How to Decide to Outsource Sales - Step 5: Building an Outsourced Sales Playbook

why an outsource sales playbook is important

Sales playbooks are important for a number of reasons. First, they help to standardize the sales process and ensure that everyone on the team is using the same language and following the same steps. This is especially important when working with an outsourced sales team, as it can be easy for things to get lost in translation. Second, playbooks provide a framework for training new sales reps and onboarding them quickly and effectively. Third, playbooks help managers keep track of their reps' progress and performance, and identify any areas where additional training or support may be needed. Finally, playbooks serve as a valuable reference tool for all members of the sales team, providing guidance and best practices on everything from prospecting to closing deals.

what should be in a sales playbook

In order to be successful, every salesperson needs a playbook. This is a guide that outlines the steps necessary to successfully close a deal. Here are some of the things that should be included in your sales playbook:

Prospecting: You can't sell anything if you don't have anyone to sell to. That's why prospecting is such an important part of the sales process. Make sure you have a system in place for finding new leads and nurturing them until they're ready to buy.
Objection handling: There will always be objections when you're selling. It's your job to overcome them and continue moving the sale forward. Practice different objection handling techniques so you're prepared for anything that comes up.

How to Write a Company Overview for Your Outsourced Sales Team

As the first step in writing your company's sales playbook, you'll need to create a comprehensive overview of your business. This will include key information about your products or services, target market, and competitive landscape. Your overview should be clear and concise, providing your sales team with the essential information they need to sell effectively on your behalf.

When writing your company overview, keep the following tips in mind:

Keep it brief: Your company overview should be no more than one or two pages in length.
Be clear and concise: Use simple language that can be easily understood by someone with limited knowledge of your industry.
Focus on the essentials: Include only information that is absolutely essential for understanding your business and selling its products or services.
Highlight what makes you unique: Emphasize what sets your company apart from competitors in terms of products, services, or approach to the market.

How to Define the Sales Team Structure for Your Outsourced Sales Employees

When you're outsourcing your sales team, one of the most important decisions you'll make is how to structure that team. The sales team structure will determine everything from who makes decisions and how those decisions are made, to how employees are compensated and what their career paths look like.

There are a few different ways to approach this decision, and the right choice for your business will depend on a number of factors. In this section, we'll explore a few of the most common options for structuring an outsourced sales team so you can make the best decision for your business.

When you outsource your sales team, there are three primary ways to structure the team. The first is by geography, which can be helpful if you have employees in multiple countries or regions. The second way to structure your team is by product line or market segment, which can be helpful if you have a diverse product portfolio. The third way to structure your team is by account, which can be helpful if you have a few large accounts that you want to focus on.

The best way to structure your team will depend on your specific business needs and objectives. If you’re not sure which structure would work best for you, it’s a good idea to speak with a sales outsourcing expert who can help you assess your options and make the best decision for your business.

Define Your Company Message for Your Outsourced Sales Team

As the saying goes, "If you don't know where you're going, any road will take you there." The same can be said of sales. Without a clear and concise company message, your outsourced sales team will likely struggle to sell effectively on your behalf.

To ensure that your team is armed with the information they need to sell successfully on your behalf, take some time to develop a strong company message. This message should include an overview of what your company does, what sets you apart from the competition, and what you're looking for in a potential customer.

With a well-defined company message in hand, your outsourced sales team will be able to more easily connect with potential customers and close deals that are in line with your business goals.

Example Messages to Tell Prospects

Your company message is the heart of your sales pitch. It's what tells prospects who you are, what you do, and why they should care. It's also the foundation for everything else in your sales playbook.

That's why it's so important to get it right.

Here are a few examples of company messages that would be perfect for an outsourced sales team:

We help businesses save time and money by streamlining their sales process.
We're experts at generating leads and closing deals, so companies can focus on what they do best.
We increase sales productivity with our proven methods and personalized approach.

