Boosting sales is always at the heart of any startup business strategy. But it can also be labor-intensive work, what with all the things that you need to do. And it might sometimes be hard to do all of that on your own.
This is where outsourcing can be a lot of help. But to get more out of it, you need to do it right. Let’s look at what it takes to outsource your sales development effort and discover how Virtua Solutions can help.
Understanding Sales Development
Before we dig into outsourcing sales development, you would want to have a good idea of what it is all about. For the most part, you are already familiar with the individual aspects of the process like lead generation and prospect engagements.
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Sales development takes all of these separate parts and brings them into a more cohesive whole. With it, you can effectively drive people from the initial lead discovery stage to the prospecting stage. And while it isn’t directly involved in closing the deal, it preps the sales team to make a successful one.
Why Outsource Sales Development
With all the things that sales development brings in, it has become an essential company process for a startup business like yours. So, you might wonder why you would want to outsource the effort. However, several reasons will convince you to take this course.
Access To Expertise
Building a sales development team is no easy feat. After all, you want to have the right people for the job. And you will need to give them all the essential support that they require. All of these can take a lot of time to build, which you might not always have.
Through outsourcing with us at Virtua, you can get quick access to such a team. Our agents are experts in handling different sales development situations. We can also help you test new development strategies without you needing to expend more resources.
Greater Focus On Strategic Initiatives
With us handling your sales development tasks, you can focus more on closing deals. We know how crucial this phase is. As such, our team makes sure that you have all the information that you might need.
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We also understand sales development is a dynamic process. You might encounter unexpected changes in prospect behavior that can affect your chances. We can make those adjustments for you, ensuring that your sales development program can adapt quickly.
What Your Startup Business Should Consider When Outsourcing Sales Development
Once you decide to outsource your startup business sales development, you need to plan it carefully. There are considerations you need to think about to determine the best way to proceed with it.
What Is Your Sales Development Objective?
While there are many aspects of sales development, you need to think about which one to focus on. This will help give your outsourcing effort more direction. Some of the sales development objectives that you might encounter include.
- Sourcing new leads
- Qualifying inbound leads
- Penetrating key accounts
Once you have decided on your sales development objectives, determine how you will track and measure these. We can help you here by identifying the measurement strategies that will give you a clearer picture of your sales progress. For instance, you might want to focus on the total number of deals your team has closed from these leads.
Aside from these strategic measurements, you would also want to keep track of the activities of your outsourced sales development representatives. When you outsource with us, we already take this into account. We provide you with individual representative metrics so you know which of our agents are making the greatest progress in meeting the objectives.
Building Your Startup Business Sales Development Team
Outsourcing your sales development work isn’t just about getting agents who will gather leads. You would also want to build a team that would support them Here, you need to consider several key areas.
- Management: You want a leader who understands the intricacies of running a sales development team. They also need to work closely with the marketing and sales departments.
- Team size: When determining the size of the team that you want to deploy, make sure that it will fit the number of accounts
- Hiring and training: While we will be handling the training of outsourced sales development reps, you need to have clear criteria for the ones you want. Additionally, you should know what kind of training would best help them achieve success.
- Technology: Our SDR team has its tech stack that would fit your sales development goals and processes. But you would also want to consider what tools you will need.
To help you fulfill your needs in these different areas, we can fully customize the team assigned to you. Just provide us with a detailed sales development plan. From there, we can assemble the team from our current crop of agents. And we can modify this team later on based on your changing sales direction.
Working With Us
Once we have your desired sales development team assembled, you can deploy them to the set of accounts that you will need. Here, you have a choice of gradual or full deployment. The former is a good idea if you want to assess the capabilities of the team assigned to you first. Meanwhile, the latter is a better choice if you are already handling a large volume of leads.
We also take a proactive approach in coordinating with your in-house teams. Early on, we would discuss a reporting schedule so you get updates on the status of the different leads. Outside of these regular reports, we have our lines open for any concerns your team might have. We do these discussions more informally to build more rapport between us and your team.
Grow Your Startup Business Sales With Our Help
With the right sales development plan, your startup business can convert more of the leads you gather into actual customers. And we are always ready to help you execute that strategy. Contact us today and we will get started right away.