Debunking 5 Outsourced Sales Misconceptions

Debunking 5 Outsourced Sales Misconceptions

The business world goes beyond your own organization and into a world of freelancers, vendors, and consultants. While people will hire temporary help around the office for tasks such as data entry without a second thought, outsourcing a sales force has picked up a bad reputation. We’re here to dispel the rumors you’ve heard. In today’s entry, we’ll be debunking five outsourced sales misconceptions and giving you the truth about what happens when you partner with professional reps.

“I Already Have a Sales Team. I Don’t Need Another.”

Let’s shift our attention from the sales floor to the back office. On the product side of many agencies, creative directors aren’t above hiring freelancers and consultants to shore up their operations. It can be a matter of needing a few extra hands at a busy time. Sometimes a project calls for a specialist that isn’t on staff. Perhaps it’s a matter of introducing some fresh voices into a stale room.

These same principles map remarkably well to sales departments, too. Are you rolling out a new product that requires a custom approach? Do you need to delegate tasks as your business grows? That’s where our outsourcing service comes in—supplementing the team you have, not compensating for the one you don’t.

“My Budget Is Tight. I Can’t Afford To Outsource.”

Whether you’re onboarding or outsourcing, having a sales staff isn’t free. However, the costs of building a team from the ground up can quickly escalate beyond your budget. Consider the training and technology costs that come with setting up systems and coaching recent college grads. You may not be ready for the headcount you need. By outsourcing your sales team in the short term, you can take a measured approach to building a team of your own while the sales pros at Racket Reps handle the present.

“When I Outsource My Team, I Lose Control of the Process.”

We get it: you don’t want to take something as important as revenue generation and place it in someone else’s hands. It’s especially hard when you’re a stakeholder in your business and have played a personal part in getting to this point. Fortunately, we’re not a one-size-fits-all operation. We’ll coordinate with you to maximize product and process knowledge, align with your brand and values, and maintain communication along the way. You probably don’t cook every meal you eat—let our reps get things cooking for you.

“Outsourced Sales Teams Just Handle Lead Generation.”

This isn’t a “no.” It’s a “yes, and.” When you outsource your sales force, yes, you’re getting quality lead generation that you may not have been able to procure internally. An elite team goes beyond harvesting leads and into offering deeper expertise. Outsourced sales teams can improve cold-calling practices, fine-tune the prospecting process, and otherwise help convert those leads they generate.

“Outsourcers Don’t Sell My Company; They Sell Themselves.”

One of the most pervasive misconceptions of outsourced sales is that the team doesn’t have your best interests at heart. We’re happy to use our own space to get the word out about our business development services, but once you partner with Racket Reps, we are a devoted extension of your company and your brand. When you win, we win—and credit from you is all the credit we need.

Top 6 Reasons To Outsource Your Business Development Team

Top 6 Reasons To Outsource Your Business Development Team

Relying on your internal sales staff to put out results daily could lead to substantial burnout. Rather than a team running on empty, you can invest in a temporary solution with permanent results. The top six reasons to outsource your business development team highlight the benefits of bringing in outside help.

Hidden Costs of Adding to Your Internal Sales Team

Every company has ebbs and flows. One month, everyone has their ear glued to their phones, while the following month may have them make paper airplanes at their desks because the pipeline is dry. The unpredictable nature of sales could have short-term implications for businesses because companies must pay their workers.

A company’s payroll isn’t as simple as the money you dish out for their salary. Other factors like payroll taxes, health insurance, and investing in retirement 401K accounts are all things employers must do for their hired employees. Those costs add to the bottom line, potentially leading to layoffs if that trend continues.

Another pitfall of trying to hire and build an internal business development team is the risk of them not panning out. While a hiring manager may have thought they found the perfect candidate, they could quit at any second, and all that time interviewing, filing paperwork, and training goes by the wayside.

When you outsource talented business development representatives, you only have to worry about the cost of the package, considering it’s a paid service with a fixed cost. The salary and benefits those individuals have with their company are within those costs. You don’t have to concern yourself with certain headaches when you call on help from an outside source.

