SALES OUTSOURCING

Group 19 offers comprehensive and flexible sales outsourcing services. Based on your specific needs and factors, a custom tailored offering will be built. 

Many start up, small and medium sized businesses need a focus on revenue generation but for various reasons are not able to fund and staff an in house sales force.  Using Group 19, these firms can put in place an experienced sales force.  Many firms have successfully outsourced functions such as legal, marketing, real estate, and others.  A growing number of firms are successfully outsourcing sales.  Interest in sales outsourcing is growing more quickly in start up, small and mid sized firms especially when sales responsibility is being shared today by the founder or CTO. 

Why consider outsourcing your company sales function?

1. Access to highly skilled and experienced sales people
2. Access to skilled professional sales managers
3. Avoid the tedious and time consuming process of hiring individual sales people
4. Supplement your existing sales force for product campaigns, promotions, new markets, etc.
5. Shared risk
6. Cash flow friendly
7. More immediate results

Sales outsourcing is not for every company.  It may depend on where that company is in their life cycle.  Where Sales Outsourcing is not the best option, a more limited sales outsourcing solution may be appropriate.  Group 19 offers flexible outsourcing solutions and as needed, sales consulting. 

Group 19 offers Outsourced Sales solutions in various formats.  Our concentration is on selling and our people are experienced Sales professionals.  Through our Partner firms we have access to Lead Generation and Appointment Setting services, normally done from a Call Center.  Group 19 Outsourced Sales solutions are available in 2 formats.

• Inside Sales / TeleSales
• Outside Sales / Field Sales

Our Inside Sales / TeleSales approach is very flexible and is normally our preferred recommendation.  Staffing levels can vary from a single part-time Sales Representative to quantities of your choosing.  Adjustments to staffing levels can be made relatively quickly.  There are no sensitivities to resource locations and no travel expenses.  Sales Calls, demonstrations, meetings, and presentations are done remotely using internet technologies.   If your product or service can be sold effectively over the phone, this approach is a great solution.  By telephone our experienced professionals routinely sell products and services with prices up to $250K and on occasion over $1M.

Our Outside Sales / Field Sales approach is much more structured.  Staffing levels are measured in units of Full Time Employees (FTEs).  Staffing and locations are much more important.  Start up time is longer than the Inside Sales approach.  Greater consideration must be given to sales territories, sales targets, territory expenses, etc.  Outside Sales can be supplemented by deploying an Inside Sales component.  If the nature of your product / service requires many customer onsite visits, this approach may be more suitable. 

Getting Started is simple and can be drafted in a telephone conversation.

• Set the Objectives / Scope
• Determine the requirement
• Build the Plan
• Agree on contract and terms
• Execute with Excellence

Factors of Success include but are not limited to the following.

• Reasonable Objectives and Scope
• A Win / Win attitude by both parties
• A “Commitment” approach – not an experiment
• Completeness of Sales Collateral material
• Uniqueness of the Product / Service Value Proposition
• Availability of Reference Accounts
• Strong Demonstration tools
• Quality of Leads and lead sources
• Health of the existing pipeline
• Quality of product and services training
• Available product technical assistance
• A proportional investment in Marketing

These factors historically have been keys to success.  Do not be concerned if you can not address each of these factors.  Group 19 can assist you in addressing these factors.  Consulting work to complete these items can be done before Sales Outsourcing begins.

How do we do it?  Group 19 acts as an agent of your company.  You provide us sales support, business cards with your company name, a virtual phone extension from your office, an email account on your server, a logon ID to your CRM application, access to your online resources, pre & post sales technical support, price sheets, exclusivity, and sales leads.  You pay us for results. 

We provide you results and regular reports, qualification factors, opportunity reviews, sales forecasts, customer intelligence, healthy sales pipeline, sales statistics, etc.

 Typical Terms used are listed below.

• Duration
• Expectations
• Resources
• Liability waiver including errors and omissions
• Commission rates
• Hourly rate for consulting
• Payment terms
• Start up expenses

More on the Pay for Results, Commission Only, risk sharing approach.

Our value proposition to you is heavily influenced by a risk sharing approach.  You would not be here today reading this material if you had the resources to staff you own sales force.  You are looking for a solution that avoids significant upfront investment and doesn’t represent a new dramatic addition to your cash burn rate.  Our shared risk approach means just that, we both get paid from results. 

Available today are agreements providing compensation to Group 19 based on sales commission only.  In most cases, this means you incur no upfront costs and share only a portion of the revenue after the sale.  Commission rates vary and are impacted by complexity of sale, length of sales cycle, health of the existing pipeline, etc.

Agreements are also available where payment to Group 19 is based on a percent of revenue.  This model can be used when it is impractical to measure or track individual sales transactions and where sales volumes are substantial and Group 19s contribution impacts nearly all sales transactions.

From a base agreement, a joint collaboration effort produces a customized approach for each client.

Contact us at info@groupnineteen.com to explore the advantages of Sales Outsourcing.