How Outsourcing Sales Can Drive Your Healthcare Company’s Profitability

Sales is the lifeblood of your healthcare company whether you are targeting individual consumers (i.e. patients; B2C) or other healthcare-related firms or care providers (B2B). Yet, maintaining (let alone increasing) sales is becoming more challenging as competition increases and regulations get tighter.

The solution may be to stop trying to increase sales on your own. Instead, invest in outsourced sales.

Continue reading “How Outsourcing Sales Can Drive Your Healthcare Company’s Profitability”

Do You Need a F2F or Phone Sales Team?

You absolutely have to have a sales team. But what kind of sales team will best serve your company and fit in your budget? You’ve got two basic options—face-to-face or phone sales. Sales Focus Inc. (SFI) puts them side by side to help you see the difference and which may better fit your company’s needs.

Face-to-Face Sales

F2F sales is what it sounds like—a member of your sales team schedules live, in-person meetings with decision-makers to close sales. F2F sales will likely entail your sales team attending networking events to cultivate leads and relationships with existing clients. For some businesses, there is no substitute for the human connection.

At a glance:

Continue reading “Do You Need a F2F or Phone Sales Team?”

Outsourcing Your Sales Team is the Only Way to Achieve These 5 Benefits

There’s no question that your business needs a sales team to be competitive. But, there is room to question whether or not that sales team needs to be yours—i.e., company employees.

Attracting, onboarding and retaining top sales talent is a costly undertaking. You could get the same results—improved sales performance—at a fraction of the cost by outsourcing your sales team to Sales Focus Inc. (SFI).

SFI implements our proven process-driven approach to identify, develop and execute customized sales outsourcing solutions—solutions that bestow these exclusive benefits:

