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The recruitment, hiring, training and ultimate field
implementation of an internal salesforce requires
significant investments in time, personnel and financial
resources. The hiring of a lead sales executive
can easily take six months, with additional delays
in the hiring of the sales representatives and sales
support staff, and the creation of operating procedures,
training programs, and sales tools. Depending on
the size and geographic scope of the salesforce
and the requisite skill sets of the team, the process
oftentimes represents a twelve to thirteen month
ramp-up to sales traction from initiation.
While a salesforce can be a marketer's most decisive
weapon - up to 35% of a buyer's purchase decision
is directly related to salesperson effectiveness
– an improperly hired, trained or managed
sales team can have a deleterious effect on the
organization in the direct cost of salaries and
expenses as well as the indirect cost of loss
of revenue. Consider that the average direct employed
sales professional is in front of prospects for
an average of two to three hours per day. When
factoring in weekends, holidays, sick days, etc.,
they are actually operating “in the field”
for 132 days in any given year. So when you combine
the long ramp-up time of traditional sales organizations
with the average face time in front of prospects,
a team of ten sales representatives will each
contribute twelve “face-to-face” sales
days (eight hours of sales time in front of qualified
prospects) by the end of the first twelve months.
The cost of deployment results in an average of
more than $8,000 per “face-to-face”
sales days contributed at the end of the first
year. Clearly, the margin for return on investment
in a direct salesforce is small.
SalesForce4Hire® offers a more cost-effective
alternative to the implementation of an internal,
direct salesforce, one that significantly reduces
upfront costs, mitigates financial and HR risk
and reduces ramp-up time and accelerating the
time to revenue. The speed of sales deployment
in combination with the increase in real sales
productivity delivers dramatic improvements in
tangible sales activities. At the end of the first
twelve months, this approach elevates “face-to-face”
sales days contributed per rep to 61 days; lowering
the real cost of sales to around $2,000 per “Face-to-Face”
sales day. The net effect of SalesForce4Hire is
a 500% improvement in real sales activities within
the first twelve months of go to market initiatives.
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