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Growing sales in the current climate – an impossible quest?

The pressure is on to recover revenue streams lost since COVID-19 brought us to our knees. Sales and Business Development Managers are facing stretched targets with limited budgets and resources. With markets still fragile and the future uncertain, businesses are naturally hesitant to put their foot flat on the floor in terms of sales and marketing investment.

This creates an obvious conflict where targets set may not be achievable with resources available. What is more, things may be even tougher if your business model has relied heavily on field sales and your skills don’t transfer to ‘Inside’.

Here are just some of the potential barriers to sales growth in the current climate:

  • Insufficient resource to ramp up sales effort.

  • Sales teams too busy chasing poor quality leads, neglecting opportunity pipeline.

  • Fluctuating lead flow undermining productivity and pipeline health.

  • Acquisition spend wasted as leads age and backlog accumulates.

  • Opportunities wasted due to lack of skills and resource.

  • Sales and marketing efforts out of sync.

  • Unproductive processes stretching management bandwidth

If you are facing any of these issues as a Sales Manager, it may feel like you are between a rock and a hard place, but that needn’t be the case. Outsourcing your sales development function can address many of these barriers and is a flexible solution that doesn’t carry major long term risk. External agencies can provide access to highly proficient sales development specialists who can target gaps in your in-house processes, free up expensive sales resource, extend and reinforce sales agility, capacity and overall capabilities.

Skills and resourcing

If your in-house skills don’t line up with your revised strategy, an outsourced function can extend your capabilities so you can pilot an approach without investing prematurely in expensive resource. If for example you are looking to expand into fresh markets, multilingual agencies offer native language speakers so you can engage, build trust and compete with local businesses. If you have relied traditionally on field sales, they can provide expert ‘Inside Sales’ specialists with the skills and resilience to get past gatekeepers and get your team in front of well-qualified decision makers with an appetite to buy. 

What is more, a dedicated outsourced resource can flex more easily than an in-house team, scaling up rapidly when new opportunities are unearthed, slowing or pausing activity when you need to change tack. They can test new approaches and propositions allowing you to incrementally hone your approach, ramp up as you gain traction and remain competitive in your market.

Pipeline health

An outsourced sales development function can also smooth the peaks and troughs in your lead flow so that backlog does not accumulate and marketing investment go to waste. With a steady flow of leads to the pipeline your sales team can focus on closing rather than having time sapped by high volumes of poor quality leads, or the need to prospect when pipeline is weak.

Experienced sales development agents have honed their skills across multiple campaigns and can quickly and expertly qualify out poor fit leads and progress high quality potential buyers through the pipeline, so your team receives only sales-ready leads, enriched with valuable insight to increase conversion.

A trusted partner

A good outsource agency not only provides domain-specific expertise, they act as a trusted partner and deliver valuable insights to feed your business strategy. Finding the right partner that aligns both to your requirements and values is critical, however, so it is important to research thoroughly, check credentials and ask for testimonials from similar businesses in your sector.

Once the right fit is identified, a good outsource partner will extend your management bandwidth with expert proactive account management and increased productivity through a structured, systematic approach. They can help align your sales and marketing teams and activities, providing a valuable extension of resource, fully integrated with your processes, systems and personnel.

Since 1990, The Telemarketing Company has been a trusted partner to hundreds of clients, extending their in-house capabilities and providing tailored, end-to-end solutions that can flex and scale to support growth. If you would like to discuss how we can strengthen your sales and marketing efforts and help drive your business forward, get in touch.

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