#1: Hassle-Free, Customized Recruiting

When you choose sales outsourcing from SFI, you Click to read more →

FAQ Basics of Outsourced Sales & Marketing

outsourced marketing and sales,

  1. What is Sales Outsourcing? Sales Outsourcing is the act of transferring the responsibility of sales to an outside company. The Sales Outsourcing company will develop a dedicated sales team to represent your product or solution directly to your customers. The Sales Outsourcing company will train and manage the sales team as they are an extension of your organization. They will present themselves as your brand to the customer. Their focus is on new client acquisition and revenue generation.
  2. How long does it take to start a program? Sales Focus can launch any size team anywhere across the US or globally in 45 days or less. We have successfully launched teams as large as 200+ sales agents in 45 days. If you require a small team of 1 or 2 sales agents, we can typically launch that team in 15-30 days.
  3. What size company does Sales Outsourcing work best for? Any size company can take advantage of sales outsourcing. Sales Focus has represented small companies of less than $1M in revenue all the way to top Fortune 500 companies. We have solutions to fit all budgets.
  4. What is the cost of Sales Outsourcing? The cost is based on the number of sales agents, the level of experience and the geographic location of those sales agents. Typically, the cost to outsource your sales team is less than if you hired them directly.
  5. Do I lose contact with my customers? No, when the sales agents are in the field or on the phone meeting with your prospects, they represent your brand. The customer does not know who SFI is, so there is no confusion. All the Sales Intelligence we gather from the field is put directly into your CRM, so you have complete control and total knowledge of what is happening in the field.
  6. How do I keep all the sales information about customers, competitors and marketing? We will use your CRM; the data will be put directly into your CRM. You will not have to worry about transferring data or losing any information.
  7. Is Sales Outsourcing confusing to the end client? No, to the end client there is no confusion, as we present ourselves as your company brand. Contracts are on your paper/electronics, no confusion.
  8. How are the Sales Agents trained on my product/service? Each sales team is specifically trained on your product/service. SFI develops a Sales Toolkit that includes all training materials regarding the product, the process and the sales techniques. All our customers deliver the initial training, as you are the expert. We utilize this training as a trainer model for future expansion.
  9. What makes a Sales Outsourcing program successful? The number one success factor is open communication. It is essential to understand that we are an extension of your company and to be successful in sales we need access to resources in the organization. Clear, open and constant communication is essential to success.
  10.  How do you manage/track success? Each program is developed specifically for our clients. SFI develops KPI’s that are tracked every day to ensure success. We have constant tracking of sales agents as they enter the field each day and when their day is completed. We provide complete access to this data to our clients, so you know exactly how each sales person is performing.
  11. Can I hire the sales team after the contract expires? Yes. Our contracts allow for the flexibility to hire the sales agents after the contract expires.
  12. Does Sales Focus do Commission Only Sales Programs? No. We do not believe commission only programs provide the level of success and brand protection we provide to our clients. Our focus on providing quality sales professionals who are committed to driving new revenue and acquiring new customers, while representing your brand in the utmost professional manner.
  13. What is a Pay for Performance Model? Pay for Performance is a commission only model. SFI does not offer Commission Only or Pay for Performance.
  14. How do we get started? We start off by having a conversation and understanding your needs and your goals. SFI pioneered the Sales Outsourcing industry in 1997 and has worked with every industry across the US and Globally. We have a trademarked process S.O.L.D. that we implement to begin the process. Once contracts are finalized, we immediately begin the S.O.L.D. process with a Kickoff meeting to have a complete understating of your expectations. Once you are ready to go, we move quickly and efficiently, we control all aspects of the process and are able to Launch the team in 15-45 days.
  15. What happens if a sales agent is not meeting quota? We track all sales agents daily; we view activity levels (KPI’s) and evaluate performance constantly. If a sales agent is not achieving expectations, and we have provided them with every opportunity to succeed, it is our responsibility to replace that sales agent at no cost to you.
  16. How many salespeople do we need to start with? We do not have any minimums or maximums on the number of sales agents you can start with. It is your decision.
  17. Can a Startup company do Sales Outsourcing? Yes, we have worked with many small startup businesses. SFI can bring the level of experience that most small startups don’t have internally. Many startups don’t know how to hire, train and manage sales professionals. We bring this expertise to all companies, large or small.
  18. Does Sales Outsourcing work for companies not based in the US? Yes, we have launched well over 350 Non-US based organizations. Sales Outsourcing is a natural fit for Non-US companies, as we have the connections, facilities, management and experience to be successful in the US market.
  19. Can I launch a sales team outside of the US? Yes, SFI has partners throughout the globe that allows us to launch sales people anywhere in the world. They are locally managed in their country, but you are working with one company, SFI, who is providing consistent service.
  20. How do we protect our brand? A major focus for SFI is to protect your brand. We have represented some of the world’s largest brands, GE, AT&T, PPG, and many more. Companies come to SFI because we focus on brand protection. Every sales person is an employee of SFI, not a contractor, we have control over the process and verify backgrounds, drug testing then makes sure each person is put through extensive training, conducts role playing and passes an assessment test to ensure we are protecting your brand.
  21. How long do we have to commit to the contract? Your minimum commitment to SFI is 90 to 180 days depending on the type of contract. At that time, you can grow, shrink or stop your service completely. Our focus is to make you successful. We have contracts that have lasted over 9 years, as we continue to provide superior service.
  22. Can I get exclusive territory rights on my product? Yes, once SFI engages with a customer, we do give you exclusivity into that territory and first right of refusal across the US.
  23. Can you also manage my existing sales team? Yes, we can. We have a solution called Co-Sourcing where we can take over the management of your existing sales team. We can incorporate them into our training and management.
  24. How can you build a sales team of any size anywhere in 45 days or less? We have complete control over all the aspects of building and managing the sales teams. We are very process oriented and over 20 years’ experience developing dedicated sales teams. Whether you need 2 people or 200 people, we can deploy a quality trained team in 45 days or less.
  25. Are the Sales Agents dedicated to my company or are they shared? All sales agents are 100% recruited and dedicated to each client. We do not cross sell or share sales staff.

