Telesales is one of the valuable tools for lead generation. While it is not a fit for all the organizations, still it is an established strategy and a strong driving force behind a successful sales procedure. To be successful in carrying out an effective B2B Telesales campaign you will need a highly motivated, trained, devoted and goal oriented sales team. Along with this you also need an experienced management team and top technologies to execute these telesales campaigns.
However, while you meet these requirements, there is a high chance of a possibility that it consumes your resources and you might lose your focus from your core business goals and sales responsibilities. Mainly due to this reason, many businesses are now opting to outsource their telesales services to a third-party service provider or a telesales partner company for timely and better outcomes that too at a lower cost.
Some Of The Benefits Of Outsourcing Telesales Services
#1. Cutting Costs
Outsourcing of Telesales services can be much more effective for increasing your business opportunities as compared to building an in-house team. You will be relieved from spending on candidate hiring, providing employee benefits and handling other managerial overheads. Moreover, you don’t have to fear about installing and updating modern technologies such as outbound dialers, call monitoring software and screen viewing tools which all will be managed by your outsourcing partner. Telesales specialists will have all software, hardware and reporting tools in place for their multiple clients. Another bigger benefit is that outsourcing provides you highly proficient professionals at a very reasonable cost.
#2. Time Factor
All businesses, despite the type or size, require more time to execute their operations. When you outsource to a telesales company, you are saving yourself an immense quantity of time and use of physical resources which can be improved and spent on other areas of your commerce. Taking an example, if you are a small company owner and working on your own cold sales calls just imagine what else you could do with that amount of time; you could be working extra hours on your actual business operations, servicing your clients or focusing on sales activities like cross-selling or up-selling to your present-day clients. Or, if you are working in a sales management role, you would use your hours far better utilized in front of more and more qualified prospects.
Taking an example, if you are a small company owner and working on your own cold sales calls just imagine what else you could do with that amount of time; you could be working extra hours on your actual business operations, servicing your clients or focusing on sales activities like cross-selling or up-selling to your present-day clients. Or, if you are working in a sales management role, you would use your hours far better utilized in front of more and more qualified prospects.
#3. Knowledge & Expertise
As a professional company, you will not spend time and money on in-house training. Outsourcing your Telesales to a specialist means you are getting individuals who are already well trained and versed in the art of selling on the phone. They are well motivated and used to work in a result- driven environment. This all saves your overall time on finding and then training new employees each year.
Leveraging this knowledge and experience, outsourced Telesales service providers will always try to ensure that your campaigns are well-polished and strategized to meet your sales goals. They always try not to lose out on a single sales opportunity. For this, they manage every campaign carefully and with complete swiftness, along with evaluating the shortcomings and make appropriate adjustments on the go for successful business outcomes.
#4. Overall Flexibility
Business expansion and in-house teams work well, but you will struggle to match the flexibility of an outsourced team who will dedicate their time as well as capacity at their maximum strength to your targeted calls. The requirement you have for a Telesales campaign may change, from data requirements to call volumes. Having an outsourced team, you can choose the number of hours needed and continuously get work on it. Also, you have the flexibility on the number of sales professionals you need working on your project at any given time. They can also provide you with multilingual agents along with it they can support out of hours calling, which may be less acceptable in a normal office setup or even in bigger organizations.
#5. Get Your Buyers Back
Most of the times; regular customers tend to lose interest in certain services over a period. They either stop purchasing altogether or make their purchase in smaller volumes. This is an extremely difficult situation which on occasions can break the confidence along with the productivity of the inside sales team. Outsourced service providers leveraging their knowledge and resources will be able to tailor their operations and test various methods until they have rebuilt your complete pipeline. Here the calling platform increases the flexibility of calls and allows the agents to track pipeline, capture notes and get feedbacks to work in an improved way. Therefore, productivity levels in the outsourced environment are naturally higher than in-house.
#6. Finally, The Return On Investment (ROI)
Any company that is dealing with an outsourcing telesales services model for the initial time will always have queries on how to measure the return on investment (ROI)? What is the highest benefit that a business can achieve by outsourcing their telesales function? What tasks should be outsourced and which not?
However, once the activities become up and running, organizations tend to lose the drive in measuring ROI made in a specific period of time. If you desire to earn the maximum output from your outsourced telesales functions, you must be crystal clear, straight and very precise while measuring its overall success in the business operations on time to time basis. Evaluating ROI is also vital from the potential of analyzing advancement, improving the telesales function, and handling the internal business expectations.
You should choose solutions that properly get fitted with your current and futuristic business requirements. You should regularly talk with the account managers and business professional executives that are engaged with you in the outsourced company. You should connect the outsourcing team and your in-house teams at the same levels be it corporate communication or business operations. You should equally motivate your in-house as well as outsourced telesales executives who work on a regular basis and as they contribute to your business.
Pratik Hambardiker is a technology veteran especially at setting up Sales and Marketing functions in the Outsourcing Business. He started with a small team of 2 people in the business which grew to over 600 over a decade.
He ran multiple verticals such as Tax and Accounting, Managed Healthcare, Lead Generation, Sales, Market Surveys, RPO jobs and more!
From dealing with representatives to managing large teams and senior personnel over the last 15 years, he has shaped careers for more than 15000 people.