Outsourcing Your Sales and Sales Management Needs

I have been reading lately that temporary staffing is on the rise.

It makes perfect sense. As the economy recovers, more work needs to be done but companies are not yet confident enough to start hiring people so they bring in the people that they need to do the work they need to do. This reminds me of exactly why we do what we do.

It was the temporary staffing industry where I got the idea to start Randolph Sterling, Inc. I worked as a “selling sales manager” for an IT staffing company. We would provide temporary computer staffing support for companies. Some of my clients included AT&T, Pfizer, and Oprah’s company, Harpo Studios. What these companies realized was that they could bring in an expert to do what was needed, and then when the project was finished, they would either have that person continue on with another project or simply end their assignment. They saw that it was less expensive in the long run to pay that person to do the job they needed them to do. They didn’t have to pay for vacation time, benefits, or any of the other hidden expenses that are associated with a permanent employee.

It was this “selling sales manager” that was the original service of Randolph Sterling, Inc. We call it our Virtual Sales Manager service. We go in to our clients, who are usually companies that are growing relatively quickly and either don’t have a full time sales manager or have one that is overworked by managing too many salespeople, and help. We don’t get involved in politics, we just do the things that need to get done, whether it is going out in the field with the account executives, setting procedures, running sales meetings, hiring new staff or solving problems. We only get paid for the hours we work, no vacation time, no benefits, just a day’s pay for a day’s work.

The staffing industry was also the catalyst for another service we provide, one that has become our largest to date: our Outsourced Sales services. One thing I noticed very quickly when I sold in the staffing industry was that the busier I got, the less time there was to find new business, but in an industry where your product is a person and in an economy where companies are constantly being bought and sold, finding new business was imperative.

When I was just starting out, it was easy to reach out to 100 prospects a day to start to develop that relationship. I was just starting, so I didn’t have any current clients so I could spend my whole day building. As I started getting new clients, I was servicing them so there was less time to look for new business. The 100 prospects a day can easily drop down to 50. Talking to half the people meant half the opportunity.

Our outsourced sales service was developed to alleviate this exact problem. Let’s face it, the last thing a salesperson wants to do is make 100 calls in a day to find new opportunities so even if they do have the time, they will find other things to do. We decided it was easier if we do this for you. We reach out to approximately 100 people for every 10 hours we sell, developing relationships with the prospects that our clients want to talk to and sometimes finding out that some of these prospects really aren’t the people they want to do business with. In most of these instances, we are talking to people that the account executives were not going to, helping to bring in business that would have never walked in the door, while the salespeople focus on keeping current clients happy and building that business.

It is another service where you pay for our selling time, no vacation time, no benefits, nothing else. We also do this work off site so our people are focused on one thing and one thing only: developing relationships for you. No office politics, no getting pulled off the job to go help out with something else…a simple concept that sometimes gets lost in today’s workforce.

For more information about our Virtual Sales Manager services or Outsourced Sales, please go to www.randolphsterling.com.

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2 Responses to “Outsourcing Your Sales and Sales Management Needs”

  1. When To Grow ? « The Art of Sales Says:

    […] of ways companies can go about growing and preparing for when that upswing happens. In his last blog, Rich talked about the rise in temporary employees the last four months. This is certainly one way […]

  2. When to Grow ? « Randolph Sterling 2.0 Says:

    […] of ways companies can go about growing and preparing for when that upswing happens. In his last blog, Rich talked about the rise in temporary employees the last four months. This is certainly one way […]

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