Why “Sales Outsourcing”

As a business owner or corporate executive, you must ask yourself, how can I turn over my company’s sales to an outside firm?  Sales is my lifeblood, it’s the company’s family jewels. I can’t possibly let someone else develop, manage and run with it, or can I?

Who will own the relationships with the clients? Will I lose control? What happens if something goes wrong?

Industry experts acknowledge that  business process outsourcing has become a standard business practice. Outsourcing functions like logistics, administration, help desk/ IT, payroll etc. can save you as much as 20%. What if outsourcing your sales functions could save <!–more Click to read more &#8594; –>you 20% in cost…AND INCREASE SALES REVENUE AND PROFIT MARGINS?

Total Solution Delivery

Are you tired of interviewing sales candidates due to turnover? Are you frustrated because forecasting and reality have nothing in common? Are you concerned that your salespeople are selling less, discounting like crazy, losing clients faster than they bring new ones on? By partnering with Sales Focus Inc. you can do what you do best and allow a results proven company do what they do best.

The market for outsourced services has grown to well over $500B in 2002 with an annual growth rate expected to reach 15%.  Business Process Outsourcing is making up over half of all outsourcing dollars spent in the market.  Sales Outsourcing makes up approximately 15% of the total outsourcing revenue with a 30% annual growth rate!

More and more companies, both large and small are looking for outsourcing providers who can bring value by;

  • Reducing the “Cost of Sales”
  • Increase the Speed to Market
  • Improved Productivity of Existing Sales
  • Reduce the Turnover Rate
  • Increase Client Acquisition and Satisfaction
  • Shorten the Sales Cycle

In studying some of the most productive sales teams in various industries, a core of key principles, beliefs, skills, and practices becomes apparent with those of the top tier. The best <!–more Click to read more &#8594; –>sales teams exhibit an energy, cohesiveness, and structure of process that allows them to dominate.  Here we will examine what choices and decisions you need to make in choosing your Sales Outsourcing provider so your company can focus on success.

1. What is Sales Outsourcing?

It is the transfer or development of sales resources, including all overhead expenses, such as recruiting, payroll, insurance, commission management, equipment, training, including the management responsibilities to an outside organization.  The outside organization, the outsourcing provider, has the responsibility to manage the sales team to meet corporate expectations and achieve results.

 2.What is causing an increase in demand for Sales Outsourcing? 

“Sales Expertise” – Many organizations are launched by engineers, financial or operations type professionals.  They are able to grow a business to a certain level based on their expertise, but in order to achieve their next level of growth they need to look outside of the organization to find sales & marketing guidance and direction.

“Keeping a Focus” – Many large organizations have existing sales teams in place.  If you put too large of a burden on your existing sales team with new products, new geographies or new targets, they will lose their focus!  Using an alternative channel, such as a sales outsourcing organization allows a focused sales effort on a particular market segment or product.

“Tactical Revenue” – Sales Focus’ Sales Outsourcing solutions, range from advisory services to inside and outside sales teams focused on developing Tactical Revenue Plans that will help companies achieve the next level of growth quickly.

“Cost of Sales” – If an organization looks at the true cost of building, supporting and managing a sales force they would be surprised.  Many companies can’t tell you what the true “cost of sales” really is.  Sales Outsourcing offers clients a “fixed” cost of sales solution.   Sales needs support including management, recruiting, training, marketing, commission management, etc. The average cost of sales outsourcing is lower than developing your own sales team because we bring the support team with us!

“Speed to Market” – Another factor is time to market, it’s much quicker for an outsourcing provider to have a well trained and managed sales team out the door making and closing business than to organically grow a team.  Outsourcing providers are constantly recruiting and have Sales processes in place and can produce results with “feet on the street” in 45 days or less.

3. How does a business know it’s time to look at sales outsourcing? 

If an organization needs to roll out a new service or open a new territory, Sales Outsourcing solutions provides a much quicker solution and allows their existing sales team to maintain their focus.

