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Why Does Inside Sales Outsourcing Work Better?

April 13, 2012 | Comments: 0 | Views: 224

However, the reason why inside sales outsourcing is such a phenomenal success is that companies often find it hard to manage a process that is so critical to the business, simultaneously with other processes.

One of the mistakes that hinders this kind of management is the fact that one often finds it hard to have a Defined Sales Process, or DSP, for short. Nearly every struggling team lacks a definition of what their roles and responsibilities are with regards to contributing to a successful sales cycle. For sure, they would know that they have to do cold calling to generate a lead and then follow up on the same. However, the benchmarks that define how this practice can be measured are missing. Without this kind of clarity, it's nearly impossible to drive the kind of success that is expected. This is where inside sales outsourcing works so well, since the teams at the third part organisation are well versed with the methodologies of a successful sales cycle.

Another reason why inside sales outsourcing is increasingly being relied upon by companies is because they don't generally have the time to train employees in the best practices that make such a big difference to the success rate of the sales process. Organisations that provide inside sales services to their clients, on the other hand, constantly bring their staff up to speed with the latest trends in the industry, which translates into better success rate for their clients. Hence, it's always better that the process is outsourced, otherwise the pressure of managing too many things at once can have a detrimental effect on the whole organisation.

The extremely competitive domain of inside sales has also proven to be a very fruitful domain for revenue generation for many businesses. However, the sad part is, many businesses fail miserably at this. And the reason is primarily the lack of solidifying the base of their inside sales initiatives. On the other hand, a number of companies that offer inside sales outsourcing services to their clients seem to succeed phenomenally well despite the prevailing competition in the domain. The primary reason for this kind of disparity is that they have put in the effort to study the nuances and overcome the obstacles via a robust strategy.

Essentially, such reactions are not always true, and step from the person's apprehension of closing the deal via phone. However, the reason why inside sales outsourcing companies are so successful in such cases is that they convert the negatives to positives via their reactions. For instance, if someone says 'I already have something like this', the reaction is 'many of our customers thought in the same way as you. However, when they saw our proposition in detail, they were more than glad to switch.' Such tactics are a sure-shot winner in any situation, to get the desired business without exceeding the stipulated time frame.

The Global Associates is a unique full service sales and marketing organization offering Customized Strategic and Tactical Sales Solutions to Organizations, Globally.

Source: EzineArticles
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