Brochure: Sales Outsourcing Overview

By Selling People

January 2013 www.sellingpeople.biz

BROCHURE: SALES OUTSOURCING OVERVIEW

OVERVIEW

Copyright © Selling People (SMDI ltd) Contact: www.sellingpeople.biz 020 3397 3270

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Contents

1. INTRODUCTION ................................................................................................... 3

2. IN BRIEF ............................................................................................................... 3

3. SALES OUTSOURCING METHODOLOGY .......................................................... 4

5. OVERVIEW OF CAPABILITIES ............................................................................ 5

6. SALES OUTSOURCING ....................................................................................... 6

7. SET UP COST COMPARISONS ........................................................................... 7

8. INVESTMENT ........................................................................................................ 8

9. LEAD REFERRAL ................................................................................................. 8

10. WHY SELLING PEOPLE ...................................................................................... 8

11. NEXT STEPS......................................................................................................... 9

12. ABOUT SELLING PEOPLE .................................................................................. 9

13. APPENDIX 1 – SALES OUTSOURCING METHODOLOGY .............................. 11

14. APPENDIX 2 - OVERVIEW OF CAPABILITIES ................................................. 15


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1. Introduction

Sales outsourcing is a relatively new phenomenon, especially in the IT industry, and requires a methodology and a variety of capabilities.

This document starts by describing the Selling People sales outsourcing methodology – how we approach a sales outsourcing engagement. We then describe the services that make up the outsourcing solution in detail and finally look at the investment considerations.

2. In Brief

Sales outsourcing is an alternative approach to that of setting up your own subsidiary operation in a county, using independent agents or using a partner / indirect channel. The key characteristics of an outsourced approach are:

Results - focussed on activity, pipeline and sales orders. Whilst we do expect to be paid partly for our time in each phase we are focussed as far as practicable in achieving the results agreed Rapid - Rapid set up in a matter of days and weeks rather than months of a typical recruitment or in-house operation

Flexible – solutions that can be modified quickly, or over time, to react to changing conditions. Resources can be increased or decreased at short notice according to campaigns or results

Expertise – Professional approach, utilizing predominantly existing staff and local office facilities Cost effective – Low up front costs (no recruitment costs) and reduced long term commitments and no employee relationships resulting in lower initial risks

Methodology – Using a proven and common sales process/methodology and systems increase the quality and ensures valuable leads are not lost

Sales outsourcing services can be utilized in the following ways:

Lead generation – all organisations need quality sales leads and Selling people can provide this facility.

Market entry and evaluation – a key application is when a company is entering a new market, whether domestic or overseas. The local knowledge of an outsourcer can be useful. See our separate whitepapers on Market Evaluation and Market Entry.

Sales outsourcing – the main offering, a combination of the relevant sales resources to form an effective outsourced solution

Contract sales / interim management – if you do not need some of the management or systems and just want a person on a flexible contract then we can also help. From 1 day per week of a sale or management resource.

Sales Consulting – we provide on all aspects of sales: account management, assessment, recruitment, structure etc

Training – we provide several sales courses for improving many aspects of your sales function including our sales library.

This brochure now talks about the methodology and a detailed description of the services.


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3. Sales Outsourcing Methodology

Each engagement is unique and a solution is configured to suit the client’s needs and budget. However, in most cases the overall approach to an outsourcing engagement undertaken by Selling People consists of four main phases:

a. Preparation – Scan & Plan

b. Test & Review

c. Initial operations

d. Full operations

Figure 1 – Sales Outsourcing Methodology

The Preparation phase consists of some rapid market research (Scan) typically using senior telemarketing resources. This allows the proposition to be quickly tested in the market. Usually 5-10 days of test calling is made and on average 10 surveys (discussions with senior decision makers).

Input from this test is used in producing a detailed sales strategy and plan (Plan).

Then a longer Test period is undertaken where the emphasis is on getting in front of as many prospects as possible (phone surveys and meetings) to test the proposition in detail and build pipeline. The Plan may include several different value propositions and approaches however this phase is normally constrained to 1 or 2 propositions.


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The results based approach would mean that if in two months (40 days) making 10 Surveys per day up to 400 Surveys could be undertaken. A Survey is a discussion with a decision maker and typically 1 in 10 phone calls will result in a Survey. This will give realistic early feedback on the acceptance of your proposition in the market.

The positive results (10%?) are leads for the next phase and potential sales, however the analysis of the feedback of the 90% that are not interested is also important.