Or, if you currently don’t have a sales force in place and decide it’s time to grow.

Or, if a company has experienced one or more of the following problem areas like Stagnate Growth, High Turnover Rates, High loss Ratio or Low Margins.

4. How large or small can a company be to implement Sales Outsourcing? 

Most small and mid sized companies require assistance in generating tactical revenue strategies.  Large organization, Fortune 500 companies, also need the speed and flexibility of sales outsourcing where they can launch a sales force in a new territory in less than 45 days then have the ability to scale the project at a moments notice.  Large organizations with existing sales teams need to keep their sales people focused and not introduced too many new products or change direction too quickly.  Sales Focus is flexible to meet the demands of a changing economy.

5. What differentiates Sales Outsourcing companies?

 Sales Outsourcing is still a growing industry that is becoming more and more crowded with new competitors.  It’s important to verify that the organization has had success in the development and launch of several sales teams.  The Sales Outsourcing provider should have a clear understanding of vertical industries and the knowledge of differentiating between selling products and services.

They must also possess strong sales organization development capabilities and have their sales processes well documented along with a solid launch process to get the team moving quickly.

 Conclusion

In today’s super competitive environment, building a successful sales force depends on a partnership mentality between the company and the provider.

The Business Owner should expect;

  • Rapid Market Share Acquisition
  • Exclusive Representation of Product or Service
  • Fixed Cost of Sales
  • Flexibility of Sales Staff
  • Industry Knowledge
  • Manageable Service Level Agreements
  • Quality Sales Professionals
  • Documented Sales Processes
  • Predictable Forecasting Tools

On the other side of the table, the employer has a responsibility to provide the tools and support necessary to give a motivated and talented sales team the means to turn their hard work into results.  The common denominator among successful companies is that they are process-driven and always FOCUSED ON SUCCESS!

Crazy as a Fox

Why “Sales Outsourcing”
You Must be Crazy as a Fox

 

You Outsource your HR & IT, Why not Sales?

As a business owner or corporate executive, you must ask yourself, how can I turn over my company’s sales to an outside firm?  Sales is my lifeblood, it’s the company’s family jewels. I can’t possibly let someone else develop, manage and run with it, or can I?

Who will own the relationships with the clients? Will I lose control? What happens if something goes wrong?

Industry experts acknowledge that business process outsourcing has become a standard business practice. Outsourcing functions like logistics, administration, help desk/ IT, payroll etc. can save you as much as 20%. What if outsourcing your sales functions could save you 20% in cost…AND INCREASE SALES REVENUE AND PROFIT MARGINS?

Total Solution Delivery

Are you tired of interviewing sales candidates due to turnover? Are you frustrated because forecasting and reality have nothing in common? Are you concerned that your salespeople are selling less, discounting like crazy, losing clients faster than they bring new ones on? By partnering with a Sales Outsourcing Provider you can do what you do best and allow a results proven company do what they do best.

The market for outsourced services has grown to well over $500B in 2014 with an annual growth rate expected to reach 15%.  Business Process Outsourcing is making up over half of all outsourcing dollars spent in the market.  Sales Outsourcing makes up approximately 25% of the total outsourcing revenue with a 30% annual growth rate!

More and more companies, both large and small are looking for outsourcing providers who can bring value by;

  • Reducing the “Cost of Sales”
  • Increase the Speed to Market
  • Improved Productivity of Sales
  • Reduce the Turnover Rate
  • Increase Client Acquisition
  • Shorten the Sales Cycle

In studying some of the most productive sales teams in various industries, a core of key principles, beliefs, skills, and practices becomes apparent with those of the top tier. The best sales teams exhibit an energy, cohesiveness, and structure of process that allows them to dominate.  Here we will examine what choices and decisions you need to make in choosing your Sales Outsourcing provider so your company can focus on success.

 

1.What is Sales Outsourcing?