Define Your Product Overview for Your Outsourced Sales Team (with examples)

Assuming you have a product or service that you want to sell, the first step in building an effective sales playbook is to develop a clear and concise overview of what you're offering. This may seem like a simple task, but it's crucial in setting the stage for your entire sales process. After all, if your team doesn't understand what they're selling, they can't be expected to sell it effectively!

There are a few key elements that should be included in your product overview:

A high-level description of what your product or service is and does.
The main benefits and features of your offering.
The target market for your product or service.
Any unique selling points that set your offering apart from similar products or services on the market.

If you take the time to develop a well-rounded product overview, you'll give your outsourced sales team the foundation they need to start selling effectively on your behalf!

Example Product Overview for Oil and Gas business

In the Oil and Gas industry, there are many products and services that fall under the category of exploration and production. In order to have a successful sales team, it is important to first provide them with a clear product overview. This will help ensure that everyone is on the same page when it comes to discussing potential sales opportunities.

Some of the products and services that would typically be included in an overview for an Oil and Gas company are:

Oilfield services
Drilling rigs and equipment
Seismic data acquisition and processing
Reservoir characterization
Drilling fluids
Completion fluids
Well stimulation
Production enhancement
Artificial lift methods

Each of these product categories can further be broken down into more specific offerings. For example, oilfield services may include directional drilling, fluid management, well testing, etc. It is important to provide your sales team with as much detail as possible so that they can be prepared to discuss any potential opportunity that comes their way.

Example Product Overview for a Service Business

As the business owner, you know your product or service better than anyone. You've probably created a sales pitch or "elevator speech" to explain what you do in a way that is both clear and appealing to potential customers. But what happens when you hand off the sales reins to an outsourced team?

Your new sales reps may not have the same in-depth understanding of your product that you do. They also may not be familiar with how to articulate its value proposition in a way that resonates with prospects. That's why it's important to provide them with a written overview of your product or service before they start making calls on your behalf.

This overview should include:

A description of what your product or service is and does
The main benefits prospects can expect to receive by using it
How your offering differs from similar products or services on the market
Any unique features or selling points that make it worth considering
real-world examples of how it has helped other businesses achieve their goals.

By taking the time to craft a detailed, well-written product overview for your outsourcing sales team, you'll ensure that they have all the information they need to sell successfully on your behalf.

Example Product Overview for a Consulting Business

As a sales consultant, your primary focus is to generate new leads and convert them into clients. To do this effectively, you'll need to have a strong understanding of your company's products and services. You should be able to clearly articulate the features and benefits of what you're selling, and how it can help potential customers solve their problems.

To help you get started, here are some examples of product overviews for a consulting business:

Example 1:

"At ABC Consulting, we specialize in helping businesses increase their sales and revenues. We offer a wide range of services, including lead generation, market analysis, sales training, and more. Our team has a proven track record of success in helping businesses grow their top line."

Example 2:

"If you're looking for help increasing your sales and growing your business, look no further than ABC Consulting. We offer a comprehensive suite of services that can take your business to the next level. From lead generation to market analysis to sales training, we have the tools and experience to help you succeed."

Example Product Overview for a Marketing Company

In order to create an effective sales playbook, you need to have a clear and concise product overview. This will be used by your sales team to understand what it is you're selling, who your target market is, and what the key features and benefits of your product are.

Here's an example product overview for a marketing company:

What we do: We help businesses reach their target audiences through effective marketing campaigns.
Who we work with: Businesses of all sizes in a variety of industries.
What sets us apart: Our ability to tailor campaigns specifically for each client's needs, resulting in maximum impact.
Our process: We begin by understanding our client's business goals and objectives. From there, we develop targeted strategies and creative that resonates with their audience. We then execute the campaign flawlessly and measure results so that we can continue to optimize and improve results over time.

Example Product Overview for a Retail Business

In order to have a successful retail business, you need to have a product overview that defines what your company is selling. This will help your outsourced sales team understand what they are selling and how it fits into the overall strategy of the company.

