What is an outsourced sales manager?

1. An Outsourced Sales Manager

An Outsourced Sales Manager: Finally Someone Who Talks About It!

It is nothing more or less than the invisible engine that will make your business take off, or make it crash miserably if you don't take it seriously.

Because even with a great product or service, it won't be enough to reach your goal. You need someone who is in charge: the sales manager. Its missions are to:

An operational outsourced sales manager at the service of sales strategy

Without a solid strategy, you're just another player lost in the crowd. The outsourced sales manager is there to draw the main lines:

• Who to Attack
• At what price
• How

So much so that he has the art of knowing how to place his pawns on the market chessboard.

The Outsourced Sales Manager: Troop Leader

An army without a general is chaos. The sales manager recruits sales soldiers, trains them and pushes them to Excel. Because here we are talking about excellence and ABOVE all about results!

Measure to Rule Better

Miss your target or hit it right in the heart, if you don't measure it, you won't know it. Performances are concrete, they are numbers in a table, and then on this good basis, we adjust, refine and start again...

Care for the customer

Knowing how to follow up with a prospect at the right time, knowing how to maintain a commercial relationship with a good customer, means making sure to fill the order book. A happy customer is a customer who comes back and who claims your name from every roof.

Predict or Perish

Anticipate sales, manage budgets like a captain with a ship in a storm. Being at the helm means knowing where you are going, how much it costs, and how to get there.

Sniff out trends

Markets are changing, competitors are always on the lookout. If you don't keep up with the times, new trends will play tricks on you. You need to have a permanent radar ready to alert on a trend to follow.

Aligning the strategy

Obviously, each commercial decision must be part of a global vision, so that everyone is heading in the same direction.

2. Outsourced sales management

Your sales manager will be more or less operational depending on the size of your company.

Because of this, a small sales team needs its sales manager to be a leader, and lead the way in terms of prospecting and signing. In a larger company, its role will be more strategic.

In many cases, the reality is in between. In other words, you need someone capable of having an operational approach to business development, while having a strategic vision.

And that's where the outsourced sales manager comes in.

If you decide to hire a full-time sales manager, the allocated budget may not match the necessary involvement of that sales manager. What's more, we see fewer and fewer sales managers wanting to get their hands on it.

However, sometimes, the only solution to commercial development is to pick up your phone or to work with databases. And rare are those who combine all these abilities.

Conversely, an outsourced sales manager will only be paid for the part where he will have the most impact on your business.

So the budget is 3 to 5 times lower than a sales manager and the return on investment is often better.

Of course, in many cases, the presence of an insourced sales manager is more relevant than outsourced.

3. How to take advantage of an outsourced sales manager?

When talking about outsourcing, keep in mind that the cost per action taken is higher but this cost is in turn controlled. Unlike an employee who has a fixed monthly cost for the company, regardless of the actions taken and the results.

Therefore, it is more relevant to have your outsourced sales manager work on tasks with high added value for the company. Here are a few examples:

• Define the offer
• Finding Pools of Leads to Prospect
• Put your nose in the CRM to find opportunities (Hubspot is very qualitative)
• Call Targeted Accounts
• Coaching existing teams
• Challenging Existing Processes
• Sharing your knowledge of the market
• Set up a stack of quality prospecting tools

It is necessary to have some good practices, especially in the methods of working with such a partner:

• Clear goals
• Reports at regular intervals
• A tracking of the actions carried out

Chez Prospilot, we acted like an outsourced sales manager by taking care of Your Prospecting. We then let you take over the qualified appointments because no one else knows how to sell you better than you!