One of the biggest challenges for any sales director or sales department working in B2B sales is generating leads. Lead generation is the lifeblood of sales, without leads there are no sales, without sales the company can’t move forward and grow. But why does generating leads or prospective leads have to be so demoralizing?
Isn’t there a better way to do this?
Actually, there is. You could instead turn to an outsourced sales force for that part of your company, and with many benefits. According to statistics by the Harvard Business Review, 79% of surveyed businesses feel that B2B sales outsourcing helps the sales department grow faster.
The reasons behind this are threefold:
- Refocused Energy
Taking the lead generation and prospecting aspects of the job out of the hands of your employees and giving it to an outsourced sales force can make your internal reps less drained and more energized. They’ll instead be focused on converting those prospects into customers, which is the real end goal.
This means fewer reps cold calling, and more reps building relationships with clients. The only worry a leader has in this situation is finding the right outsourcing partner to ensure they get the best performance. There are plenty of partners, you just have to find the one that works for you.
- Efficency Increase
Having employees sell and build relations instead of prospect and generate leads means more efficient spending. Their wages are going directly towards generating income for the company. They’ll be more motivated to sell and earn, without worrying or dreading the prospecting aspects of their job.
More money coming in for less money going out means greater efficiency. If you are worried about the outsourced company’s efficiency, you can get always ask for real-time updates or day-to-day tracking to ensure they’re doing their best. You have the right to that information, as a partner.
- Moving From Prospecting to Nuturing
A concern of yours as a leader could be the lack of control over the sales information. You would have to take a hands-off position for lead generation, and that means potentially losing track of the potential client’s position in the sales tunnel.
A way to prevent this is to contact the outsourced sales manager and ask for this information in updates to your team, things like emails. There are programs that can do this for you, just check online or ask the manager of your outsourced sales force if they had a suggestion.
Outsourcing your lead generation can be a great boon for your company and your employees! Contact a sales consulting service to find out more!