At the end of the test the results are reviewed and a decision can be made on progressing to the next phase and the sales plan can be updated if necessary.

The Initial Operations phase is now all about generating sales orders. A sales team is put together which may include marketing, lead generation, sales and sales management. The effort will continue on the propositions used in the Test phase if these were successful and resources can now be gradually increased.

The Full Operations phase can be an extension of the Initial Operations or the client may wish to set up their own subsidiary or distribution channel and the outsourcing be phased out or be used to support certain aspects of the sales function.

The Selling People methodology is discussed in more detail in the appendix 1.

5. Overview of Capabilities

Sales outsourcing usually consists of one or more of the following principal elements present in any sales organisation:

Sales resources

Sales management and sales direction

Lead generation

Direct Marketing and e-marketing

Systems and processes

Facilities

Full details of these capabilities are given in Appendix 2. The diagram below shows how the capabilities fit in helping produce the sales funnel.

The majority of resources used on any new project will be our existing proven sales resources.


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Sales outsourcing can offer the advantages of both the direct and indirect models. The key features of an outsourced sales solution should include:

Results focused on activity, pipeline and sales orders. Whilst an outsourcer would expect to be paid partly on time especially in the early stages they are focused as far as practicable in achieving the results agreed

Rapid - Rapid set up in a matter of days and weeks rather than months of a typical recruitment or in-house operation

Flexible – solutions that can be modified quickly, or over time, to react to changing conditions. Resources can be increased or decreased at short notice according to campaigns or results

Expertise – Professional approach, utilizing predominantly existing staff and local office facilities

Cost effective – Low upfront costs (no recruitment costs) and reduced long term commitments and no employee relationships resulting in lower initial risks

Methodology – Using a proven and common sales process/methodology and systems increase the quality and ensures valuable leads are not lost

The majority of resources used on any new project should be from the outsourcers existing proven sales resources.

Combining all of the above services, lead generation, sales resource, direction and perhaps marketing, results in a fully outsourced sales solution.

Outsourcing to a third party provides for all day to day decisions and activities to be handled by the outsourcing company, to include interaction with all the client company’s departments. The designated project or sales manager will form a key part of the client’s management team.

The outsourcing company can vary key elements of the sales function over time, lead generation, operational and management resources, according to specific business needs. For example, additional resources can be acquired for a specific campaign, both in terms of the lead generation and follow up sales resource.

A full sales outsourcing arrangement compares very favorably with trying to recruit one or more full time people to cover all of these activities. Activities will be focused and carried out continuously, rather than being carried out by one all rounder, with the resultant feast and famine situation, regarding lead generation, that inevitably results.

Ultimately, an outsourced contract is usually based on revenue performance. It includes a basic retainer and commission or bonuses based on the revenue/margin delivered. The commission only sales approach rarely performs well. Go to www.sellingpeople.biz and download or request our white paper entitled “Commission Only Sales” for more information on that topic.

6. Sales Outsourcing

Combining lead generation, sales and sales management resources and marketing, results in a fully outsourced sales solution. This can be supplemented by the use of our facilities: office, phones, web based CRM systems, sales support resources, finance and administration staff etc etc.


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The chosen sales outsourcing model provides for all day to day decisions and project activities to be handled by Selling People. Our assignment manager will form a key part of our client organisation’s management team.

Selling People provides all the key elements of the sales process, in whatever flexible form required and meeting the potentially variable business need over time. Additional resources can be acquired to deliver a specific campaign, both in terms of the lead generation and sales.

The mix of services and skills required to deploy an outsourced sales solution is different in every case, and is defined in the sales and marketing plan – see Methodology section.

Full sales outsourcing compares very favourably with trying to recruit a single person or small team to cover all of these activities, being more focussed, more flexible, and costing less in the short term, is therefore lower risk.

Ultimately, and usually, an outsourced contract is based on revenue performance, and includes a basic retainer and commission, or bonuses based on the revenue/margin delivered.

7. Set up cost comparisons

This section looks at the costs of setting up a typical subsidiary and compares this with the set up costs of outsourcing.

Diagram showing relative cost of outsourcing v internal operations

Detailed spreadsheets are available on request but the key cost savings are:

No upfront recruitment fees. These are typically 25% and equate to 2 months of a working outsourced sales resource. For a sales director this could be £20,000.

No office set up costs. Other than postal address services the cost of renting an office or serviced accommodation can be very expensive, especially compared to the small number of resources used in the early days. A 2 man service office can cost £36,000 per annum.