Experts of the Trade

The beauty of utilizing a team of outsourced professionals is that they are already experts in their craft. Essentially, you are getting a team full of savvy veterans, as opposed to a squad full of rookies who will have their hiccups. While it’s nice to have quality employees internally, you risk them being incompetent or undependable, reflecting the downside of the cost of building your own team.

Representatives on an outsourced team know the ins and outs of the sales world because they have completed the work a million times. Hardly anything will surprise them, and they can adapt to any situation. It won’t take long for them to acclimate themselves to your business operations, making them a valuable resource.

A team of experts comprehends the importance of growing a business and meeting certain goals. Although they haven’t spent a day working for your company, that doesn’t mean they will lack the motivation to showcase their skills and ensure your sales pipeline flourishes.

Allows for More Flexibility

There are only so many hours in a day to accomplish your goals, and spending time on tasks you could rely on others to finish is the best way to free up time. You may have more pressing matters you need to attend to, but you’re trapped doing something else you don’t deem as necessary.

An outsourced business development team can deal with the grunt work while you shift your attention to items only you can handle. Losing time dealing with procedures, paperwork, and training could be a major hindrance for your company, so freeing up your time is crucial.

Additionally, an outsourced team gives you more flexibility, allowing you to adapt to any situation thrown your way. Several people on your team at home sick or on vacation could leave you helpless trying to make up for their production. With an outsourced team, you don’t have to worry about where you’ll get the help because you can add them in a pinch and move along seamlessly.

Increase Closing Sales

If coffee is for closers, the outsourced business development team you could hire would have an endless supply of it. Since they are sales connoisseurs, an outsourced team will act as the set-up man of a baseball team, handing the lead to the closer to finish the game.

These specialists can hunt down the most prosperous leads your sales reps can manage after the hand-off. Working in unison allows them to learn how your business works and what you want in a client. With that information, the new team will be hard at work, flooding your pipeline with fantastic clients so everyone can reap the rewards.

Test New Markets

Many businesses aspire to dip their toes in new markets. For whatever reason, many sales managers may be against expanding your sales territories. It could be that they lack the resources, or the fear of failure could put the company in a bad spot. However, outsourcing a BDR team is one way to test the waters and see where it can take you.

Considering that they are an outsourced bunch, they have experience dealing with folks from around the United States. They may know how to relate and speak with them, buttering them to come abroad. Introducing your product or services with hired guns quells the risk of trying.

Happier Customers

Dealing with your challenges in-house could lead to customers playing “Satisfaction” by the Rolling Stones or the hundreds of other artists who covered the track. An outsourced team can help in this regard in two ways.

The most obvious way an outsourced team is beneficial is that the customers talk to someone well-versed in the industry. Even if they are new to selling what you offer, their experience should have them pick it up in no time. Customers like talking to people who are thorough, honest, and dependable; an outsourced team is exactly that.

The second way it helps is it lessens the response time to the client. Some clients may get antsy when expecting a reply and sour on a potential relationship if you don’t answer them promptly. Having a team full of qualified BDRs gives you the chance to manage the clients who seem dissatisfied. Mending fences ensures a long-lasting relationship that benefits you and the customer.

These six reasons to outsource your business development team give insight into the importance of trusting a team specializing in a weak spot for your operation. If you are a U.S. business wanting to reach new heights, contact Racket Reps to help the cause.

With the help of Racket Reps, our clients have seen exponential growth. Allow our 30 years of sales experience to assist you in achieving your mission of building a better business.

Top 6 Reasons To Outsource Your Business Development Team
5 Advantages of Outsourcing Sales Development

5 Advantages of Outsourcing Sales Development

In sports, coaches send in substitutions every game to get an advantage over their opponents. Sometimes, players need a breather to come back better than before. In the sales world, you can do that by outsourcing sales talent. Knowing these five advantages of outsourcing sales development gives several reasons to try it out.

Scales Your Business Appropriately

Outsourcing sales development representatives allows you to adapt and scale your business how you see fit. Booming firms growing faster than they ever could have imagined could fall victim to their success because they might not have the means to accommodate the new flux of customers.

Plugging in an outsourced sales team with your current staff provides more flexibility between roles, letting them handle unique and more demanding situations as the outsourced SDRs deal with more of the grind. Since many outsourced teams are experts, any shift in your plans shouldn’t spiral things downward.

