Articles Tagged ‘Outsource sales and marketing’

What is Outsourced Sales Management?

Wednesday, March 28th, 2012

A conversation with business broker and business coach, Doug Boehme, helped me realize that outsourced sales management is avant garde.

Apparently outsourced CFO and outsourced HR services are pretty commonplace, but outsourced sales management is fairly new.

Please comment and let me know what you think of the market perception of the understanding of these services.

For those of you thinking, “How does outsourced sales management work?”, let me break it down for you.

Outsourced sales managers serve two audiences:

Companies without a sales force who want a sales force
Companies who have a sales team with no sales manager
The main advantage of using an outsourced sales manager is that you get expert experience at a fraction of what it would cost to hire a full-time VP of Sales. Employees in this role typically cost $60,000-80,000 per year in base salary, and up to an additional $140,000 in commission.

An outsourced sales management company like Outsourced Sales Force costs $5,000 per year in retainer, and $20,000-$40,000 in commission.

Yowzers. As a small business owner, which amount would you rather pay?

Outsourced sales managers typically perform two functions:

1. Sales recruiting, which includes but is not limited to:

– Creating a profile of the perfect sales recruit

– Creating a recruitment advertising plan

– Writing all recruitment ad copy

– Implementing the recruitment ad strategy

– Phone screening

– Personality testing

– Outlining sales staffing structure

2. Sales management, which includes but is not limited to:

– Creating the sales and marketing plan

– Defining sales path-to-closure

– Creating the sales “presentation”

– Determining, measuring, and managing sales key performance indicators

– Daily activity “check-ins”

– Monthly sales training meetings

This service is on the bleeding edge of what is going to create an economic revolution in small business.

For those of you that have experienced outsourced sales management, how has your experience impacted your business?

What would you change about how outsourced sales management is currently executed to make it more effective for the small business owner?

Jamar Cobb-Dennard

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