Part 2 of 2
In Part 1 of this two-part article, we outlined the considerations needed to evaluate your sales outsourcer’s ability to produce results in the pre-launch phase. In particular, we addressed key questions to ask about your outsourcing partner’s recruiting practices, confidentiality policies, and steps taken to uphold your brand image.
In Part 2 below, we’ll suggest the key questions you should ask your sales outsourcer to determine how they will support your program launch—and how they will continue to support your program in the long term. It’s critical to get answers to these questions at the outset so your expectations are aligned with what your sales outsourcer is prepared to give.
For companies new to sales outsourcing, dipping your toe in the water via a beta test is a great way to analyze the potential benefits of a sales outsourcing program for your organization. Not only will a beta test help you clarify the resources required to put out a sales force to sell your product, but also test the demand for the product you are taking to market.
Clients want to know, “Will I have visibility into who will be representing my brand, and how do you ensure that my corporate culture will be represented through your outsource solution?” Initial discussion typically centers on why to use sales outsourcing. It’s a very important, strategic question because the use of outsourcing can be very different depending on the client’s objectives. Sales outsourcing can be done in whole or in part; it can be focused on a particular type of customer; it can be used for new customer acquisition, sales support for current programs or penetration of existing customers; it can be used for test marketing or market expansion. The uses are many and the primary question clients need to answer is not if to use sales outsourcing, rather where and how to use it.
If you're not careful, it's can be easy for customers, employees, and others to view your business as one of the Scrooges of the world, even if all you're trying to do is employ smart business practices. That's why it's smart business, as well as the right thing to do, to make sure that your business does a little something extra to make the world a better place, especially at this time of year.
Fortunately, it doesn't have to be difficult, expensive, or especially time-consuming to plan a project or two that will bring the holiday spirit into your office and help people in your community and elsewhere who are in need. In a world that can sometimes be dark, your company can shine some light, reminding people that there is good in the world, and that your company is one of the good guys.