For example, if you are selling clothes, your product overview should include: - What type of clothing do you sell? - Who is your target market? - What is the price range of your clothing? - Where do you source your clothing from? - What is the quality of your clothing? - How often do you release new collections? Answering these questions will give your sales team a better understanding of the products they are selling and who they should be targeting. With this information, they can more effectively sell to potential customers and close deals.

Define your ideal client for your outsourced sales team

When you're outsourcing your sales efforts, it's important to have a clear understanding of the type of client you're looking for. This will help ensure that your team is able to target the right prospects and close more business.

To start, sit down and define your ideal client. Consider factors such as industry, company size, location, and budget. Once you have a good understanding of who your ideal client is, you can begin to build out your sales playbook with this in mind.

Your ideal client profile should be used as a guide when onboarding new members to your outsourced sales team. By sharing this information upfront, you can set everyone on the same page and avoid any confusion down the road.

5 things to think about when defining your ideal client

When you're looking to outsource your sales team, it's important to have a clear idea of who your ideal client is. Here are 5 things to keep in mind when defining your ideal client:

Who is your target market?

This is an important question to answer when determining who your ideal client is. You need to have a good understanding of who you're trying to reach with your product or service. This will help you narrow down your search for the right outsourcing partner.

What are their pain points?

Another key consideration is what pain points your target market has that you can solve with your product or service. When you know what problems they're facing, you can better position yourself to offer them a solution. This will make it more likely that they'll be interested in working with you.

What are their buying habits?

Knowing what kinds of products or services they usually buy will give you valuable insight into how to best sell to them. Are they impulse buyers? Do they prefer online or offline shopping? Do research into their buying habits so you can cater your sales strategy accordingly.

What does success look like for them?

Some clients just want to increase awareness while others want ROI as quickly as possible . It’s important that before starting any type of sale engagement that both parties understand what success looks like so there are no surprises later on down the road .

How large is the potential opportunity ?

You don’t want to waste time going after small deals that won’t move the needle , but at the same time going after enterprise level companies takes a lot more resources upfront. Assessing deal size will help scope out whether an opportunity is worth going after and also help determine which type of selling strategy would be most effective.

Create Sales Plays for Your Outsourced Sales Team

Defining your Ideal Customer Profile

When you're building a sales playbook for your outsourced sales team, the first step is to identify your ideal customer profile. This will help you determine what kind of leads are worth pursuing, and also give your sales team a better understanding of who they should be targeting.

To create an ideal customer profile, start by identifying the characteristics that would make a customer a good fit for your product or service. Consider factors like industry, company size, geographic location, and even specific pain points that your product or service can address. Once you have a good understanding of who your ideal customer is, you can start to build out targeted sales plays that will appeal to them.

Developing Targeted Sales Plays

Now that you know who your ideal customer is, it's time to develop targeted sales plays that will appeal to them. When creating sales plays, it's important to keep in mind the needs and pain points of your target customers. What are they looking for in a product or service? What are their biggest challenges? By addressing these questions in your sales plays, you'll be more likely to pique the interest of potential customers and close deals.

Creating an Engagement Strategy

Once you have targeted sales plays ready to go, it's time to develop an engagement strategy for reaching potential customers. This involves figuring out where your target customers are hanging out online and offline, and then finding ways to reach them with your message. For example, if you're selling products or services to small businesses, you might want to consider advertising on small business directories or attending local Chamber of Commerce events. By getting creative with your engagement strategy, you'll be able to reach more potential customers and increase the chances of making a sale.

Build Lead Sources for Your Outsourced Sales Team

There are a number of ways to build lead sources for your outsourced sales team. The most important thing is to make sure that the leads you generate are high quality and targeted to your ideal customer.

One way to generate leads is through online advertising. You can use Google AdWords or other paid search platforms to target potential customers with ads for your product or service. Another way to generate leads is through social media marketing. You can use platforms like Facebook, Twitter, and LinkedIn to reach out to potential customers and promote your business. Finally, you can also generate leads through offline methods such as trade shows, networking events, and PR campaigns.

