Sales Consultancy

Many companies would prefer to have a great sales person 2 days a week than a mediocre one 5 days a week, and if we could afford them full-time all the better.

A Sales consultant will help you to identify your ideal prospect, qualify opportunities and understand probabilities more effectively.

Sales outsourcing is still relatively new but it is catching on as a flexible, pay-as-you-need, service. After all, if you feel comfortable outsourcing your finance function why wouldn't you feel the same about outsourcing sales? The issues for both come down to 'perceived control' and of course 'trust'.

There is definitely a lack of flexible and shared-cost sales expertise for small and medium sized businesses. If we need an accountant, solicitor, or IT specialist we are generally spoilt for choice. With sales resource there is generally only the option to employ a sales person full-time.

We all know we get a bit stale when we do the same thing day in day out. Also sales people do “burn out” and usually have 2-3 years of success before their sales dwindle. A fresh approach is needed and someone who works in your business for a fixed or ongoing part-time basis brings enthusiasm to the role and a clear focus. Their attitude is very different from that of a full-time member of staff; after all if they don't perform well you won't ask them back and you won't recommend them to other companies.

So why would you look outside your organisation or hire someone part-time? External perspectives on your business are valued. Independence and objectivity enable the consultant to make apolitical decisions and see things more clearly without historical factors. They can also be more critical about your sales and marketing proposition to customers and help you differentiate from competitors (what makes you different, what are you offering, why would I buy from your company?). However, there are a number of additional reasons why using an external sales consultant or 'interim' makes sense:

• Broader industry/sector experience and executive network

• External perspective on your sales and marketing proposition

• Understanding of sales key performance metrics

• ‘Been there got the t-shirt’ in the sales discipline

• Clearer focus, enthusiasm and motivation – vested interest in performing well

• More senior sales expertise than you could afford full-time

• Cost – no fixed costs

• Flexibility – on a need basis, commitment as long as you want it