Outsourcing any sector of a company can be the solution to current problems or, if not managed properly, the cause of new worries. With an external sales team, for example, the company needs to delegate part of the commercial processes, dividing up the management of the operation. In principle, this can generate some insecurity, which is why it is essential that certain precautions are taken to guarantee the success of this decision. Most of the time, companies choose to outsource their services for the great advantage of reducing costs, especially with employees and work equipment. In addition, when it comes to sales, hiring a specialized company to provide this service can provide better results in terms of quantity and quality.
To guide your decision making and help you with the process of outsourcing your sales operation, we’ve put together 5 care tips that will make all the difference to your company:
1 – Establish cultural and behavioral alignment
Each company has its own identity, of course. But when we talk about a company that outsources services from another, there needs to be agreement on absorbing the culture and profile of the brand being represented. After all, direct contact with the client, whether for sales, pre-sales or support, will always be responsible for carrying your image. So choose a company that is flexible and committed to wearing your brand’s shirt.
2 – Offer knowledge
The basic precept of selling is knowing what is being offered and, consequently, knowing who to offer it to. That’s why training the outsourced team frequently and keeping them up to date is one of the most important actions for your sales operation to succeed. The more knowledge representatives have about your brand and product, the better the conversion results will be. A great option is to offer support materials that will help in the day-to-day operation and contribute directly to sales success.
3 – Organize a transparent monitoring system
It is important to assess whether the outsourcer is also committed to sharing the monitoring of the operation with transparency. Ideally, the results metrics and the frequency of presentation and analysis should be aligned beforehand, so that the outsourcer can organize the delivery of reports within your expectations.
4 – Opt for companies that specialize in customer relations
It means having professionals trained to deliver results that go beyond conversion and provide a closer relationship with the lead or customer, which consequently contributes positively to the image of the brand represented. In the B2B market, where people work with complex sales and focus on generating business, it is necessary to have a team qualified in strategies that encompass the entire sales cycle, capable of delighting and retaining customers.
5 – Ensure that the outsourcer complies with the LGPD
It is also important to analyze the company’s commitment to the General Data Protection Act. For the sales operation to take place, it will be necessary to grant access to your leads’ personal information. It is essential to understand how your security tools work, confidentiality agreements and other actions that work to protect this data, to avoid any non-compliance with the law.
These are a few precautions that, if applied, will guarantee even greater success for your company’s outsourced sales sector.
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