The most important thing is to make sure that you have a steady stream of high-quality leads coming in so that your outsourced sales team can be successful. By taking the time to build up a strong lead generation strategy, you’ll be setting yourself up for success in the long run.

6 Lead Source Examples for Your Company's Outsourced Sales Team

Social media
Company website
Online directories
Referral program
Third-party websites
Trade shows and events
Social media: Utilizing platforms such as LinkedIn, Twitter, and Facebook can help you build a list of leads for your outsourced sales team. By creating targeted content and engaging with potential customers on these platforms, you can generate interest in your product or service and encourage them to reach out to your sales team.
Company website: Make sure your website is optimized for lead generation by including clear calls-to-action (CTAs) and contact information. You can also use forms and landing pages to capture leads who are interested in learning more about what you have to offer.
Online directories: There are many online directories that list businesses in specific industries or locations. These can be a great way to generate leads for your outsourced sales team, as potential customers who are searching these directories will be able to find your company easily.
Referral program: A referral program can incentivize current customers or clients to spread the word about your business to their networks. This is a great way to organically build a list of leads for your sales team without having to put in too much extra effort.
Third-party websites: Leverage third-party websites that feature customer testimonials or reviews as another lead source for your outsourced sales team. These websites typically rank high in search engine results, so potential customers will likely come across them when they’re researching companies like yours.
Trade shows and events: Attending trade shows and events related to your industry is a great way to network with potential customers and generate leads for your outsourced sales team. You can use these events as an opportunity to promote your business and get people interested in what you have to offer

Define Key Terms in Your Sales Process

When you're outsourcing your sales process, there are a few key terms you need to know. Here's a quick rundown of some of the most important ones:

Lead Generation: This is the process of generating new leads for your business. This can be done through various marketing channels, such as online advertising, cold calling, or trade shows.

Qualification: Once you have generated a list of potential leads, you need to qualify them to see if they're actually interested in what you're selling. This involves things like verifying contact information and budget availability.

Appointment Setting: Once you've qualified a lead, the next step is to set up an appointment so that you can further discuss your product or service. This usually involves scheduling a meeting or phone call at a mutually convenient time.

Sales Presentation: This is where you present your product or service to the prospect in more detail and try to close the deal. Your presentation should be well-crafted and tailored specifically to their needs.

Case Studies in Outsourced Sales: They Keys to Closing More Sales

As the president of Sales for North America at a global IT services company, I was tasked with increasing our sales pipeline and generating more revenue. In order to do this, I decided to outsource our sales function to an external agency.

The results were amazing.

In just six months, we went from having a sales pipeline that was nearly dry to one that was overflowing with qualified leads. We closed more deals than we had in the previous two years combined, and our revenues increased by 30%.

There are a few key things that I believe made this possible:

1) We found the right agency: it’s important to partner with an agency that specializes in outsourcing sales. They should have a team of experienced sales professionals who know how to generate leads and close deals. 2) We defined our ideal customer profile: we took the time to clearly define who our ideal customers were, what their needs were, and what they were looking for in a service provider. This helped the agency identify potential customers that were a good fit for our products and services. 3) We created detailed buyer personas: once we knew who our ideal customers were, we created detailed buyer personas for each type of customer. This allowed us to create targeted messaging and content that resonated with each persona. 4) We implemented lead scoring: we worked with the agency to implement a lead scoring system so that we could prioritize the hottest leads and ensure that they received prompt follow-up from our sales team. 5) We provided ongoing training and support: even though we outsourced our sales function, we still provided ongoing training and support to the agency’s team members. This ensured that they had all the information they needed about our products and services, as well as access to any updates or changes.

Implementing these five steps helped us achieve success with outsourcing our sales function – if you’re considering doing something similar, I hope they can help you too!

