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DIGITAL MARKETING

In-House Sales Team Vs Outsourcing To An Agency? What Exactly You Should Do?

When getting started, every business is in a dilemma. They want to outsource but they don’t want to. They want to build an in-house team but they don’t want to.

If you are also puzzled, then you are in the right place. It really takes time and patience to set up a sales team. Why is it so? Selling is a rare skill and only a few have that.

Once you get consistent sales, your revenue will increase and you can grow your business exponentially. In order to get more sales, you need to hire salespeople who can help you get the desired results.

You need quality leads, a perfect offer, and more opportunities in order to achieve your sales goals. Looks like you have too many tasks.

This is exactly where the problem starts

You think a salesperson can do all these tasks. That’s the wrong way to run your business. You need to segregate the tasks and assign them to the right people. Asking your closer to do admin tasks, lead generation and prospecting is not a great idea.

A closer’s my main job is to close sales and generate revenue. If you hire a specialized person for each role, then it’s gonna cost you an arm and a leg.

Is your pipeline filled with leads? Make sure it is. Before hiring an agency or building a team, you need enough leads to feed your sales team.

Eager to know the cost involved? Here it is.

The number of quality leads you get depends on so many factors. The main factor that you need to bother about is cost. How much are you spending to acquire a client?

Let’s do some simple math.

Let’s say your average client is worth 10 Lacs INR in lifetime value.

Typically your sales team needs to close 10% of sales appointments you have.

Then you are closing 1 client in every 10 sales meetings, thereby you spend 1 lac to get 1 client.

In order to get 2X ROI, you have to spend 50,000 INR.

Now the question is, do you have to spend that much? No, you need not. If you have an efficient sales team, you can acquire clients at a significantly low cost.

Things to consider while building your sales team.

Let’s take the 4 main factors that help you make the right decision.

  1. Cost to hire the team
  2. Cost to manage the team
  3. Outbound strategy
  4. Optimising the strategy

Building your in-house team

In order to build your own sales team, you need to hire a minimum of 4 people.

1. Sales Rep

Responsibilities: Cold calling, qualifying prospects and scheduling sales appointments.

Average Salary Per Annum: 5 Lacs (Glassdoor)

2. Digital Marketing Specialist

Responsibilities: Generate leads via email outreach and paid channels, make sure the marketing message reaches more people, outbound strategy and optimisation.

Average Salary Per Annum: 6 Lacs (Glassdoor)

3. Copywriter/Content Writer

Responsibilities: You need a copywriter to polish your marketing message and entice the target audience to take the desired action.

Average Salary Per Annum: 5 Lacs (Glassdoor)

4. Closer

This is not a popular term in India. As you are in B2B space, you must be knowing it.

Responsibilities: Talk with qualified leads, and close the deal.

Average Salary Per Annum: 6-7 Lacs + Incentives (Glassdoor)

We didn’t tell you how many staff you should hire for each position because it completely depends on your business.

Now that you know what it costs to build your own sales team, let’s think about hiring an agency.

Hiring an agency

It will cost you considerably less when you outsource sales to an agency. Also, you get to work with a team of experts who actually know what they are doing. Hiring an agency is 5x more cost-efficient than building your own team.

Managing the team

This is where it becomes tricky. You have an in-house team or agency, how do you manage them?

Small business owners play the role of CEO, MD, CMO, etc. But medium level businesses don’t have this option. Hiring a Marketing director is a must. To pay them, you need to allocate a minimum of 12 Lacs per annum.

Let’s have a look at your in-house team now.

  1. Sales Rep
  2. Digital Marketing Specialist
  3. Copywriter
  4. Closer
  5. Marketing Director

Now you have a team, what’s next?

How to develop an outbound strategy and optimise it?

It’s just not about having a team. You need a clear cut strategy to make sure that everyone in your team is inclined towards achieving the common goal.

Strategy unites your team and takes it to the next level. If you don’t have one, you have to play the game of testing. Trial and error method to find the winning strategy.

Instead, you can hire an agency who are backed by extensive experience. They would have tried and tested so many strategies and they know what works and what doesn’t.

How can an agency help you grow your business?

  1. Using the right tech
  2. Crafting the perfect marketing message
  3. Analysing data
  4. Leveraging the right social media channels
  5. Targeting your ideal prospect
  6. Helping you make key decisions

And the list goes on.

Conclusion

The final question that will answer your question “In-house team or outsourcing to an agency?”

In-house team - Do you want to go for trial and error methods and find what works for your business?

Hiring an agency - Would you like to hire an agency that knows what’s best for your business and gives desired results in quick time?

If you’ve decided to outsource your sales to an agency, then hiring a reputed agency is the best way to go with. Spinta Digital has implemented so many strategies and we know what works and what doesn’t.

If you would like to get a customised marketing strategy, then let’s talk. Let’s see how we can help you achieve your sales goals.

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Date : 1 Sept 2020 - 3 Sept 2020

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