Management time can be contracted on an as required basis – typically 20-25% of the sales resources. Therefore if 5 days per week of sales are used then only 1 day per week management may be required.


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Senior resources can be utilitized that work on multiple projects thereby obtaining very experienced people at realistic rates.

You do not pay for holidays or sick time. In the UK holiday entitlements have just been increased by the Government for all employees by 40%.

The result of all of these savings is that there are fewer upfront costs reducing the risk in the short term. The flexibility and speed of response means that individual resources are not cheaper than normal recruitment but they can be combined into a more effective solution.

The graph above shows the difference in costs for a typically set up over the first year.

8. Investment

The cost of a sales engagement can vary significantly. Normally, in the early stages projects can be varied or terminated subject to a four week notice period – hence reducing the risk to the client organisation.

In any engagement the sales plan that is created includes a detailed cost and revenue target spreadsheet, this acts as the budget plan for the engagement. Typical guide rates are given for a variety of services in the table below

Service Item Daily rate

Daily rate for lead generation – 5 - 15 surveys* per day £150 - £300

Daily rate for research/data cleansing £100 - 150

Project management and set up for projects £250 - £400

Data purchasing, normally 40p per record for eternal license with emails £400 per 1000

Sales resources for tele sales £100 - 200

Sales resources for field work £150 - £400

Rental of campaign management / e-Marketing system £25 -140 per week

Sales Management £300 - £600

Sales consulting £800 - £1500

* A survey is a full conversation with a decision maker.

9. Lead referral

For all of our clients we market their services to our network of existing sales associates free of charge. This is a large group of experienced IT sales professionals working typically under contract, and can often introduce our clients to new opportunities. For this they expect a referral fee, which is only payable when you sign a contract and are paid by your client.

10. Why Selling People

Our service is differentiated in the following ways:

The use of experienced sales professionals to establish and drive the sales effort.


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Flexibility - an efficient use of differing sales resources split between lead generation and tele-sales, sales and marketing and administration.

Reduced initial investment with no recruitment fees.

Use of Selling People’s UK office and facilities.

Provision of an early operations/test marketing phase, which can be used for proof of concept prior to additional investment and resource becoming committed.

Required resource may be varied, and increased or decreased at short notice.

No employee overheads – just a monthly invoice.

Minimum call on existing management time.

Selling People may also be able to procure additional leads from within the associate network.

Immediate access to proven processes and supporting systems provides speedy results and reduced set up times.

11. Next Steps

If you wish to consider, or proceed with a sales outsourcing engagement, then call Selling People for an initial telephone conversation, or to schedule a meeting to discuss the specifics of an engagement or campaign suitable for your business. You should also consider downloading our qualification questionnaire.

As a result of a primary discussion we can normally submit a detailed proposal. The only early commitment we would normally ask for would reflect the cost of the Preparation phase, which subsequent to production and review may progress to the Test sales phase.

12. About Selling People

Selling People was founded in 2003 and has rapidly become Europe’s leading sales outsourcing agency. SP has provided market evaluation, lead generation and sales outsourcing services to a variety of companies.

Selling People is UK based but is part of the Branch Service operation with offices in 20 countries and 60+ sales executives allowing us to put together pan European solutions.

We operate in many sectors but our specialism is the demanding IT software sales sector. Within that sector we have particular expertise in:

Business intelligence & knowledge management Help Desk & service management CRM & customer service ERP

We maintain our own intelligence/data gathering system and watch and research the above sectors as well as the UK’s top 100 IT spenders and the Mergers and Acquisitions market in the UK, as these are often key to our clients.

Selling People operates using a number of full time employed sales and telemarketing executives, including in-house project and sales management. We supplement this with external associate resources to extend our skills and geographic coverage. Our external

http://www.branchservice.com/


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network consists of approximately 200 associates allowing us to operate in many sectors and geographic areas.

Selling People Ltd

Unit 12, The Power House

Higham Mead

Chesham

Buckinghamshire

HP5 2AH

Phone: 020 3397 3270

Email: [email protected]

Web site: www.sellingpeople.biz

http://www.sellingpeople.biz/


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13. Appendix 1 – Sales Outsourcing Methodology

The phases of the sales outsourcing methodology are described in more detail below.

A. Preparation Phase – Scan & Plan

This important phase lays the ground work for all the following sales activity and can be of 2-6 weeks duration.

