Good afternoon Teneric users,
I've had quite a number of emails from other users asking me to take a little time to explain exactly what Sales Outsourcing actually is, and how it helps various companies.
Sales Outsourcing, whilst a relatively new concept in Europe, has been used greatly in the US and also Japan. In the US its often refered to as the Rep-System, where professional sales people, offer their services directly to product makers, on a free lance basis. They are then only paid for the activity they produce. The same system also exists in Japan. In both countries however, sales is seen as an art form.
In Europe sales as a career has a tarnished image, and as such good quality sales people do not recive the same social position as they would in the meritocratic USA. The approach to sales people in Europe tends to be hit and miss. Many companies hire and fire constantly, trying to keep activity targets high and the blood fresh. In Europe, more than anywhere else, we need a different way to maximise the skills of our sales people. One of the best ways to do this, is to split up the sales process, aligning people with the best honed skills, to the various stages of the process.
Why put someone with superb face-to-face skills, on a telephone in an office, for 2-3 days of each week? Why ask someone who is superb at product introductions, to struggle with closing sales? Why take a brilliant account manager, with highly developed people skills and force them into heavy selling situations? The truth is, all of these examples are typical of Europe-wide sales systems, even in the largest of sales organisations. With sales outsourcing, we can truely maximise the effect of each type of sales professional. We should be using successful telephone-agents for appointment making, hard working product openers for multiple end user meetings and experienced inhouse sales closers for getting those sales completed.
No fully in-sourced sales environment can make full use of their sales resources, but combine insourced sales and outsourced sales (as TargetSell do with all their partners) and very quickly, sales resources are fully utilised and efficient.
There is probably not enough time to describe the many ways in which outsourced sales campaign operate, but we are happy to talk to anyone with questions or direct requirements.
We look forward to being able to assist those who feel that outsourced sales may be an option for them,
With kind regards,
_________________
Stephen Strelczak
Managing Director
TargetSell
Phone - 0870 4141 480
Email - info@targetsell.co.uk
|
