Some companies we speak to, and in fact nearly all as they mature, will turn to in-house telemarketing and sales lead generation functions.

Why?

It’s probably a control thing.

Most organisations want to shape their own sales destiny, and not leave it in the hands of a third part supplier.

Natural evolution is another reason. As companies evolve, their professional sales departments need to evolve and grow with them. You need a good ‘internal sales‘ learning ground to breed the next generation of field sales people.

Past a certain point in their persuasion we can’t stop companies brining telemarketing ‘in-house’. But we can still present the reasons why we think it might not be the best idea.

Before we can help you understand why outsourced lead generation works, you need to appreciate just how difficult establishing an in-house sales team can be.

Here’s our thoughts on some of the challenges faced by companies looking to develop internal sales lead generation functions. You’ll see the process poses difficulties and problems right from the beginning.

1. Recruiting The Right Internal Sales Person

Okay picture the scene, you decide the way to grow your business is by hiring an internal sales person. There’s just a few hurdles to get over: You’ve got no sales people. You’re not a sales person and you’re not really sure what they should be like.

Sounds impossible from the start, yes?

Well it’s the situation most growing technology and digital media businesses find themselves in when they move from relying on word of mouth and referrals to grow onto creating sales with outbound sales and promotion.

Unless you’ve worked in sales-driven organisations, amongst true sales people, it will be very hard to know what to look for.

In most situations we have seen, the recruitment process fails to deliver the right amount of quality short listed candidates, normally ...read more