4 Things You Need to Consider When Outsourcing Sales Activities
Published date: 22.07.2021
Read time: 6 min
Your offshore sales team will be responsible for prospecting, qualifying, and nurturing leads with the ultimate goal of scheduling appointments and closing deals. This allows you to fill up your sales pipeline with leads faster. However, since there are many sales process outsourcing providers on the market today, you need to know how to separate the top companies from the rest. In this article, we will take a look at four things you need to consider before deciding on which outsourcing provider you will choose to augment your existing sales team or set up an offshore team from scratch.
1. Do Their Capabilities Match Your Needs?
Before you can start comparing and contrasting various outsourcing providers, you need to have a clear understanding of what you would like them to do. Consider the following questions:
- Are you targeting a specific niche market?
- How much are you looking to grow over the short and long term?
- Do you want project work or long-term contracts?
These are just some of the questions you need to have an answer to and clearly communicate them to a potential outsourcing provider.
Once you know your needs and you have expressed them to your potential partners you need to evaluate the capabilities of each company. Will they be able to assemble a team with all of the qualifications you are looking for? Do they have the right processes in place to hit the ground running? Ask the service provider for case studies that showcase the work they have done for their clients in the past.
2. What is the Level of Transparency?
As the client, you need to know what is going on with your team at all times. This includes things like benchmarking steps towards meeting KPIs, any problems the team is encountering, the motivation of the team, and many other details. A lot of the problems stem from a lack of communication. An experienced sales team outsourcing company will usually provide a single point of contact, which is usually the team lead or the project manager, who will constantly keep their finger on the pulse of how well the team is performing. In addition to this, there should also be a sophisticated reporting system that determines whether or not the team is on track to meet its KPIs.
A good solution to the transparency problem would be to use a project management tool like Asana, Jira, Trello, or many others. Mindy Support’s team members are well versed in a variety of project management software and CRM systems, thus allowing you to always stay on top of how well the project is advancing.
3. What are the Deliverables?
It is always a good idea to clearly describe the deliverables you are looking for. For example, if the team is tasked with finding emails of potential customers, how many will they need to find each week or month? If they need to schedule appointments for you, how many, exactly, are you looking for? All of this needs to be discussed during the negotiation process and an experienced service provider will be able to tell you how realistic your goals are and how many people would be required. These deliverables will later serve as the KPIs that your team will need to achieve.
4. Are Their Prices Competitive?
Even though the cost of hiring an offshore team is some of the most important things you need to think about, you should be hesitant to simply hire the cheapest company. Remember, you will get what you pay for. There will be companies in certain outsourcing destinations that will be offering very cheap rates, but remember, if something is too good to be true, then it probably is. That’s why it is always better to pay a little bit more but sleep soundly at night knowing that your team is going above and beyond the requirements to actualize your project. In fact, this is one of the reasons a lot of companies choose to outsource their BPO tasks to Ukraine. Even though the rates might be a little bit higher than other outsourcing destinations, you get so much more value for your money.
Trust Mindy Support With Setting Up Your Offshore Sales Team
Whether you are looking to set up a new sales team from scratch or simply augment the in-house team you already have, Mindy Support can provide you with the guidance you need to get your project off and running smoothly and as quickly as possible. We are one of the largest BPO providers in Eastern Europe with more than 2,000 employees in six locations all over Ukraine. Our size and location allow us to source and recruit the needed number of candidates within a short time frame and we can scale your team without sacrificing the quality of the work provided. Contact us today to learn more about how we can help you.