Outsourcing is a controversial topic in the Salesforce world. Some agencies say it’s the best way to achieve scale and others say it’s bad for business. So, who’s right? Both sides make some good points, but I believe that outsourcing works for agencies and here's why:
You can’t scale in one day
By outsourcing your salesforce talent, you are not only able to scale up your operations quickly and effectively, but you also gain access to a larger pool of talent than what may be available in-house. This means that there is a greater likelihood that the right candidate will be found for the position you need filled.
Moreover, by outsourcing your salesforce talent, you are able to avoid some of the common problems associated with scaling up an operation such as:
- hiring too quickly
- hiring too slowly
- having no one around at all times (especially when something goes wrong)
You need help to break into new markets
You’re growing, and you need help to break into new markets. You want to scale in a sustainable way, but also cost-effectively, flexibly and quickly. Your marketing team is dedicated to the work they do—and it shows in the results you get from your campaigns—but they just can’t do everything alone.
If this sounds familiar, then it may be time to think about outsourcing your salesforce talent.
Your current workforce already has other projects to focus on
Your current workforce already has other projects to focus on, so making them work on yours will only cause more stress. A dedicated team of professionals can be a great asset when it comes to developing and implementing your sales strategy, but they are not focused on your one project 24/7, 365 days a year. Mind you, this doesn't mean that outsourcing is the best option for every company; however, if you find yourself in this situation then outsourcing may be worth considering.
Your salesforce capabilities aren’t growing your business fast enough
If you've been thinking about expanding your salesforce capabilities but haven't made any progress yet, it's time to take a step back and assess the situation. If you're not growing fast enough, why? It could be that:
- You need more people on the team.
- They aren't trained properly or have a good training program in place.
- Your current process isn't effective at building new relationships with prospects and clients quickly enough to keep up with demand.
- You need better technology that allows for faster communication between your sales reps and the people they're working with (i.e., leads).
You want to outsource more than just technology
You have a number of things to consider when it comes to outsourcing your salesforce. You want to outsource more than just technology, so you need help breaking into new markets and turnkey solutions that are built around your company's unique needs. You also want to outsource more than just software development or salesforce, so you'll be able to take advantage of our experts in market research and UX design.
Work with a team that has experience in the Salesforce platform and domain knowledge in your industry
You are working with a tool that is essential to the operations of your agency, and you must ensure that it is being used in the most effective way possible. You need a team with experience in the Salesforce platform and domain knowledge in your industry.
You may be familiar with some of the common pitfalls of using Salesforce:
- Poor data quality
- Missing opportunities from lack of visibility into contacts
- Frustrated users who don't understand how to navigate around the platform
- Unproductive reps who struggle to find information they need when they need it
For a growing company, outsourcing is a great way to achieve scale.
For a growing company, outsourcing is a great way to achieve scale. It’s also an easy way to get up and running in new markets without having to wait for your internal team to develop the skillset required.
Many companies are still using outdated software or have old technology that doesn’t integrate with their CRM system well enough. They might not be able to meet demand from clients or provide constant feedback on how things are going—or even worse, they might not have enough of a salesforce at all!
The reality is that many agencies simply don't have enough staff members who can dedicate themselves fully to one client account, let alone multiple accounts at once. What's more, as a business owner or manager, you may be responsible for overseeing other projects within your organization; this leaves less time for dedicating yourself solely towards driving revenue through salesforce automation efforts."
If your agency is struggling with salesforce talent and needs to ramp up quickly, consider outsourcing your talent.