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The multi-channel approach makes it possible tosignificantly increase the quantity of contacts with prospects.
Personalizing messages increases the interest of prospects and the quality of exchanges.
Regular reporting allows you to manage and develop your campaigns based on the feedback and results obtained.
Sales outsourcing is a subject that is increasingly being discussed by companies when it comes to developing a new sales strategy. The fact is that one out of two companies does not train its sales representatives in the specificities of commercial prospecting. As a result, half of the teams do not meet their objectives in terms of making appointments.
In addition, the majority of SMEs lack the time to carry out effective BtoB commercial prospecting . The sales representative must set aside regular time slots exclusively for prospecting.
Sales reps are not always up to speed with all the innovative and ever-changing prospecting tools and techniques available.
Given that outbound prospecting generally accounts for 50% of sales appointments, companies need to devote time to using the best prospecting tools.
Diversifying prospecting channels will enable companies to reach more prospects, in a targeted and relevant way, and thus gain a real competitive edge. Sales outsourcing is afast and effective solution .
Outsourcing your customer prospecting allows you to control the time you invest in prospecting, to be sure that your time is devoted exclusively to this activity, and also to benefit from innovative and totally mastered tools.
This allows you to concentrate on what's most important: closing the sale!
Sales outsourcing involves delegating certain sales activities to another company whose business it is. It's also known as contingent sales force.
The idea here is to entrust your sales activities to an external service provider, in order to gain in efficiency. By outsourcing sales prospecting, the company can concentrate fully on its core business.
The service provider, for his part, will develop prospecting processes that are fully adapted to the client's objectives and to the results of thepre-sales prospecting study.
This tailor-made service enables companies to boost their sales by significantly increasing the number of new customers.
Outsourcing commercial prospecting has the undeniable advantage of allowing a company to concentrate on its core business. There are also other advantages in terms of economic benefits. In order to have a clear and precise vision of commercial outsourcing, it is also important to be aware of its few disadvantages.
The benefits
Salesoutsourcing is increasingly practiced by companies, and for good reason. This decision enables companies to achieve significant results, both in terms of sales prospecting performance and sales cost control.
The formula is becoming increasingly popular, with an ever-growing range of services designed to adapt to new marketing tools and sales channels in a timely manner.
The main advantages of outsourcing identified by companies are : flexibility in managing the actions to be implemented; time and performance savings through standardization of the sales prospecting process; lower sales costs, as no sales teams are recruited and trained in-house to manage only the pre-sales part, in other words, prospecting; cost control, with a service that includes detailed invoicing; time savings and lower costs for prospecting in the field;the positive impact on theacquisition ofnewcustomerappointments thanks to the expertise, human resources and cutting-edge digital tools of an expert sales prospecting service provider;a potentially rapid return on investment.
Any company that outsources its sales prospecting can see an increase in turnover thanks to an increase in the number of sales appointments, and therefore an increase in sales. All while optimizing the time of its sales force.
The few disadvantages identified by companies using outsourcing are mainly due to subjective feelings. Most of the negative feelings initially stem from the difficulty of delegating actions as important as sales prospecting. Companies fear losing control. Thus, the main obstacles perceived by companies who delegate their sales prospecting are: fear of losing control over their sales activities lack of information All these fears are not necessarily unfounded, when companies sign a service contract that is not adapted to their business objectives. It is therefore highly advisable to choose a company that specializes in sales prospecting and that is completely transparent about its skills, services and rates. This is one of the reasons why more and more companies are choosing French service providers. Sales contracts are drawn up in French, so there are no problems of interpretation. What's more, in the event of a dispute, French law applies. As such, the majority of companies offering commercial prospecting services guarantee a quality service. Indeed, they are well aware that negative customer feedback can have a considerable impact on the development of their business. That's why the ReCom sales prospecting agency has placed the values of commitment, transparency, results-oriented culture, proximity and human relations at the heart of its business.
It is a fact that some sectors of activity outsource their commercial prospecting more than others. There are several reasons for this. First of all, some industries have a greater incentive to adopt an outsourcing strategy for many of their non-core activities in order to focus on their core business. This is particularly true for industries that are more technical or have more complementary activities. When a client has already taken the plunge by calling on an external service provider, it is easier for them to repeat the operation on other jobs, which means that the majority of companies that outsource their commercial prospecting have already had the opportunity to outsource another job. According to a survey carried out in 2011 by the Cegos observatory, 82% of French companies use outsourcing. Among these companies, information and telecommunication services represent 49% of outsourced services. The companies that outsource the most are economic entities in the following sectors of activity: industry, services, etc. Moreover, it is mainly large companies that outsource the most (companies with over 1,000 employees). SMEs are not left behind, with 78% of small and medium-sized enterprises using outsourcing. It should be noted that these figures come from a 2011 study. With the multiplication of communication channels due to new technologies, it is likely that this rate has increased over the last 10 years, among all companies. Indeed, the technical nature of certain activities - such as commercial prospecting - is pushing companies to delegate these secondary activities each year by calling on professional service providers who are experts in this field.
