Categories ArchivesSales Recruiting

Sales Outsourcing – How Is it Done?

The phrase ‘sales outsourcing’ may be familiar to you, you may have even outsourced a sales team before now. The traditional idea of sales outsourcing is that you hire a third party in order to use their specialist knowledge for a particular campaign. They are then responsible for representing your brand and must accept responsibility if anything goes wrong. The idea is that you will hopefully end up with a satisfactory ROI. However, although this is a method that is still used today, there are now variations on sales outsourcing and many different options available to you and your brand. Syndicated teams are one such option. Field marketing agencies have syndicated teams in-house who are great local shops and large ...

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Explaining The Sales Cycle

Many companies are less than forthright when discussing the length and makeup of their sales cycle with current and prospective salespeople. They fear that if their salespeople clearly understand just how long it will take before the first commission check hits their bank account – and how many hurdles will have to be jumped along the way –  the team will beat a hasty exit while the getting is good. This approach is a mistake. Explain the Sales Cycle. As I described in my article on Recruiting Top Producing Salespeople, and will explain in detail in my upcoming article on Corporate Transparency, my belief is that in all aspects of running a sales team, honesty is the best policy. Better ...

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Recruiting Top Producing Salespeople

Good help is hard to find. Never is that phrase more true – or important – than when it comes to finding, developing and keeping good salespeople. Sales team member development will be covered in my articles on training. Retaining good salespeople is generally a question of properly setting and managing expectations which will be primarily covered in my articles on company ethics and compensation plan structuring. In this article I’m going to describe the steps required to find productive salespeople in the first place. In many ways it’s like a sales funnel, you start with a large pool of targeted prospects and winnow them down until you find your needle in a haystack. =========================== =========================== This system involves nine ...

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The World's Greatest Sales Team?

This site was born out of frustration. Like most salespeople, over the years I’ve been frustrated with different aspects of every organization I’ve been associated with. Whether as an employee, independent contractor or consultant, it seems that invariably I find multiple, critical aspects of the sales process either ignored or poorly handled by the companies I work with. Some of these shortcomings are common at almost every organization. Things like inconsistent or non-existent follow-up and lack of communication between the sales, marketing, production and customer service departments seem to be the order of the day no matter where you go. Other factors are present in some companies while absent in others. And it often seems that sales organizations that are ...

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