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Why Outsourced Sales Support is Becoming Popular Among SMEs

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Small and medium-sized enterprises (SMEs) face increasing competition and cost pressures in today’s business environment empowered by digital transformation. To remain ahead of the curve, many are turning to outsourcing sales support services to business process outsourcing (BPO) firms as an efficient and cost-effective way to improve their sales performance. 

The popularity of outsourcing sales support among SMEs is growing rapidly as businesses strive to be competitive and relevant in the global market. Outsourcing effectively enables SMEs to reach their goals while minimising costs and increasing revenues. Not only does it provide access to experts who understand the industry, but it also allows SMEs to expand their customer base and tap into new markets.

The Lead Enquiry, an excellent outsourcing marketplace can help you connect to the most competent sales support team that best fits your company. 

Keep reading this blog post as we explore the reasons why outsourced sales support is becoming more popular among SMEs and how they can benefit from it. But, before that, we will also tackle essential details about sales support! 

Let’s get started.

The Importance of Sales Support to SMEs

Sales support is integral to any successful business, and SMEs are no exception. In fact, for many SMEs, sales support can make or break their success in a highly competitive market. Sales support refers to the various services and strategies that help businesses sell their products or services more effectively. This includes everything from customer service to marketing campaigns. 

One of the essential benefits of sales support for SMEs is increased revenue. By providing adequate sales support, SMEs can attract new clients and retain existing ones, increasing sales and profits over time. Additionally, sales support can help SMEs build customer loyalty by providing excellent customer service and promptly addressing any issues or concerns.

Sales support also helps SMEs stay ahead of the competition by giving them an edge in product quality, pricing, and customer experience.

What makes a Good Sales Support Specialist?

Excellent communication skills

A great sales support specialist can easily explain complex technical topics in easy-to-understand terms and ensure that everyone involved in a sale has the necessary information they need.

Great problem-solving skills

A good sales support specialist should be able to identify and quickly solve any issues that arise during the sales process.

Knowledge of the product

A great sales support specialist should have a deep understanding of the products they are supporting and an appreciation for how they can help their customers.

Ability to work independently

Sales representatives often need assistance completing tasks, so a good sales support specialist should be comfortable working independently and making decisions without direct supervision.

Detail-oriented

An excellent sales support specialist should be able to pay attention to the small details and ensure that all of their work is accurate, complete, and up to date.

Flexibility

The sales process can often change quickly and evolve, so a good sales support specialist should be able to adjust their approach as needed for the team to succeed.

Technical know-how

Depending on the product, a good sales support specialist should also possess some technical knowledge of the software or hardware they are supporting to be able to troubleshoot any problems their customers may have.

Customer service

Above all, a great sales support specialist should have excellent customer service skills to build relationships with their customers and ensure they are happy with the experience.

Being organised

Sales support specialists should also be highly organised and able to prioritise tasks to manage their workload. They should also have a good understanding of how different departments interact for them to provide the best customer service possible.

Multitasking

Finally, a great sales support specialist should be able to multitask to juggle different tasks simultaneously and ensure that customers are taken care of efficiently. They should also be able to switch gears quickly to stay on top of any new challenges they may face.

The Benefits of an Excellent Sales Support

Potential for more sales

Sales support teams can help sales representatives qualify more leads in less time. This can help corporations boost their customer bases and attain more sales, enabling them to generate more revenue. 

Enhanced productivity

When more advanced positions in the sales department can offshore some of their administrative duties to a sales support specialist, they can elevate their overall productivity level. This enhanced productivity can make it easier for them to overcome future challenges that might arise during the sales process and adapt to new information faster.

Better consumer relationships

Having a cohesive sales support team allows businesses to work on improving their relationships with consumers. Sales support specialists who communicate with various types of customers can reinforce positive associations and promptly address their inquiries and needs seamlessly.

Why is Outsourcing Sales Support Specialist beneficial for SMEs?

Outsourcing sales support specialists can be a game-changer for SMEs. These professionals are responsible for providing front-line assistance to clients, processing orders, and handling customer inquiries. By outsourcing these tasks, SMEs can free up time and resources to focus on their core business activities.

Cost Savings

By outsourcing their sales operations, SMEs can save on overhead costs such as salaries for in-house staff, office space rental, equipment procurement/maintenance fees etc. In addition, BPO outsourcing companies also have economies of scale whereby they can offer services at lower costs than SMEs can internally. This could result in significant cost savings for a business.

Instant Access to Expertise

Outsourcing sales support also gives SMEs access to specialised expertise they may not have internally. For example, third-party firms specialising in providing outsourced sales support will typically employ trained professionals with extensive experience and knowledge of the industry, which can be invaluable for a small business attempting to expand its customer base or increase revenue from existing ones. These firms are also likely to employ more up-to-date tools and techniques for boosting sales, which may give a company an edge over its competitors.

Efficiency

Having an outsourced team working on your behalf means you don’t have to worry about handling a team internally and dealing with the associated administrative overhead. Instead, you can trust that an experienced sales support provider will be able to handle all of your needs quickly and efficiently.

Insight Into New Markets

It always helps to have a BPO partner who can advise on your go-to-market strategy, as it’s the type of expertise that you won’t have in-house. External Sales firms will usually have multiple teams that focus on different markets. So if you’re planning a new go-to-market strategy, you can work directly with them to gather insights on what works and what doesn’t in the market you’re trying to enter. 

No Messy Sales Cycle

You can expect the outsourced sales support team to start regularly delivering sales-ready leads to you. You won’t need to worry about how many sales emails you should send out weekly or what tactics are working. They will manage all those details for you, run experiments, and pinpoint what works. Then, they’ll deliver warm leads to you on a plate, ready to be closed.

