Consider the Advantages of Outsourcing Inside Sales: Fast Startup and Healthcare Expertise
If you’re looking to get started quickly and get early results or validate your go-to-market strategy, you may want to hire an outsource Inside Sales partner, one with expertise in Healthcare. Put their resources and expertise in place to start the process and then migrate the work in house when you know what to expect of the team and you are clear about the work that will be expected of your Inside Sales team.
Know what needs to be done first before spending the time, money, and company resources to hire an in-house team to do it. Before diving into the process of hiring an in-house inside sales team, it’s essential to address several crucial considerations. Understanding these key issues will help you make informed decisions and ensure that your investment of time, money, and company resources is well-utilized. Let’s explore the important factors that need to be considered before committing to an internal inside sales team.
Have You Validated the Work?
Do you have well defined outcomes? Are you able to specifically determine the job responsibilities for the Inside Sales representatives? Can you write very detailed job responsibilities (different, more detailed, than a posting)? Can you set KPRs or goals? Production goals? It is often best to establish an Inside Sales team once you’ve determined precisely what they will be doing. If your company has had experience with this, you are well on your way. If your company is opening a new market or selling a new product, you may not have the answers you need be able to fully define the responsibilities of the Inside Sales representative and the team.
Hiring and Onboarding
When it comes to hiring and on boarding and Inside Sales teams, it involves a number of internal resources and a time commitment, minimally 90 days. And, if you are hiring a team larger than a handful of people, it can take as long as 4 to 6 months. Recruiting, interviewing, and hiring are just the start of the process. Add to that on-boarding, training, managing, and, eventually, developing the callers and the manager.
Urgency and Timeline
How quickly do you need this in place? How many resources do you have to invest in setting this up? Do you need to get a product out quickly? Do you need to open a market quickly? Do you need to quickly test market reception, assumptions, pricing? It’s difficult to ask an internal team to pivot when you get some questions answered and they lead to others that need to be answered. Internal teams typically work from department goals and plans- pivoting quickly and often do not fit the in-house model.
Do You Have the Internal Expertise?
Do you have the internal expertise or are you able to develop the expertise quickly?
There are two parts to developing expertise.
The first is all about your company, your products & services: What is being sold: product features, benefits, and customer solutions? What is the go-to-market strategy? What are the details about your business?
The second is the Inside Sales expertise. If you are hiring seasoned Inside Sales people you will not have to develop their Inside Sales skills but you will have to train and acclimate them to your to your sales methodology and systems. Keep in mind there is no standard Inside Sales industry-wide training methodology that seasoned Inside Salespeople do not have standard training so you may find some new hires sales approaches fit perfectly with your company’s, some will need to be tweaked and modified in order to match to yours. And some may need wholesale sales training as their approach does not come close. Often companies find that they need to train their Inside Sales team in particular sales or Inside Sales methodology in order that everyone is speaking the same language and understands the methodology, the required outcomes, and internal systems.
Does Your Organization Have the Bandwidth?
Do your supporting departments (human resources, operations administration, etc.) have the capacity and the expertise to support an Inside Sales team over time? Can each one fit another team with a unique set of requirements into their business day? Does your company know what it takes to support an Inside Sales team administratively?
Quick Start Your Inside Sales Campaign with CallingWorks
Quickly ramp up your Inside Sales efforts by outsourcing to CallingWorks. Looking for an Inside Sales partner with healthcare industry expertise as well as a team of experienced Inside Sales professionals? CallingWorks is an Inside Sales company that specializes in the healthcare industry. Contact us today!