This phase will be carried out by a “SWAT” team of one or more highly experienced sales managers. BIOs or CVs/Resumes should be reviewed of key personnel. Rates paid will be higher for short term experienced personnel. However, this exercise is not just about the results but about the analysis of the results and the negative results are as important as the positive results. Experienced resources are needed to analyze both objectively and subjectively the results of the project.

An initial meeting is required to determine the scope of the proposed engagement and involvement of appropriate outsourced country managers, as this may involve operations in multiple countries. This could be a face to face meeting or conference calls with the necessary country/branch managers.

An accurate proposal can then be generated for the initial Scan & Plan phase – which would normally be a fixed price item. A contract for the Scan and Plan is signed and payment made for this phase.

Market Scan

The Market Scan does a short term, high level review of the market and covers some or all of the following items:

Description of markets (by country)

Value chain – what type of approach should be considered – a direct sales approach or perhaps a partnering / channel approach or a combination of both

Partners – even in a direct approach, partners such as Systems Integrators or Management Consultancies can be important

Training – before undertaking test calling resources will need some initial product/service training – usually one day

Competitors – overview of competitors in the market – mainly web research

Data / contact availability and research – identifying the correct targets/contacts is very important. Will the client provide this or does the data need to be purchased or researched and how?

Test telemarketing – in order to initially test and validate the proposition in the market and gauge early reaction and metrics, these resources were the ones trained above. Typically this would be a 5 -15 day exercise including about 10 surveys per day – conversations with senior decision makers.

Test meetings – if possible initial prospect meetings can be obtained and visited alone or in conjunction with the client to obtain first hand feedback from the market

Network – are there any contacts or Intelligence that can be used?


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The output from the market Scan is early but limited feedback on the acceptance of the proposition in the market and input into the strategy and sales metrics of the Sales Plan and Test phase.

Sales Plan

In parallel with the market scan a detailed sales and marketing plan needs to be produced. This consists of several items;

Workshop - a management workshop to review the market scan and go through all aspects of the sales and marketing plan. This will be attended typically be 2-3 senior managers from Selling People:

Plan development: (GOSPA)

Goals – the overall goals for the project Objectives – financial and sales targets and non financial objectives Strategies – the main strategies to be employed Plans – the detailed plans for execution of each strategy Actions – check list of actions in 30/60/90 day time frames

Products / value propositions – a description of the key value propositions – each value proposition is the triad of product or service, target prospects and their benefits /value to the prospect

Ambitions & resources – what overall target is expected and what budgetary constraints exist

Targets – which organizations to approach with the propositions

Data / contact availability continue the research started in the Scan phase if necessary

Sales Model Development/definition – what sales approach is to be used

Workshop review – sales plan review and finalization

Payment terms are payment with order.

Deliverables

for the Scan and Plan phase you should receive:

1 day workshop with several experienced senior sales managers

Summary sales and marketing plan – about 20+ pages outlining strategy, plans and actions for all aspects of sales and marketing

Meeting or conference call to review the plan

Proposal and costs and targets for the following phases.

Test results and analysis from c50+ surveys

Analysis of the chosen market(s), competitors etc

B. Test Phase

Sales activity starts in earnest with initial calling and meeting activity and building the pipeline. The Test phase is typically fixed at two months plus the ramp up time. Given a typical relatively complex value propositions there is usually limited realistic expectation of making sales/orders in this phase.

Therefore companies should expect that the evaluation exercise whilst providing invaluable feedback and a pipeline of future potential, actual sales orders are not likely.


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The sales plan is at best a ‘guestimate’ of how much activity/cost is required to generate a lead or sale, however only real experience of taking a proposition to market will help provide more accurate figures. The preparation phase calling is not always accurate or indicative of longer term results. i.e. the 5-15 days test calling in the Preparation Phase can give different results to those obtained in the longer term.

The Test Phase confirms the sales metrics assumed in the plan. If these are not correct then the assumed sales metrics can be adapted accordingly or future phases.

Important sales metrics typically include:

Cost and effort and different techniques of obtaining a lead

Number of leads required to obtain a qualified lead and pipeline opportunity

Sales model required to progress sales

The key parts of the Test Phase include:

i. Ramp Up

In the Ramp Up phase selling starts but it is not measured in detail until all the preparations have been made so that the sales metrics are valid and the sales executives working efficiently. May small but important issues need to be resolved before sales efforts are effective. These include:

CRM - normally a web based CRM system is used to support the sales team. This requires set up and configuration for each client. Some training of resources will be required in the client specific use of the CRM system.

