Sales outsourcing methodology

• Economical Option Compared with traditional recruitment
• Rapid Set up of Sales Campaign
• Outsourced Sales Fees based on Revenue Targets
• Low Risk, Flexible Sales Force

Each engagement is unique and a solution is configured to suit the client’s needs and budget. However, in most cases the overall approach to an outsourcing engagement undertaken by Selling People consists of four main phases:

a. Preparation – Scan & Plan
b. Test & Review
c. Initial operations
d. Full operations

Diagram 1 - Sales Outsourcing Methodology

The Preparation phase consists of some rapid market research (Scan) typically using senior telemarketing resources. This allows the proposition to be quickly tested in the market. Usually 5-10 days of test calling is made and on average 10 surveys (discussions with senior decision makers). Input from this test is used in producing a detailed sales strategy and plan (Plan).

Then a longer Test period is undertaken where the emphasis is on getting in front of as many prospects as possible (phone surveys and meetings) to test the proposition in detail and build pipeline.

The Plan may include several different value propositions and approaches however this phase is normally constrained to 1 or 2 propositions.

The results based approach would mean that if in two months (40 days) making 10 Surveys per day up to 400 Surveys could be undertaken. A Survey is a discussion with a decision maker and typically 1 in 10 phone calls will result in a Survey. This will give realistic early feedback on the acceptance of your proposition in the market.

The positive results (10%?) are leads for the next phase and potential sales, however the analysis of the feedback of the 90% that are not interested is also important. 

At the end of the test the results are reviewed and a decision can be made on progressing to the next phase and the sales plan can be updated if necessary.