Hire a Lead Generation Firm during Peak Sales Cycle Months - Volkart May - ContactCenterWorld.com Blog
If your organization is anything like others in the B2B sector, it’s likely that you notice sales peaks and valleys throughout the year. For example, you may see that sales tend to dip during the summer and during the holiday season (while decision makers are taking vacations) but pick up during the first quarter when budgets for the year have been approved. Of course, every organization is slightly different but the bottom line is this: most companies don’t need the same amount of inside sales resources year-round.
This situation can put organizations in a bind. They know they need a robust inside sales staff during the sales “peaks” but that same staff might be left without much to do during the “valleys.” Because of the costs associated with hiring full time employees and the resources necessary to properly train and manage them, it’s not profitable or strategic to rely on fulltime staff for these months.
A strategic ROI-focused solution is for the organization to outsource inside sales work to a lead generation and inbound response management firm. During an organization’s busy season, the last thing they want to do is worry about recruiting, hiring, training, and managing new staff members or missing opportunities from a lack of resources. An outsourced partner can take on this burden for its clients.
An outsourced calling partner should essentially be viewed as an extension of the organization. The partner will take the time to understand the company, its background, and its portfolio of product and service offerings. An organization that works with a trusted outsourced lead generation and inbound response partner should rest easy knowing that the work is in good hands.
Hiring an outsourced partner ensures that an organization is properly staffed at all times throughout the year to profitably and efficiently capitalize on sales opportunities. Outsourcing inside sales staff allows a business to flex resources based on their sales cycle and augment in-house resources during busy seasons when it doesn’t make sense logistically to increase the number of full time in-house employees for a short period of time. This improves an organization’s efficiency while also decreasing costs.
Publish Date: June 17, 2015 5:00 AM
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