Checklist for Outsourcing Sales
Tuesday, November 15, 2011 at 2:44PM
- Can the rep firm's capabilities deliver on your actual expectation?
- Do you like and trust them?
- What is their turnover like?
- Have former employees ever sued them?
- Are they financially sound and can they weather a downturn?
- What is their Dun & Bradstreet rating?
- How long have they been in business?
- Do they have established banking relationships?
- Do their office locations reflect the prestige you would want to project to your customers?
- Is there a plan if the owner retires or meets an unexpected emergency?
- Does a big player dominate them? What happens if the player goes away?
- Do you have an understanding of how the rep company is set up?
- Do you have an understanding of how that firm makes money?
- Have you examined the systems that the firm has in place?
- Does the rep firm have a history of adapting to new systems, if thats important to you?
- Is it understood what other services you might need in the future and whether or not this company can provide those services?
- Do you understand what resources the firm has from a marketing standpoint, such as SRDS, Advertising Database, PIB, research capabilities and other assets?
- Do you have a clear idea of what the firm's hiring policies are and what their employee behavior tolerance is?
- Do you need a rep firm that can adapt to all of your systems or are you flexible enough to work with their existing systems?
- Do they sell print or other media, like online? Do they have an online growth strategy?
- Do they have internal sales contests and programs to motivate sellers?
- Do they provide sales training?
Article originally appeared on James G. Elliott Co., Inc. (http://www.jamesgelliott.com/).
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