Set An Initial Training Program for Your Outsourced Sales Team

When you're building an outsourced sales team, it's important to set up a training program that will help them be successful. Here are some things to keep in mind when creating your training program:

Make sure the basics are covered. Your team should have a good understanding of your product or service, as well as your target market. They should also be familiar with your sales process and know how to use any tools or resources you provide.
Provide role-specific training. In addition to general sales training, make sure your team members receive training specific to their role on the team. For example, if you have account managers, they should receive training on account management best practices.
Teach them about your company culture. It's important that your team members understand and buy into your company culture and values. This will help them feel more invested in their work and more likely to be successful in representing your brand.
Help them build relationships with other teams. A big part of being successful in sales is developing strong relationships with other teams within the company (such as marketing or customer success). Helping your team members build these relationships from the start will set them up for success down the road.
Make sure they understand what success looks like .It's important that everyone on your team knows what success looks like for both themselves and the team as a whole. This will help them stay focused and motivated throughout the sales process

Identify the Main Competition Your Outsourced Sales Team Will Face and How to Handle it

When you're outsourcing your sales team, one of the main considerations is who your competition will be. After all, if you're not aware of the competition, you can't properly plan to beat them.

There are a few ways to identify the main competition your outsourced sales team will face. The first is to simply ask your potential outsourcing partners who their current or previous clients are competing against. They should be able to give you a good idea of the landscape.

Another way to identify the main competition is to look at market share data. This can give you an idea of which companies are taking up the most space in the market and, by extension, who your team will be up against.

Once you've identified the main competitors your team will be facing, it's important to develop a plan for how to handle them. The first step is to understand their strengths and weaknesses. What do they do well? Where do they fall short? Knowing this will help you develop strategies for how best to compete against them.

It's also important to keep an eye on what they're doing and adjust your own plans accordingly. If they launch a new product or service that poses a threat to your business, you need to be ready with a counter strategy. The goal is always to stay one step ahead of the competition.

By taking the time to identify and understand the main competition your outsourced sales team will face, you'll be in a much better position to succeed in today's competitive marketplace

How to Create a Pitch Deck for Your Outsourced Sales Team

When you're ready to start building your pitch deck, there are a few key things to keep in mind. First, you'll want to make sure that your slide deck is clear and concise. This means using minimal text and plenty of visuals. Second, you'll want to focus on the benefits of working with your company. What makes your company the best choice for outsourcing sales? Finally, be sure to include a call-to-action (CTA) at the end of your presentation.

Now let's take a closer look at each of these elements in turn…

Keep Your Slide Deck Clear and Concise

As we mentioned above, it's important to use minimal text and plenty of visuals in your pitch deck. This will help ensure that your audience stays engaged throughout the presentation. Remember, you're trying to sell them on the idea of working with your company, so you need to make a good impression!

Focus on The Benefits of Working With Your Company

The next thing you'll want to do is focus on the benefits of working with your company. Why should they outsource sales to you? What makes you the best choice? Be sure to back up any claims with data or customer testimonials if possible.

Include a Call-To-Action (CTA)

Last but not least, don't forget to include a CTA at the end of your presentation! This could be something like asking them for their contact information so that you can follow up after the meeting, or inviting them to visit your website or sign up for a free trial. Whatever it is, make sure it's something that will move them closer to doing business with you.

Steps to Teach Your Outsourced Sales Team to Handle Objections

Start by role-playing with your team.
Give them specific scenarios to practice with.
Make sure they are prepared with a script or set of talking points.
Encourage them to be creative and come up with their own responses to objections.
Practice, practice, practice!
Start by role-playing with your team: The best way to prepare your team for handling objections is to practice, practice, practice! Role-playing different scenarios is a great way to give them the opportunity to try out different responses and see what works best.
Give them specific scenarios to practice with: Make sure you give them a variety of different types of objections to work with so they can be prepared for anything that comes up.
Make sure they are prepared with a script or set of talking points: equip your team with a solid foundation to work from so they feel confident when faced with an objection.
Encourage them to be creative and come up with their own responses to objections: The more creativity you can encourage, the better equipped your team will be to handle anything that comes up.
Practice, practice, practice!: This cannot be stressed enough – the morepractice your team gets, the better they will be at handling objections in real life situations.