership to rethink the traditional, vertically integrated company in favor of a more flexible, well-rounded organization structured around core competencies and long-term outside relationships and business partnerships.
Ownership or leadership need no longer justify outsourcing; rather, they must justify work done internally that could easily be accomplished better, faster and cheaper outside the organization. Simply stated, no organization regardless of size or sophistication can possibly hope to achieve best-in-class in every aspect of its operation. This means that every organization must surround itself with a network of specialized, cost-effective providers who are best-in-class at what they do.
It really comes down to the choices you make. You can either take a reactive approach and let things happen
to you; or you can take a proactive approach and make things happen for you.
Typically, there are five reasons to outsource non-core activities:
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1. Time
2. Money
3. Expertise
4. Personnel
5. Resources |
Outsourcing your sales management function with The Sales Advisory Board can save you 60%-80% of the cost of hiring a full-time sales management professional. In addition, once you factor in time savings and opportunity cost; outsourcing the sales management function makes good business sense in many situations.
Closer examination of your business goals and objectives is imperative to determining if outsourcing your sales management function is a prudent business strategy.
We recommend you ask yourself three pertinent questions to determine if outsourcing your sales management function makes sense for you and your company:
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1. Are you in business to be a Sales Manager, and is it your core competency?
2. Does the size of your company or your sales team require a full-time Sales Manager?
3. Are you in the process of hiring a full-time Sales Manager and need a temporary solution? |
Typically, there are three excellent candidates for our sales management outsourcing solution:
1. You are in-between Sales Managers and are having difficulty finding a good, qualified management candidate.
2. You are looking at ways to reduce costs and are interested in alternative strategies to improve operating efficiencies within the sales organization.
3. You are President or CEO of a start-up or small business and do not require a full-time Sales Manager due to the size of your company or sales organization.
Our Executive Solution is a sales management outsourcing solution to companies in need of sales management assistance and expertise on a part-time or temporary basis.
Example:
- The President of a small printing firm is also the acting Sales Manager because the company is too small to employ a full-time Sales Manager. In addition, the President’s expertise is in operations not sales. Since there are only two salespeople, the President of the company hires The Sales Advisory Board to act as a Sales Manager for one year on an outsourced basis.
- A VP of Sales recently fired his Sales Manager due to poor performance. Instead of waiting until a replacement is hired which can take up to six months, he has decided to outsource the sales management function to The Sales Advisory Board. By outsourcing the sales management function on a temporary basis, the VP of Sales will gain more time to hire the right person thereby reducing the chances of making a bad hiring decision. In addition, our sales management outsourcing solution minimizes loss of momentum and helps to stabilize the sales organization during the transition phase.
- The CEO of a start-up company does not need to employ a full-time Sales Manager due to size and financial constraints; so a decision is made to outsource the sales management function to The Sales Advisory Board to help build the sales organization from the ground up. This provides the start-up company with an incredible opportunity to minimize ramp-up time by having a sales management expert at their disposal for literally pennies on the dollar.
With our Executive Solution all interaction is conducted on a 100% strictly confidential basis. |
The Executive Solution would include but not necessarily be limited to the following areas:
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Organizational Structure
Sales Process
Go-To-Market Strategy
Channel Development
Recruiting and Selection
Compensation Plan Design
Sales Development
Performance Management
Forecasting
Business Development
Coaching/Mentoring
Sales Training |
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Please visit our Case Studies section to better understand how we help our clients or for more information, feel free to Try Us Out or Contact Us and we will be happy to assist you further.
We also offer a progressive Sales Sounding Board service to individuals or companies in need of objective advice and consultation; focusing on sales, management and leadership issues.
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