Sales Outsourcing comes to your mind if you are an entrepreneur or manager of a startup. Indeed, you’ll one day decide to either invest in an internal sales and marketing team or outsource it.
Sales Outsourcing to expert people who know your industry and sales process is a good choice… but only if the time is right.
When is the time right? Well, there are two distinct stages of sales for any company.
This stage is when you start engaging with your first clients and you’re still figuring things out. It’s about listening, testing and experimenting. You still don’t know what does or doesn’t work. You are looking for a repeatable sales process. You are elaborating on your sales funnel. You are asking yourselves these questions:
- How do you generate leads?
- How do you qualify leads?
- How do you close deals?
- How long is your sales process?
- How is your conversion rate?
- What’s your cost versus benefit?
- What is my cost of acquisition?
- Is my business scalable enough?
- What kind of marketing or sales reps to hire and how much does it cost?
You probably don’t have answers to all of these, but at least you should be able to answer 60% of those.
This stage starts when you are able to answer at least 60% of the above question and you know it is time to grow your sales. During this sales automation, you will continue to have an iterative process and learn continuously. But, as you know you have something that works, you can think about scaling it up and optimizing it.
You can’t outsource sales discovery
This is something you and your team must do. You the entrepreneur, you the CEO, you the early employees who have an in-depth understanding and know the very little details of your startup.
The lessons you’ll learn during this phase are crucial, that’s why you don’t want to sales outsourcing companies. You want to put your own finger on the pulse of the market so that you get a feel for what prospects respond to.
You want to know what works, what didn’t work, and why. These are crucial pillars for your understanding of your market.
This is a common mistake done by many startups. They hire a “salesperson” to go out and talk with customers so they can do what they’re good at which is “running the company.”
The problem is that in an early stage of your business you are in the learning curve and only You can do it. Showing your product, watching reactions and asking questions, will help you so much. And if you multiply this process at least 20 times, you’ll see patterns. These patterns will then be used by sales outsourcing companies to automate and scale your business up.
Outsource sales automation
This stage is definitely the right moment to outsource sales. Now you can hand it over to sales experts who know how to execute and optimize a sales process.
They can take you from 60% to 70%, 80% and finally 100%. That’s what they specialize in; not the creative thinking and wild experimentation required to build your first sales process, but to refine and polish it.