Is Your Sales Outsourcing Company Experienced?
Sales Outsourcing Experience Matters
When your sales department isn't functioning at the level you want, it makes sense to bring in outside help. But how do you know whether you've found a reliable company that can really help you? After all, your brand is valuable, and you want it to be represented by someone who you can really trust.
One of the best ways to determine whether a sales outsourcing company will give you good brand representation is to determine the company's experience level. In this day and age, practically anyone can throw up a website and appear to be in business. But there are signs to look for that will help you accurately judge the experience level and credibility of the companies you are evaluating.
How Long Have They Been in Business?
You likely don't want to engage a company that has only been managing outsourced sales teams for a year or two. There's always a learning curve, and a company's first few clients often end up serving as guinea pigs, suffering through the inevitable mistakes and growing pains. Additionally, a new company will generally be less plugged in to local and nationwide networks.
Most companies who have been in business for a while will advertise that fact on their website. If they don't, you may be able to find out through Google searches or by contacting the Better Business Bureau where the company is located. If you're unable to find out via outside sources, you can ask the company directly, but be prepared to verify the information they give you.
Pro tip: For best stability and experience, look for a company that has been in business for at least ten years.
What Does Their Management Team Look Like?
A sales outsourcing company is only as good as its executive team. Again, this is something that should appear on their website--consider it a large red flag if the company you are considering does not provide the bios and credentials of the members of its executive team on an easily accessible "About Us" or "Management Team" page.
Look for sales experience in a variety of industries, of course. But it's also important that at least part of the management team has experience in a more operations-oriented role. Organizing and running a successful sales function has more to it than simply being great at sales. Part of what you're paying for when you engage a sales outsourcing company is the know-how to help your sales function integrate seamlessly with other aspects of your business.
Pro tip: Also be very sensitive to the "feel" of the company you are considering. Do they answer emails promptly? Are the support staff you speak with competent and friendly? Could you picture yourself doing business with them on an ongoing basis?
Who Are Their Clients?
This can be a bit of a tricky question, since most reliable sales outsourcing companies are hesitant to give out the names of their clients. There are two reasons for this reticence: first, while they will likely be happy to give you references if you are seriously considering their services, they don't want their current clients to be constantly badgered; second, most sales outsourcing companies sign confidentiality agreements with their clients, and many of these agreements prohibit them from disclosing the name of the client to other parties without permission.
Even if the company you are evaluating cannot give out the names of clients immediately, they should be able to provide you with case studies, as well as a range of industries they have serviced.
Pro tip: While experience in your specific industry is obviously a plus, you should also look for experience serving a company with a similar business model and sales process to yours.
Ready to find a sales outsourcing company that's perfect for you? Contact Netpique sales outsourcing today for a free consultation to determine if our sales solutions are a good fit for your company.