It is the transfer or development of sales resources, including all overhead expenses, such as recruiting, payroll, insurance, commission management, equipment, training, including the management responsibilities to an outside organization.  The outside organization, the outsourcing provider, has the responsibility to manage the sales team to meet corporate expectations and achieve results.

 

2. What is causing an increase in demand for Sales Outsourcing? 

“Sales Expertise” – Many organizations are launched by engineers, financial or operations type professionals.  They are able to grow a business to a certain level based on their expertise, but in order to achieve their next level of growth they need to look outside of the organization to find sales & marketing guidance and direction.

“Keeping a Focus” – Many large organizations have existing sales teams in place.  If you put too large of a burden on your existing sales team with new products, new geographies or new targets, they will lose their focus!  Using an alternative channel, such as a sales outsourcing organization allows a focused sales effort on a particular market segment or product.

“Tactical Revenue” – Sales Focus’ Sales Outsourcing solutions, range from advisory services to inside and outside sales teams focused on developing Tactical Revenue Plans that will help companies achieve the next level of growth quickly.

 

3. How does a business know it’s time to look at sales outsourcing? 

If an organization needs to roll out a new service or open a new territory, Sales Outsourcing solutions provides a much quicker solution and allows their existing sales team to maintain their focus.

Or, if you currently don’t have a sales force in place and decide it’s time to grow.

Or, if a company has experienced one or more of the following problem areas like Stagnate Growth, High Turnover Rates, High loss Ratio or Low Margins.

 

4. How large or small can a company be to implement Sales Outsourcing? 

Most small and mid sized companies require assistance in generating tactical revenue strategies.  Large organization, Fortune 500 companies, also need the speed and flexibility of sales outsourcing where they can launch a sales force in a new territory in less than 45 days then have the

ability to scale the project at a moments notice.  Large organizations with existing sales teams need to keep their sales people focused and not introduced too many new products or change direction too quickly.  Sales Focus is flexible to meet the demands of a changing economy.

 

5. What differentiates Sales Outsourcing companies?

Sales Outsourcing is still a growing industry that is becoming more and more crowded with new competitors.  It’s important to verify that the organization has had success in the development and launch of several sales teams.  The Sales Outsourcing provider should have a clear understanding of vertical industries and the knowledge of differentiating between selling products and services.

They must also possess strong sales organization development capabilities and have their sales processes well documented along with a solid launch process to get the team moving quickly.

 

Conclusion

In today’s super competitive environment, building a successful sales force depends on a partnership mentality between the company and the provider.

The Business Owner should expect;

 

  • Rapid Market Share Acquisition
  • Exclusive Representation of Product or Service
  • Fixed Cost of Sales
  • Flexibility of Sales Staff
  • Industry Knowledge
  • Manageable Service Level Agreements
  • Quality Sales Professionals
  • Documented Sales Processes
  • Predictable Forecasting Tools

 

On the other side of the table, the employer has a responsibility to provide the tools and support necessary to give a motivated and talented sales team the means to turn their hard work into results.  The common denominator among successful companies is that they are process-driven and are always FOCUSED ON SUCCESS!

BUILDING A SALES STRATEGY AROUND THE NEW STATE BUDGETS

Jennifer Feeney, Senior Program Manager, Sales Focus, Inc.

July means new State budgets and this year’s buzzwords include “deficit” and “belt-tightening”. Not exactly what a salesperson wants to hear. But 2014-15 can be a great year to introduce new products to State Government Decision Makers. You just need to tailor your value proposition to their budget realities.

Early Fiscal Decisions – Immediate ROI

Win business early in the fiscal year by matching your value proposition to immediate ROI. Government Decision Makers need to hold off on expenditures because of the increased budget constraints. Overcome this objection by clearly illustrating your product’s short term ROI. This must be concrete dollars and cents. You must show your DM that this deal will not only save budget dollars but will establish the DM as a leader in fiscal cost-cutting. In their political world this gives your DM more leverage and clout in how budget dollars are spent during the entire fiscal cycle.

