What to Look for in an Outsourced Sales Manager
If you are a business owner looking to hire an outsourced sales manager, you may be wondering where to start and what to look for. Of course, you should consider all of the qualities that make up a great sales manager. However, outsourced sales management looks a little bit different and requires looking for specific traits.
We have compiled our top qualities to look for in an outsourced sales manager and hope you find them useful in your workplace. If you have any questions, please reach out. We are here to help!
What is outsourced sales management?
Before we dive in, let’s first explain outsourced sales management. Outsourced sales management is when a business hires an outsourced sales manager to assess, develop, organize, and improve the sales department and its sales process.
The goal of outsourced sales management is to create a custom, proven & repeatable sales process for the business. By the end of a client engagement, the business will be able to successfully and smoothly run its sales department, and its sales professionals will feel confident in their expertise.
What qualities should I look for in an outsourced sales manager?
Here are the top qualities we encourage you to look for when hiring an outsourced sales manager:
Passion. You want to hire an outsourced sales manager that is passionate about the sales process and helping your service professionals find success. A passionate candidate will speak with enthusiasm and inspire confidence that you will achieve your goals.
Methodology Reinforcement. Rather than rigidly adhering to a specific sales methodology, or worse yet—a one-size-fits-all approach, you want an outsourced sales manager that reinforces your leadership’s methodology and translates its value to each service professional’s personal goals.
Strategy. The best outsourced sales managers are strategic. They listen to your goals, determine the best strategy to achieve those goals, and implement a proven & repeatable sales process. They also continuously think of new and better ways for your service professionals to achieve success, however that may look for your business.
Able to Coach. When hiring an outsourced sales manager, you want to ensure they have the ability to coach your service professionals. Now, this is different from training your service professionals on different sales techniques—we mean one-on-one mentoring to convey their expertise confidently, comfortably, and effectively. They should be able to pinpoint your team’s weaknesses and know what to do to turn them into strengths.
Integrity. An outsourced sales manager is going to work directly with your team of service professionals. The way they operate and carry themselves is going to translate into how your team operates. You want an outsourced sales manager that is inherently honest, with strong morals and principles.
Motivation. Motivation is key when hiring an outside person to come into your business and work with your service professionals. Without the ability to motivate and guide your team, all their work will fall on deaf ears. You want someone who is not afraid to introduce new concepts and push the limits of your service professionals to help them achieve and surpass their goals.
Efficiency. You want to hire an outsourced sales manager that understands the importance of efficiency. Someone who preserves your service professionals’ billable hours and does not interrupt your business’ daily operations. And you want an outsourced sales manager that thinks of solutions to make your sales process more efficient and increases your service professionals’ overall productivity.
Risk-free. We understand that hiring an outsourced sales manager can be nerve-wracking. Perhaps you are unsure how the process will go, or you are wary of hiring outside help for something you have handled for the entire existence of your business. This is why it is important to hire an outsourced sales manager that allows you the freedom of a non-binding contract.
If you have questions about Outsourced Sales Management, we are here to help. To schedule your free initial consultation, call Sebastian Lane Consulting at 443-534-6783 or email us at jesse@sebastianlaneconsulting.com. Our top priority is to provide value for your business, which is why we provide 30-day partnerships instead of binding contracts.