Data preparation – data needs to be sourced (purchased or researched) and loaded into the CRM system and made available to the sales executives.

Collateral preparation – inevitably email templates, brochures, whitepapers or even web sites will be required. All of this can be time consuming to obtain and can slow down sales efforts if it is not available in the CRM system

Training – the sales executives will need proper training on the propositions they are selling. If this requires a visit to another country this can take time to organize, especially if visas are required.

Email templates and signatures need to be set up and POP accounts for receiving email. Business cards and stationary will also be required.

Campaign plans need to be worked out.

Facilities – may need to be set up especially incoming telephone numbers for responses to campaigns etc.

The ramp up can take 1-4 weeks and is often dependent on support from the client.

ii. Test

This is typically a two month phase. Initial targets would be set in the plan for activity (phone calls, conversations with decision makers and generation of leads, prospect meetings) and pipeline build.

Activity is usually focused on one or two value propositions and activity and the results closely monitored and reviewed with the client to ensure all parties are aware of the results and progress being made.

The relevant resources of the outsourced local offices will be utilized, as required, whilst minimizing upfront costs. The sales team may include any or all of the following:


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Telemarketers

Field or telesales executives

Sales manager

Campaign planner

CRM specialist

Technical sales support

Marketer

The client does not need to know the details of all the resources being used but is aware of the key sales elements of the resources and can have input into choosing them. It is normal for only a small team to be used in the test phase until the proposition and approach are proven. In order to keep things as flexible as possible and minimize the risk to the client typically the contract termination arrangement is a period of two weeks.

The cost of the team is usually fixed in advance and no commission is expected to be earned in this phase.

iii. Review

As mentioned the progress made will be reviewed against the sales plan regularly and formally after 2 months.

The experience from early activity may mean a revision of the plan before moving into the Initial Operations phase. The metrics can be revised in the plan for the initial sales phase as necessary.

The costs of this phase are an agreed fixed monthly amount with the focus on the deliverables.

Deliverables

Understanding of the sales metrics involved in the value propositions

Pipeline of potential deals

Minimum number of client facing meetings/calls, decision maker surveys.

Initial resources, allocated, training and executing plan.

C. Initial operations

The targets in the initial sales plan may now have been revised as a result of the input from the Test Phase.

The activity is now continued, usually with a small team focussing on 1-2 value propositions.

The focus is now purely to obtain initial sales orders and continue to build pipeline. There are regular reviews

The costs of this phase are a fixed monthly amount except that we are expecting a commissionable element at a rate agreed in the sales plan. The resources are increased in line with results and/or the plan.

Deliverables

Initial sales orders achieved or beta test sites if relevant

Pipeline of potential deals

Experienced resources, on the job.

Long term plan agreed


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D. Full operations

The initial sales have now taken place and the sales metrics and processes should be well understood by the local team. The resources can now continue or can expand if the plan, budgets and targets dictate this.

The commercial arrangement can also vary a both sides have experience of the sales process with the proposition.

Typically a retainer and commission/margin % on sales is agreed.

Deliverables

Sales orders

Long term plan agreed and being executed

14. Appendix 2 - Overview of capabilities

Sales resources

Sales management

Lead generation

Marketing

Facilities, Processes and systems

Sales Resources

Whilst some larger organisations need a full time sales resource, in reality many smaller or start up organisations do not initially need five sales days effort per week.

The flexibility of contracting is extremely useful. For example, using two people for two to three days per week each, can be much more effective than one full time person. Each person can deploy differing skills, operating in different territories and vertical markets. Additional resources can be recruited for peak periods to assist with specific campaigns.

Sales resources combined with separate focused lead generation resources can be a very useful solution for many organisations.

Sales contracting charges are usually based on a simple daily charge plus commission. This compares favourably to a 20-25% of salary fee not untypical in permanent IT sales recruitment. The initial recruitment fee equates to around six to eight weeks of an effectively working outsourced resource.

Contract resources are recruited according to need, and as no formal employee relationship exists, then administrative overheads are lower.

Selling People have 200+ associates in our network, available for contract sales work. In addition, we have access to internet job boards should we need to recruit specific additional skills. As far as possible on a new engagement we will use our existing staff in the key roles.

Sales management and sales direction

Selling People can provide contract sales managers and sales directors, often referred to in a stand alone service as “interim managers”.