4 Common Services that BPO Sales Firms Provide 

Cold Email

Cold email is one of the popular sales tactics that B2B companies are using around the world. 89% of marketers say that email is their primary channel for lead generation, so it’s no surprise that most offshored sales development teams will use email to bring in leads for your business.

Cold Calling

Cold calling is a proven sales tactic, but it can be challenging for new sales teams. If you have yet to get experience with cold calling, it can be hard to get right, so having a BPO sales team handle it can be a huge time saver. You’ll still get the advantages of cold calling but won’t need to get on the phone yourself.

Social Selling

Outsourced sales support teams usually engage in a multi-channel strategy and will use social selling to get in front of potential buyers. For example, if you can put your content in front of buyers on channels like LinkedIn, then social selling is an effective way to generate new leads into your pipeline.

Content Syndication

B2B Content Syndication is another highly effective way to bring in ROI on your content and engage with key decision-makers. A content syndication service like Internal Results can ensure they distribute your content to the right people through the proper channels. In addition, you’ll be able to view the data on how people engage with your content and attribute its effectiveness to your marketing campaigns.

8 Factors to Consider When Outsourcing Sales Support

Cost

The cost associated with hiring an outsourced sales support team can vary significantly depending on the size and scope of your business. Therefore, you’ll want to ensure you weigh up all potential costs before making your final decision, including any training or onboarding expenses required for successful implementation.

Quality

Look for an experienced team with a proven track record and reliable customer service ratings who can commit to delivering the highest level of sales support that meets the needs of your business. In addition, ensure they have all the necessary skills to manage any potential scenarios or challenges that may arise throughout the process.

Flexibility

When choosing an outsourced sales support team, consider their ability to work around your existing teams’ schedules and provide timely service when needed. In addition, you’ll want to ensure they can adjust their approach to meet any changes in the customer base or market conditions that may occur over time.

Scalability

A primary benefit of outsourcing sales support is its ability to adapt and scale with your business needs; look for a team who can quickly and easily accommodate ever-changing demands without impacting quality or performance levels.

Reporting

Ask potential providers for regular reports on their performance, and be sure to set clear goals regarding results, such as sales numbers or customer feedback ratings, that you can use to measure the success of your partnership.

Cost-Efficient Solutions

When searching for a qualified provider, you should also consider the cost implications associated with each option; consider what kind of savings you could gain by finding an experienced team willing to offer competitive rates and/or discounts for their services.

Support

Your chosen team should also be able to provide reliable customer support and help with any issues that may arise during the sales process; look for a provider who offers timely assistance and is willing to go the extra mile to ensure your customers’ satisfaction.

Reputation

Finally, it’s essential to consider the reputation of any potential sales provider you are considering; look for a team that is well-liked within the industry and has a history of successful projects and happy customers. Doing this will help ensure your partnership is long-lasting and beneficial for both parties.

How to Effectively Outsource a Sales Support Specialist

Identify the role of your sales support specialist

Before looking for an outsourced candidate, you must understand exactly what tasks and responsibilities they will handle daily. This includes responding promptly and courteously to customer inquiries, troubleshooting technical issues as needed, providing accurate product information, and providing ongoing support for all sales inquiries.

Establish a clear timeline and job expectations

Once you have identified the role of your sales support specialist, it is crucial to establish a clear timeline and any other job expectations, such as how often they should respond to customer inquiries or if they will be responsible for documenting customer interactions to track progress on an issue.

Outline what qualifies someone.

It is also essential that you outline the qualifications of the ideal candidate that you are seeking. This should include any industry or educational experience, language fluency and technical skills such as understanding customer service software and/or working knowledge of your product.

Find a Sales Support Service that has a similar background to your organisation

You want to employ experts to help you gain more customers, thus augmenting overall revenues, but you also need someone to help you enhance your company focus. This is why offshoring your sales support service is imperative, as it will enable you to hire a company that has had a similar experience or the same experience in your field but renders it from a different angle.

Conduct interviews

When interviewing potential candidates for your position, you must use an organised process to evaluate their skills and experience and their fit with your team and company culture. Ask questions that will give you insight into their capabilities, such as how they handle complex customer service issues or how they would approach a specific challenge in the role.

Choose a reputable partner

When you are trying to find the perfect Sales Support Service for your company, you must ensure you choose a BPO vendor who is reputable, who meets all deadlines you set, who has trained staff who are professionals, and who constantly train their team so they too can become specialised agents of a specific field. Do not hesitate to ask for a list of previous and present clients to your Sales Support Service candidates. You want to make sure your decision is based on professionalism but, above all, on satisfactory results.

Quality Control Check-ups

The Sales Support Services BPO company you choose to work with must ensure you they will hire professionals who will fulfil all the requirements of the projects you partake in. Their staff must be adept and encouraged to read and understand the relevant guidelines and information for this to happen.

Do ask whether it’s possible to have Quality Control Check-ups with the outsourced agents. In other words, you need to ensure that you evaluate them now and then to see that everything is operating seamlessly,

Celebrate success

Finally, make sure to celebrate your team’s successes along the way! Give them recognition when they do well – an email thanking them or an in-person celebration. This will encourage them to continue doing their best work and help build a positive company culture.

Conclusion

In retrospect, outsourcing sales support is becoming more popular among SMEs because it provides access to highly skilled experts and processes, reduces costs associated with hiring new employees, improves efficiency and customer service, and frees up internal resources. By taking advantage of the many benefits of outsourced sales support, SMEs can transform their sales operations into more effective and successful ones. Therefore, it is a highly beneficial option for any business seeking a competitive edge in the market.

Are you struggling to look after your sales team yourself? Outsourced sales support might be the answer for SMEs! The Lead Enquiry’s BPO provider partners can help refine your sales process and become the market leader! Contact us today. 

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