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Outsource Sales

Outsource Sales Department

To outsource Sales Management of a Sales Department to enhance the performance of its selling activities. B-E will Setup and maintain a sales management process to reach goals and objectives of Client. To accomplish the task of operating the sales department, B-E will need to look over and have access to all historical corporate materials,

-Opportunity logs,
-Bid or quote logs,
-Forecasting reports,
-Orders,
-Customer list,
-Marketing materials
-Line Sheets
-PR Materials
-Current and Past Pricing
-Financials
-Current markup,
-Operation
-Customer service and
-All business process in place.
-Other items that may help in the overall sales process.

It is critical that all individuals within the organization cooperate to accelerate the growth of Client Company. B-E will provide through this agreement; Chief Sales Officer, VP of Sales, Sales Management, Inside sales teams and various Marketing functions on an outsource basis. Client will provide outside sales staff.

Implementation: In order to meet the objectives the Client and B-E agree to fully participate in the following implementation activities:

B-E and the Client agree to hold a Strategic Planning Meeting to accomplish the following:

Determine the Client’s target markets. In determining the Client’s target markets, B-E and the Client will take into consideration limitations such as the Client’s size, geographical sales area and other criteria to be determined.
Determine key contacts to be contacted with potential customers.
Determine relationship marketing sales system.
Select literature to be provided to potential customers.
Develop the content of the message and questions to be conveyed to the potential customers.
Develop opportunity list and bid list process
Develop Proposal, Quotation, Closing process
Develop a Customer Service Process
Develop an implementation plan
Develop Reporting systems both on contacts and statistics

On an on-going basis: B-E will hold and lead weekly sales meetings, setup various sales processes, enforce accountability to all sales activities. B-E will assign inside sales teams as may be required to accelerate Clients sales efforts.

For this program to succeed Clients sales, contract sales and customer service staff will be expected to participate, fulfill goals and expectations and cooperate with B-E or potentially be terminated and replaced as directed. Many of the existing sales and marketing programs across all product and service lines may need to be modified as part of our sales procedures. Financial and Operations and all other departments will also be required to allow access and cooperation to assure effective growth.

Outsource Sales and Marketing: dedicated sales team and sales support team program

“WHY WOULD I DO THAT?”

A typical 10 million dollar company might have 10 sales people. The annual sales and marketing budget might be 15% or 1.5 million.

SITUATION:

Out of the existing sales force 3 are under performing, 4 are average, and 3 are superstars. The sales reports and the sales forecasts originate from the sales people, which is not an objective perspective. Sales and Marketing functions are rarely synchronized.

THE EB SOLUTION:

• Terminate the 3-5 weakest performing sales people.

• Outsource the client acquisition process to the EB proprietary system.

• EB will manage the process.

Example – Client Company

NAI Partners Commercial:

Jon Silberman, principal and executive vice president for NAI Partners Commercial, a real estate brokerage firm, has been using Enterprise Builders’ services for more than two years. Enterprise Builders provides call research and lead development for NAI.

“We give them criteria, make sure it’s understood and they make the calls. Then they qualify the companies they speak with to determine if they need the services we provide. We go from there. I don’t have time to do all the research to locate potential buyers; I want to focus my time on selling to qualified prospects,” Silberman said. “The leads that have been generated from our relationship with Enterprise Builders have contributed to $200,000 in revenues in two years — from a $30,000 investment. We expect to generate even more each year with their help.”

Example – Client Company

U.S. Design & Construction:

Tom La Faver, president of U.S. Design & Construction, has been using Enterprise Builders’ services for close to three years. U.S. Design & Construction supplies Enterprise Builders with a list of criteria for prospects. Those prospects are then called regularly until they’re ready to talk about making a deal.

“Their effort has brought some work in the door for us. Enterprise Builders works hard to keep our name in front of our potential clients,” La Faver said. “The people they employ are educated and communicate well. I have been very pleased with how they’ve handled our account. They know what questions to ask and when to call. We’ve been pleased.”

Example – Client Company

Certified Technical Services:

Jim Theiss, president of Certified Technical Services, a general contractor and fabricator in the petrochemical industry, has been working with Enterprise Builders for about seven months. Enterprise Builders offers cold calling for Certified’s potential customers.

“We provided Enterprise Builders with a list of potential clients with general names and numbers, and they did all the work. Once they found the decision makers and the potential customers were interested in Certified’s services, Enterprise Builders sent out written material to share more about our company. After that, they would follow up to ensure that the information was received and understood. Enterprise Builders followed up until it is determined that we would be a good fit for a prospect’s needs,” Theiss said. “We wanted to feel comfortable that Enterprise Builders could effectively represent an industrial general contractor. They’ve done a good job and have taken the time to learn about our company’s services.”

Example – Client Company

HydroChem Industrial Services:

Dennis Miller, a sales engineer with HydroChem, a provider of pre-commissioning start-up services, has worked with Enterprise Builders for more than four years. HydroChem wanted to outsource part of their sales process and chose Enterprise Builders for the job.

“Enterprise Builders follows up on leads we obtain from magazine and newspaper articles. For example, if we read that a new plant is being built, they will find out who is doing the construction and engineering. They keep tracking it until the right people are found, getting us to the point where we can schedule a site visit,” Miller said. “This kind of legwork can be very time consuming. We needed a system in place to track this activity and Enterprise Builders was a good choice. Our business is always growing, but Enterprise Builders’ assistance has contributed greatly.”

The right calls, the right time, the right people.

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