‘IT DOESN’T END AFTER SIGNING THE DOTTED LINE TO OUTSOURCE INSIDE SALES’ was our previous blog in which we addressed the necessities and its expected outcomes after you have signed the deal with an outsourced inside sales partner. Since a relationship is built and the inside sales engine has departed from the station, what is the next ideal step?
At this stage, both the parties are well acquainted and have begun the journey. Just the way the driver and his team constantly checks and tracks the engine to ensure a smooth journey for the passengers to the destination, you too must track and measure.
To do so, what are the methods you can take to track the performance as well as make certain that both; you as an outsourcing client and they as an inside sales partner are on the same track?
Here are a few points for you to nail down that the choice you made to outsource a particular lead generation company was the right one:
1. Invest In Their Team On A Long Term Basis:
When a lead generation partner hire’s inside sales reps; they not only hire them but also train them personally and invest a lot of time on them. Anyone can invest money, but not all can invest time which shows that they are hiring for the long haul.
Also, you must access and evaluate their retention programs, whether they include a well-thought-out professional development program in their training process. The sales industry is one in which change is constant and a trustable B2B lead generation partner will constantly evolve with it. Another added advantage out of this for you is that the resources would be dedicated specially for your brand. These minute details goes to show the reliability, as well as determine whether they are on the right track.
2. Prompt Reporting:
Transparency of the process is one of the best ways to determine if the partner is on the right track. A holistic view of the process and the sales funnel can aid in solving any misunderstanding between the two parties. Also, close looped discussions allows for communication between everyone involved, including the outsourced inside sales team and your team. It will also give you an idea of the progress of the campaign plan which was mutually formulated. Therefore, timely reporting of every progress made; be it a monthly, weekly or on daily basis can cumulate efforts.
3. Lead Generation Services Drive Results:
While there are plenty of factors to determine if your outsourced inside sales engine is on the right track, the dominating one will always be, the results that their inside sales effort brings to your brand. Are they bringing quality leads as promised for you to pursue? Is taking leads instead of opportunity working better for you? (Read our previous blog on Take Leads Not Opportunities). Are they under achieving or over achieving? Most important are the leads being followed up and nurtured which is a vital contributor to your sales pipeline? You as the CEO or Head/Program Manager of the company, will already have plenty on your plate to work on, worrying about the quality of leads should not be one of them.
4. Takes A Consultative Approach:
Your lead generation partner’s inside sales professionals should be capable of furnishing insights by constantly tracking the performance of campaigns, provide the market sentiments and trends. This effort is imperative as it can enable you to change the offer or positioning of the product/service and the focus area accordingly. These efforts can constantly be evolved to find the right mix and ingredients to enable quality lead generation. Also, it can save you time and bring agility in your sales efforts.
5. Build On Your Definition Of Success:
The commencement of your engagement with the lead generation partner must work closely with you to first get a steady understanding of your business and imbibe your methodology and ideals into their entire team’s blood. Based on that knowledge, they will source best strategies and plan of action. A confident lead generation partner co-creates your definition of success, representing years of experience and vision in the sales industry.
Have you discovered if you’re outsourced inside sales engine on the right track? If not, and if you are looking to improve your lead generation and overall sale process needs a push, then give us a shout!