Decreases Time-To-Market

Every second is critical when your business is in its early stages. Hiring an outsourced SDR team may enable you to get to market more quickly.

For starters, the ramp-up time of an outsourced staff is often far quicker than recruiting and training internal staff. Secondly, many outsourced trusted sources have tremendous expertise that allows them to contact more prospects faster than your current and potentially less experienced staff. 

Outsourced SDRs aid businesses when they need to ramp things up and get their message out to certain sectors or geographic regions. This acceleration is critical when your product is sophisticated or has a longer sales cycle.

Could Lead To a Better Product

Another advantage of having an outsourced sales team is that the input your SDRs collect during sales interactions educates your product development team. This not only helps you recognize the issues of your industry better, but it also helps you improve your product to tackle those obstacles and provide the best user experience imaginable.

Database Management

Outsourced sales teams provide a wide range of services to expanding companies, including database management. Slacking on your CRM and other practices will hurt your chances of growing. With an outsourced team able to clean up your database, enhance your information, or create a prospect list from the start, you’ll have a roadmap to long-term success. Having those integral pieces of information handy and easily accessible saves you time and money.

Lowers Risk

The most significant advantage of outsourcing sales is that it reduces your risk. You’ll receive reliable performance from a properly staffed, highly focused outsourced sales development team, providing your pipelines with the finest leads.

Furthermore, the outcomes of an outsourced sales force are promises. If you aren’t satisfied or they don’t achieve what they said they would, the outsourcing company will be on the hook for the poor performance.

These five advantages of outsourcing sales development illustrate how helpful this route is for a business struggling to shoulder the load consistently. Racket Reps ensures our SDR prospecting services can help your business meet your goals. With over three decades worth of experience, we are sure we can handle any situation and take your company to the top.

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Best Ways To Close Your Sales Quarter Strong

Best Ways To Close Your Sales Quarter Strong

Attempting to achieve lofty goals, whether self-imposed or by your superior, can cause stress in your life, particularly when the quarter is reaching its final days. Learning the best ways to close your sales quarter strong will help alleviate your anxiety, putting you on the road to success.

Focus on What You Can Control

There are 24 hours in a day, so there’s only so much you can do before the clock strikes midnight. Thus, you must focus on things you can control to achieve success. Look at your pipeline and assess each client’s motivation to buy. There’s no point in wasting your time on a customer who is difficult to close when you’re running low on time.

Instead, find your easy sells and get the momentum rolling. Before you know it, all those small sales will add up, and you will finish the quarter with a bang.

Trim Your Client List

While you go through your catalog of clients to find easy sales, you will realize how many of your potential buyers are at a dead end. Trimming your potential customer list is a great way to reset for the upcoming months, allowing you to start fresh with them out of sight and out of mind. Moving a complicated client aside is understandable when they hinder your earning potential.

Improvise When Necessary

Sometimes, the best results come from your improvisational skills rather than a well-thought-out action plan. Overanalyzing things can be a problem for people in any line of work, potentially hurting your ability to do well on the job. If you are too deep inside your head, you’ll begin to stumble through your pitches and lose focus.

While we’re not advising you to “wing it” in those final days, loosening up and shooting from the hip has its advantages. Finding a middle ground between being analytical and free is a good spot if you want to finish the month on a high note.

Ace in the Hole

Some salespeople benefit from having a “break glass in case of an emergency” card they can play. This ace up their sleeve can be a multitude of things, like a call from a higher-up, bringing in someone who specializes in the field, or revealing incentives you haven’t offered yet. Regardless, keeping your cards close to your chest throughout the quarter permits you to use them later when it counts.

Remain Authentic

Even if you are close to your goal, you shouldn’t take shortcuts to get you over the hump. Maintaining professionalism and ethics is far more important than hitting a target. Any shady sales techniques will hurt your reputation, ruining your long-term potential as a salesperson when a client takes their business elsewhere.

Recognizing the best ways to close your sales quarter strong are valuable lessons you should remember all year long. Racket Reps’ SDR servicesoffer a team of people who understand the intricacies of closing a sale and growing your business across the United States.

Racket Reps ensures your sales pipeline is blossoming with solid leads that become regular customers. Please contact us today if you want to find out how our services can push you over the top.

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