We have previously mentioned about different uses of outsourcing on indirect subjects of our business not on our core business, and also mentioned that the costs would not drop fastly but the benefits would be seeable on the long term. Companies are in difficult position not only with the competition press coming from the business environment but also with the cost press coming from the daily activities.
Although the difficulties are appearing by increasing their quantities, we observe the sure fact is the sales which effects the future of the company and its development speed.
We easily see the revenue and profit losses when there is no sales in the organization. Sales group and salesmen are the locomotives of a company. Their sales speed and sales frequency defines the development of the companies in the near future.
Creating opportunities, team motivation, knowing the customer, follow-ups, marketing, new approaches, internet technologies, advertisement, building new market entrance models, closing the sales, customer satisfaction actions and communications are the subjects, that those locomotives should use.
This role is so critical that, even a decreased performance in sales group, would effect everything in the organization. So, wouldn’t it be possible to use outsourcing in sales? We can get different answers, some says “yes”, some says “no”, and some says “depends on the manager”.
Eventhough it seems very encouraging to use outsourcing for sales activities where the companies that grow with revenue and margins; a good need analysis, transfer of information, and defining key performance criteria, takes this outsourcing subject from “courage” issue to an “action” issue.
With the experiences ot outsourcing company, by using its social relations and approaching to the issues from different angles, will bring different added values to the companies that are buying outsourcing services from suppliers. Value difference is the resulted sales in the market by clearing off from a lack of traditional and confirmed approaches.
If you see a drop in your sales, and if you start to think about this problem comes from your own sales team, you should at least categorize your sales subject and outsource only some of them.
You can see the effect with this worth to try approach by having an outsource service with the people have a different sights and experiences. The result of the successes will appear not only with the specialities of this outsource services company but also with your faith to this approach.
Mehmet Bilginsoy – August 2008
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