For business owners that have built their businesses from the ground up they can get stuck doing every role in the business. As the business grows this becomes less practical, but also few managers have the range of skills required to run every aspect of the business.
Outsourcing areas of a business can allow the business owner to focus on the core areas that they are good at. It is normally a skill or expertise they possess that caused them to go into business in the first place, and marketing and sales is probably not an area that they have knowledge or skill in. However, marketing and sales are the lifeblood of a business and can ensure its longevity. The solution for many businesses is to outsource some or all elements of their sales and marketing.
Outsourcing isn’t just for large organisations, a growing trend with small and medium sized enterprises is using outsourcing providers and agencies who have the skills and experience. Business transformation can be achieved, and the best part is that it is fast!
Time & Experience
Outsourcing agencies are experienced at hiring sales and marketing people. They have proven processes, and methodologies that can ensure that they get the right candidates. They are experienced in sales and marketing so they have the ability to train and develop their staff to deliver outstanding levels of service and results. This becomes a much quicker process than if a small business went out and tried to hire a permanent employee and then try and assess whether they had the skills to achieve the results needed.
Often agencies have a large number of proven performers who can hit the ground running. This allows the business owner to bring talent and experience into their business quickly. The quicker they get someone performing some of these tasks the quicker they will start to see some results. There are some internationally recognised accreditations that you should look for, such as HubSpot Certification. This is globally recognised and you can have confidence in a team that bring this qualification to your business.
Start up and SME’s are usually understaffed and under funded. This impedes growth of the business, no matter how ambitious the owner is. Outsourcing allows the business to achieve growth results quickly which can inject much needed funds into the business. These additional funds can be the turning point to taking a business to the next level.
Staying ahead of competitors
In a digital world the rules and opportunities in sales and marketing is forever changing. It is almost a full time job to stay on top of the best way to market a business. Outsourcing providers are the experts and make it their business to be at the forefront of this moving platform. By outsourcing this area a business is giving themselves the competitive edge by ensuring that their team is up to date with the latest in digital marketing and ways to maximise the benefits and opportunities.
Outsourcing can provide a competitive advantage by allowing a business to quickly (within a few days) scale up or down their people. This is particularly valuable during a peak business period where there is a temporary need for additional staffing to support a campaign or a seasonal event.
Flexibility can also be important during a period of growth. If a business takes on some additional resources focusing on their sales and marketing, the additional work that they generate may then result in a further need for additional staff. Growth can happen quickly and it can often be cumulative. By having the sort of flexibility that only outsourcing can provide the growth opportunities can be realised.
Sales and marketing by their very nature are results focused. Therefore there is a very tangible way of assessing the success of activities. This makes the outsourcing of a businesses sales and marketing attractive because it is easy to measure the results and assess the viability of the outsourcing.
Outsourcing isn’t practical for all elements of a business, however, sales and marketing is a great place to start. Once success has been achieved and the businesses confidence with outsourcing has developed they may find there are additional elements of their business operations that would also be successful with outsourcing.
About the Author:
Aimee Engelmann is Australia’s pre-eminent speaker on the Offshoring industry. She taught UQ Business School’s Executive Program on Offshoring. She is the CEO and Founder of Beepo, an Australian-owned offshoring firm in the Philippines. Aimee is a Fellow of the Australian Marketing Institute, Certified Practising Marketer, and the winner of the 2015 Young Entrepreneur Trailblazer Award. You can follow her on Twitter - @AimeeEngelmann.