Mid-Year Decisions – Unseat The Incumbent

Banging your head against the wall because you KNOW your product has more features for less cost? Time to fight for what’s yours! Ask for the opportunity to compete against the current vendor. Don’t just passively wait for the RFI to post! Find out if there are smaller offices inside the agency that can test pilot your solution. Get the contract end dates and find out if the agency is really under contract or just surfing the option years. If your target agency is staring at shortfalls they may be willing to de-scope an overpriced incumbent, especially during an election year.

Fallout Money – Making It Easy

The end of year shuffle and scramble is all about making it easy for the DM to say yes. Be ready to waive fees if needed and offer up free training. Map out the implementation process so your DM doesn’t get shot down internally with the ‘it’s too hard’ excuse. And all the rapport building you’ve been doing all year? Now is the pay off. You’ve already established yourself as an expert, as the trusted advisor in your industry. Close the deal!

Jennifer joined Sales Focus Inc. in October 2013. As a Program Manager, Jenn believes in building solution-based teams that can quickly identify the target customer’s needs and match it to their client’s value proposition. Jenn can be reached at jfeeney@salesfocusinc.com

SUPER-SALESPEOPLE: HOW DO THEY DO IT?

Tony Horwath: President, Founder & CEO, Sales Focus, Inc.

If you’ve been in sales for any amount of time, you know at least one super-salesperson, and probably more. They’re the ones who could charm the weapons from Attila the Hun, who bring sunshine out of snowstorms, calm wild animals with a single glance, and always – we mean always – close sales. They have that je ne sais quoi that sits just beyond the reach of description or understanding. Well, maybe.

If you want to know what makes certain salespeople really great, read on. Here, the super-salesperson is demystified as we delineate the traits common to the species. Go ahead: read on, and consider how many of these traits you display, and which you’d like to.

These Characteristics Can Be Found In Many Great Salespeople:

  • Charisma – If you aren’t likeable – and we mean quickly likeable – to prospects/clients, you’ll lose their attention and the sale.
  • Motivation – Great salespeople don’t reach for the snooze alarm; they’re eager to get out there and sell!
  • Persistence – You don’t take no for an answer when you know you can make life better for a prospect’s company.
  • Patience – Not the same as persistence, patience means you know when the customer needs time to think and come around. You’re willing to wait for the sale.
  • Assertiveness – Assertiveness isn’t being aggressive; rather, it’s confidently stating your point and being sure you’re heard.
  • Resourcefulness – Innovation can make the difference in sales. If you can find a way to make your product or service invaluable to a prospect, you’ve made a sale.
  • Resilience – Let’s face it: in sales, there will always be disappointments, from lost sales to lost clients. Those who see the losses as an opportunity to learn are the ones who will win in the end.
  • Optimism – Keeping your chin up keeps you moving forward, and great salespeople always move forward.
  • Perspective – People with the ability to see the big picture can strategize and plan more effectively than those who see only the trees and not the forest.
  • Listening – When you use your ears more than your voice, you let the prospect tell you what their company needs. Once you know that, you’ll know how your product or service can become essential to them.
  • Continuous improvement – In any profession, those who distinguish themselves are the ones who constantly find ways to become better, stronger, faster…
  • Product knowledge – Whatever you’re selling, you have to know not only its strengths and advantages, but also its weaknesses and disadvantages. Know your product inside and out, and you’ll be better equipped to sell it.
  • Customer focus – Truly great salespeople care about their clients’ happiness; they deliver what they promise (and often more), they make wrongs right, and they follow up.

Admittedly, not every salesperson perceived as “super” will have all of these traits, but if you look closely, they’ll have several of them. Do you? Do you see qualities here that you can develop to enhance your sales expertise? If you think you’re falling short, remember that sales isn’t so much about aptitude as it is attitude – so make yourself super!