Sales Getters' FAQ's
Below are the most commonly asked questions by Sales Getters'
clients when considering sales outsourcing. If you don't find an answer to your question, simply send an
email to
info@sales-getters.com. We are committed to a 24 hour turnaround
during the business week.
Q: What is sales outsourcing?
A: From Wikipedia - Full 'sales outsourcing' is observed where companies
have an external third party sales force.
It is differentiated from value added reselling or
distribution in that the business model can be based on
shared risk, although there are models where the outsourcer is paid
for all of their activity - just as with a hired direct sales force, but the
outsourcer provides rapidity, flexibility and experience.
Other names for sales outsourcing include 'indirect sales' and 'channel sales'. Full sales outsourcing is different from telemarketing in that it requires direct recruitment of sales personnel with specific backgrounds for each sales campaign. Usually the sales executives will be part of a team that may include telemarketing, marketing, tools systems and methodologies as well as sales management.
Sales outsourcing firms provide accountability regarding all sales results and activities while representing the brand of the client. For the end-customer, it usually appears as if the sales team sold the product themselves rather than the sales outsourcing firm. The outsourcing firm is, in essence, an extension of the client but is responsible for all operations associated with direct sales activities, often receiving sales engineering and initial product/service training support from the client.
Q: Do you replace my sales force?
A: Yes and/or No. Sales Getters can work independently, along
side of, or in place of your sales team. Some clients just want to
see how we compare to their current sales team. Some clients want us to take on a new
product so the current team is not distracted. When you
outsource sales, you decide where we can be of the most sales help.
Q: What if you don't know my industry?
A: Technology sales is certainly our sweet spot. However, chances
are that, at some point in our careers, we have either sold directly
to your industry or its periphery. Product knowledge can be
learned. The key to sales, and outsource sales, is people buying from
people they like and trust. All the product knowledge in the world
will not get sales if the, "like and trust," are not there. Sales
Getters' people are experts at developing relationships, creating
trust, and closing deals.
Q: What is your process for increasing
my sales?
A: The first thing we do is make sure we can increase your
sales. Sales Getters cannot take on a client where we do not
totally believe we can be successful. Please download the outsource
sales
Sales Preparation Guide. This starts our discussion and
makes sure we are a good fit, without costing you anything.
Q: What's the cost and your guarantee?
A: Your only required costs are:
- The initial set up to learn your product and to develop a Sales Playbook.
- The base salaries for the sales manager and the number of sales people you need.
Everything else is performance based. We do not
start collecting our commissions until we have paid you back our
salaries.
Please click here to
use Sales Getters' outsource sales profit calculator. You will
see how profitable sales outsourcing can be.
Q: How long is the outsource sales engagement with Sales
Getters?
A: We require a two year agreement. As you know, some sales
cycles are longer than others. Our outsource sales model is
heavily commission-based. As with any sales force it can take
a few months to really fill the pipeline and hit our stride.
We make sure we bring in clients for you that want a long
term relationship with your company.
Q: Can Sales Getters exit the agreement
early?
A: Yes. If we decide we cannot self enough of your
product we will resign the engagement.
Realistically, we will not accept an assignment unless we totally be
believe we can be successful for you. We offer you a very
unique outsource sales model, that comes from the confidence we will
succeed for both us.
Q: What happens during the initial set
up and training period?
A: During this intensive, up to three week, period we learn everything there
is to know about your company, your product and/or service.
Depending on the sales cycle of your product, we can be making sales
within the first month of assigning the sales people to your
account. If there
is a presentation or demo that is needed to sell your product, we
learn it cold. We can even help you create a presentation or demo
developed from the best practices in selling.
Q: Why do I have to fill out such a long
form?
A: Since Sales Getters is a performance-based outsource sales company, we cannot
accept an engagement where there is not a good fit. We must
succeed. So, we go through an exhaustive evaluation process.
If you want to increase your sales to the fullest extent possible, please fill out the
Sales Preparation Guide.
Q: Who's systems do you use and how do I know how the sales are going?
A: We either use our CRM system or we can use yours. Our systems are online 24x7 so you can always check on the sales results. We are familiar with other CRM systems, and use them if required, but there may be a little bit of re-education.
Q: What are the benefits to me for hiring you?
A:
Expert level selling skills - All our sales reps not only go through a thorough training on your product, they are required to actively participate in daily sales training. Each sales team reports up through a sales manager and a chief sales operations officer, who are accountable for all pipeline, forecast and sales activities.
No internal turnover - Our sales professionals are highly compensated and motivated, so our sales personnel turnover rate is well below the industry average. This means greater consistency for you and your customers.
Predictable cost of sales - Since we are paid on our performance as a percentage of sales, you will always be able to forecast your cost of sales. This allows you to grow your business in a strategic, focused manner.