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In many small organisations the sales manager is also the lead sales person, however sales management is a distinct role from that of field sales. Sales management includes territory planning, recruitment, commission and target setting, forecasting and pipeline management.

Sales management outsourcing should be considered when:

Sales experience exists, but with insufficient time to properly implement, operate and review the sales process.

There exists a lack of significant board level sales experience.

The risk and cost of a full time Sales Director is too great. Typically, basic salaries range from £60k to £100k, and these costs double when other benefits and bonuses, including equity, are taken into account

Selling People can provide experienced, international standard sales directors, on a part time or interim basis.

Typically we estimate 20-25% of other resources time should be allowed for when determining the management time. Nearly all clients will under estimate the amount of management time involved in any engagement.

Lead Generation

There are many different ways to generate leads including events, tele-marketing and public relations to name but a few.

Many of our clients use Selling People for our high quality lead generation services, either in isolation or as part of a customised sales outsourcing solution. Lead generation can of course be undertaken internally, though recruitment, motivation and management of staff in this type of role on a long term basis can be problematic. The job of managing sales personnel, and in particular internal sales resources, is not a role that many small organisations, or their managers, are equipped to deal with. Even simple issues like knowing what are realistic activity and sales targets to set, can be difficult without the relevant experience.

For this reason Selling People often recommends that an organisation outsources lead generation. Our effort will always be focused on this activity, without the distractions that do exist in effectively accomplishing this activity internally. i.e. the Christmas card list.

We have three main types of lead generation campaign which are discussed briefly below. See our lead generation brochure available on the web site for full details on this service.

Approach “1”: Classic tele-marketing

This approach is essentially a cold call to a diligently researched or selected list of names, with a carefully prepared and professionally presented message.

Whilst quick and simple to set up, this can be very effective in delivering short term results.

Approach “2”: e-marketing

We typically send out simple, short, focussed emails that link to useful industry content in the form of whitepapers. Usually the email content is useful to the prospect, and not spam. The software then tracks the recipients that open the email and download the whitepaper, hence providing warm leads for the telemarketers.

An e-marketing campaign approach allows the vendor, or service provider, to increase the frequency of contact with prospects. This in turn provides greater visibility in the


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market. Through increased contact, a trust is created between the vendor and the prospect.

Approach “3”: Target Account or Business Profiling

With some campaigns there are 100s or 1000s of potential targets, however with other campaigns there are only a handful of targets. Many organisations would benefit from focussing efforts on one or two key value propositions, and 20-50 key target accounts or prospects.

In each case the company should be researched, and the names, numbers and email addresses of the relevant decision makers obtained. An overview of the key decision makers reaction to your proposition should be determined.

This approach is much less of a volume related task, but more the building of relationships and ensuring that the line of communication is open for further contact. Also once a profile has been built they are good targets for a whitepaper e-marketing campaign approach to ensure we keep in front of these prospects.

A contract for the provision of lead generation is usually based on some performance metric such as number of leads/surveys delivered per period, rather than on an hourly rate.

Selling People’s key differentiator is in the use of experienced IT sales professionals in tele-marketing roles, typically with a minimum of ten year’s sales experience. This ensures an understanding of the detailed and complex value proposition, and proficiency in articulating such with senior business and IT personnel.

Marketing

Selling People can also provide a range of marketing services.

Closely related to lead generation, is the provision of direct marketing, and marketing communications services.

In addition to planning and executing e-marketing campaigns using whitepapers, Selling People delivers PR activity, originates press release content and manages circulation. The creation of effective messaging for web sites and collateral in support of key value propositions is vital. We can provide any marketing service required to support lead generation and the sales process. See our web site for examples of marketing collateral we have designed and produced.

Facilities, processes and systems

As well as providing sales resources in a flexible manner Selling People also provide:

A proven sales methodology (PISTDC/MANACT) which ensures all of our sales people communicate using the same terminology.

A fully functional office on the outskirts of Greater London at the end of the Metropolitan Line in Chesham and convenient for the UK’s major airports, motorway network, London and the Thames Valley.

Fully functional phone system including; voice recording, voicemail routing and an reception service.

A sophisticated CRM system to ensure that all activity is recorded and details of conversations, emails and Surveys with clients are stored and can be reported upon.


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Other services

In addition, Selling People provides the following services:

E-Marketing software and sales forecasting software.

CRM/ERP systems.

Sales training courses and sales training for technical staff.

Sales consulting and recruitment

Methodologies

Education

Brochure: Sales Outsourcing Overview