{"id":13455,"date":"2022-04-13T10:32:29","date_gmt":"2022-04-13T09:32:29","guid":{"rendered":"https:\/\/www.klozers.com\/?p=13455"},"modified":"2022-07-24T23:01:07","modified_gmt":"2022-07-24T22:01:07","slug":"how-to-build-an-outbound-sales-team","status":"publish","type":"post","link":"https:\/\/www.klozers.com\/nl\/how-to-build-an-outbound-sales-team\/","title":{"rendered":"How to Build an Outbound Sales Team"},"content":{"rendered":"\t\t
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How to Build an Outbound Sales Team \u2013 Top question from Google<\/h3>\t\t\t\t<\/div>\n\t\t\t\t
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What is outbound sales?<\/h2>\t\t\t\t<\/div>\n\t\t\t\t
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Outbound sales is the process of a sales team or salespeople initiating engagement with potential and existing customers. This could encapsulate trying to secure new customers, up selling to existing customers, or general account management. In contrast, inbound sales relies on a company\u2019s marketing strategy to drive customer interest, and customers will contact the company to enquire about their services. This blog post will tell you how to build an outbound sales team.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t

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Preparing to go Outbound<\/h2>\t\t\t\t<\/div>\n\t\t\t\t
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In the rush to go outbound many companies either overlook or pay little attention to the core foundation of every successful outbound sales campaign \u2013 their value proposition. Without this most campaigns will fail at best, at worst, they will fail you will lose market traction. you will lose your best sales people and you will also lose a lot of money.<\/p>\n

A Proven Value Proposition<\/strong><\/p>\n

Many companies make the mistake of trying to scale their sales operations without a proven value proposition with disastrous effects.\u00a0 Whether you chose to build your own outbound team or to subcontract to a specialist you need a proven value proposition.\u00a0 The more time and money you invest on proving your value proposition will be returned ten fold in your results.\u00a0 This does not just apply to Startups.\u00a0 Those that believe they have already proven their value proposition can equally benefit by refining and fine tuning what they have.\u00a0<\/p>\n

Words Sell<\/strong><\/p>\n

Whilst most of us would accept the importance of words in the world of Business to consumer few people in B2B dedicate sufficient time and energy to finding the right words to describe our products and services.\u00a0 Ask and Pay per click specialist who is restricted to 30 characters for the headline and 90 for the description of the importance of word choice.\u00a0 That’s characters not words.<\/p>\n

Technology<\/strong><\/p>\n

We are blessed in the modern sales world with lots of\u00a0great outbound technologies<\/a>\u00a0which makes the outbound process both easier and more productive. From intent data, to auto diallers, to call recording and artificial intelligence there are a plethora of great tools to choose from that will help your outbound team be successful. Be sure to invest the time and budget to arm your sales team<\/a> with the technology they need.<\/p>\n

Sales Leadership<\/strong><\/p>\n

An often overlooked area of business is sales management. Many sales managers have come from a sales background and were at some stage a top sales rep. Unfortunately the skills required for modern sales management are very different to just selling and the position of sales manager is a key hire for any business. Without a great sales manager your best sales reps will leave and the worst reps will stay which is the exact opposite of what you want to happen. Company culture is hugely important in any business and no more so than in an inbound and outbound sales team.<\/p>\n

In short, without a proven value proposition and\u00a0good sales management<\/a>, you will spend more money and take much longer to get where you want to go. These three areas are an essential component for a scalable outbound process.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t

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Outbound Sales Strategies<\/figcaption>\n\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t
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Building an Inhouse Team or Outsourcing<\/h2>\t\t\t\t<\/div>\n\t\t\t\t
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When developing an outbound sales team<\/a>, sales managers and company owners have two choices. They can build an in-house sales team or they can outsource the process to an external agency or group of salespeople.<\/p>\n

Each option has its own positives and negatives, and sales managers and company owners should consider these carefully before making any changes.<\/p>\n

Through outsourcing their outbound sales operations, companies can hire people with a proven track record of success that they might not otherwise be able to afford.<\/p>\n

Outsourcing can be more economic for some companies, as they do not have to resource staff training or office space for them. It can also provide more cost flexibility, as the salespeople will not be tied down to long-scale contracts.<\/p>\n

In-house sales teams are much more likely to develop excellent product knowledge over time, which they can convey to prospective clients. Outsourcing can also result in a lack of control of the sales process, and the company cannot guarantee that the leads generated are of a sufficient quality until much later.<\/p>\n

There are also concerns that an outbound sales team may not be as \u201cbought into\u201d your product, company or company ethos, and this could be purveyed to prospective clients.<\/p>\n

Remember, a poor outbound experience is the fastest way to destroy your brand. Badly executed outbound calls will have a negative impact on your brand and could lose you valuable market traction.<\/p>\n

Outbound prospecting particularly cold calling, is very different to responding to inbound sales leads. Your sales team and lead generation strategy should be built with this in mind.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t

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Outbound Sales Strategies<\/figcaption>\n\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t
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What are outbound sales activities?<\/h2>\t\t\t\t<\/div>\n\t\t\t\t
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Outbound sales requires salespeople to go to the potential clients. In contrast, inbound sales where potential clients come to the company, either for more information or to buy their product\/service.<\/p>\n

Therefore, traditionally outbound sales does not include any marketing or product development tasks.<\/p>\n

Outbound selling can be very labour intensive, and in the case of cold calling it needs a high volume of calls to have a meaningful impact on sales<\/a>. This is because:<\/p>\n

80% of cold calls go straight to voice mail<\/strong>\u00a0\u2013\u00a0Sales Intel<\/em><\/p>\n

It takes an average of 18 attempts to reach a technology buyer<\/strong>\u00a0\u2013\u00a0Gartner<\/em><\/p>\n

In addition to being labour intensive, outbound sales has a high churn rate in terms of staff. Many companies struggle to retain the people they have, let alone build a high performing team of SDR’s.<\/p>\n

Lead generation is the starting point of an outbound sales process. Some company’s will have a dedicated in-house lead generation team, whilst others leave it for their general salespeople to handle.<\/p>\n

In most cases when outbound sales is left to general salespeople it simply doesn’t happen. Sales people have a skill of always finding something \u201cmore important\u201d to do than lead generation.<\/p>\n

Outbound sales is a contact sport, pure and simple and requires salespeople to contact prospective customers. This could be by telephone, email, LinkedIn or face to face, however predominantly this is done via phone and email.<\/p>\n

From our own experience SDR’s who use a multichannel approach are much more successful than those who are only using the telephone or email.<\/p>\n

Often as part of the outbound sales role SDR’s will undertake what is known as sales qualification process. This involves a salesperson determining whether or not the lead is likely to become a customer or not.<\/p>\n

Once the leads have been qualified, leads are typically then passed to a Business Development Rep whose responsible for any form of product demo and closing the deal.<\/p>\n

In more traditional sales organisations this may include setting appointments for the companies field sales reps. The length of the sales process will depend on the target market, the industry and the customer.<\/p>\n

As an outbound sales person you will be expected to do the following:<\/p>\n