It’s a common quandary for small to medium sized B2B businesses. You know that you need to keep your sales pipeline full and spend time not only generating leads, but also qualifying them and nurturing them, yet you don’t have an in-house team that can handle it all. Maybe you don’t even have an in-house sales team at all. In these cases, it often makes sense to outsource the inside sales function. If you’re considering it, here are 4 reasons to move forward:
To save money
SMBs typically have very small budgets to dedicate to marketing and sales and hiring an experienced, in-house team just isn’t possible since, on top of salaries, it also requires an investment in benefits, sales equipment, bonuses, and other overhead costs. It costs far less to outsource inside sales to a trusted firm.
To utilize their experience
Inside sales is what a sales firm knows and what they do day in and day out. They know what to look for in new hires and know how to train them properly. If you don’t have much, if any, inside sales experience, how do you expect to hire a full-time person or team? In addition, how do you expect to have the time to train them? Working with an outsourced inside sales firm, these responsibilities are passed on to them and taken off of your plate. Many firms specialize in particular markets, too, so you know that they will be productive right from the beginning of your relationship.
To scale as needed
If seasonality impacts your sales cycle, you’re not going to need the same resources throughout the year. It hardly makes sense to hire a full time in-house team if they’ll only be busy some of the time. It’s far more cost efficient to work with an outsourced inside sales partner in which you can scale the work as needed.
To focus on what you do best
Hiring in-house sales professionals requires an investment of both money and time. Think about how long it takes to recruit, train, and manage an in-house team. This is all time that’s taken away from product/service development and what ultimately drives your sales. When this work is outsourced, you can focus on core competencies.
There are obviously quite a few more reasons to outsource inside sales, but this list should give you a starting point of things to consider as you make your decision. No matter what types of products or services you sell, with the right amount of research, you should be able to find a firm that will be a great fit for you.