Investing in an outbound sales consultant is a big decision for any business and not one that should be taken lightly. After all, it can be hard to invite someone new into your sales team and have them give you feedback (albeit constructive) on your strengths and weaknesses.
Plus, there are several things you need to consider before settling on your sales consultant. You don't want to rush into it.
But overall, the benefits of this type of support for your sales team will make it all worth it.
So if you’re considering investing in the services of an outbound sales consultant, this guide is for you. Below, we’re going to look at:
The top signs that it might be time to hire a consultant in your business
The key factors that you need to consider when choosing an outbound sales consultant
The qualities you need to look for in a successful consultant
So let’s start by looking at the signs that your sales team might benefit from the help of an outbound sales consultant.
Signs that it might be time to hire an outbound sales consultant
Sales are the lifeblood of any business. If you aren't making sales then you aren't making a profit.
And though plenty of organisations go through peaks and troughs when it comes to sales, there are some signs that there are bigger underlying issues going on.
If you notice that your business and/or sales team have been showing any of these five signs, then it might be time to invest in some expert help in the form of an outbound sales consultant. The signs are:
1. There have been changes in the market and your business is suddenly struggling to keep up with the competition
2. Your profit margins are dropping, deal sizes are shrinking or you're actually losing money
3. You have high employee turnover and you're not sure why so many staff are leaving in such quick succession
4. Your sales process is undefined and your reps don't know what they need to be doing in order to secure leads and drive sales
5. Your sales forecasting is inaccurate which makes it hard to understand how your team is performing
Any of these can cause your business to struggle. Therefore, if you notice even one of these signs it might be time to get some help.
Factors to consider when choosing an outbound sales consultant
As we said, investing in an outbound sales consultant is a big decision. As such, you want to make sure you find the right person. You want someone that can help to motivate and support your sales team and drive your business forward.
Below, we’ve outlined some of the key factors you need to consider when choosing your outbound sales consultant. These are:
Their past experience
Every industry and business is different and yours is no exception. Every company will face their own pressures and distinct sales challenges. Therefore, you need a sales consultant who appreciates this.
You need to consider their past experience and it’s best to look for a sales consultant who has a range of experience in different industries and working for companies of different sizes. This shows they're able to adapt and tailor their strategy to meet your specific business needs.
This also assures you that they’ll be able to improve sales in your business regardless of its size or what products/services you sell.
A proven ability to adapt their strategy
As we said, every business will face its own unique challenges and therefore will need a tailored solution. When choosing your outbound sales consultant, you’ll want to see proof that they are able to recognise your specific problems and come up with adequate solutions.
So try to avoid firms that seem to offer a one-size-fits-all solution. Instead, ask to see testimonials or reviews from past clients. These will give you a better insight into whether the consultant has the ability to tailor their strategy effectively.
It also helps you to understand the type of results they can produce.
The breadth of their knowledge and skills
You want a consultant that takes a holistic approach to your sales strategy. You don't want someone that only specialises in certain areas of the sales process and is therefore going to give your team limited support. So be sure to look for an outbound sales consultant with broad expertise and a proven range of skills.
This will ensure that they're not simply trying to stick a band-aid over an issue. Instead, they will drill down into the root of the issue and get a strong strategy in place to fix it.
Not only this, but you want to find someone who can showcase their skills with figures. For example, someone who can not only say they boosted sales in their last role but who can show exactly by what percentage.
There are also certain skills that you want to look out for in your outbound sales consultant but we’ll look at these in more detail in the next section.
The top qualities an outbound sales consultant should possess
There are certain skills and qualities that every good sales consultant should possess. These help them to be better at their job and to offer the best possible service to their clients. This means you’ll want to look out for a consultant who can demonstrate these all-important skills and attributes.
Below, we’ve pulled together a list of these five qualities and why they're so important. So be sure to look out for these when selecting your outbound sales consultant.
They must be diligent
In order to be successful in sales, you need to be devoted, energetic and never give up. Even when times are tough.
So it stands to reason that you want a sales consultant that is going to possess these same traits. This is why diligence is so important.
They must be prepared to work tirelessly with the sales team as well as working with the reps on a one to one basis at times. A good consultant does not have time to procrastinate.
Attention to detail is key
In order to assess the strengths and weaknesses within an existing sales process, attention to detail is crucial. This means you want to find an outbound sales consultant that is very detail- oriented.
This is also important for documenting efforts and results and determining which methods are working and which aren’t. Detailed analysis is an important part of a sales consultants role in order to ensure they're achieving the results they set out to.
They must grasp the power of persuasion
The power of persuasion is crucial in outbound sales. It’s important for attracting potential customers and converting them into sales. It is also important that an outbound sales consultant possesses these sales techniques so they can create the best possible sales strategy.
It’s impossible to guide and support sales professionals if you don't actually have an understanding of the techniques yourself. Therefore, look for a consultant who has persuasion down to a fine art.
Positivity is a must
Sales can be a high-pressure career path, especially in tough times when leads, conversions or profits are low. This can take its toll on both management and the team of sales reps. As such, it’s important that your outbound sales consultant is able to keep a positive frame of mind and keep driving the team forward; motivating them to keep working towards their goals.
After all, people are drawn to those with a positive outlook. This can help the sales team to feel more confident in their abilities and techniques. Ultimately leading to a boost in leads and sales.
They need to be outgoing
Finally, sales is all about building relationships. This is particularly true for outbound sales. It’s also about working together as a team and collaborating with other departments. And again, these important qualities also need to be embodied by the outbound sales consultant that is supporting your reps.
It will be impossible to drive and motivate a team if you're shy or introverted. As such, it’s important to find a consultant that has an outgoing personality.
Knowing when to hire an outbound sales consultant is just as important as choosing the right one. So there are some key signs you need to look out for. If you notice the following, it’s probably time to invest in some professional support:
Your business is suddenly struggling to remain competitive
Your profit margins are dropping
You have high employee turnover
Your sales process is undefined
You frequently have inaccurate sales forecasting
Once you know it is time to hire an outbound sales consultant, there are several factors you need to consider to help you choose the right one. These include:
Their past experience and whether they’ve worked in a range of industries
If they have the proven ability to adapt their strategy for your business specifically
The breadth of their knowledge and whether they have the right skills
Finally, as well as having the right skills, they must also possess the right qualities and attributes. You should also look out for these when hiring a consultant. The top five qualities include diligence, persuasion, attention to detail, positivity and an outgoing personality.
Take all of these factors into consideration when choosing an outbound sales consultant and you’ll set your business and sales team on the path the success.