August 13, 2018 // Jessica Walker
Managing current customers and prospecting for new customers are both extremely important and each requires dedicated time, attention and resources. But are you getting the most out of your Lead Generation and Management efforts? Are you seeing the results or outcomes that you are looking for? One of the biggest questions is whether developing a business development team is something that your organization wants to handle internally or whether this task is best left to an outsourced partner? Here are four areas to consider when making this decision:
1. Management and Training
Building an effective business development team requires “hands-on” supervision and management. Just bringing in business development reps is not enough. Effectively training and managing your team to call approach, activity metrics, conversions, lead quality, and accuracy are key to business development success.
Finding the right business development rep can be difficult. The role requires a unique skill set. As a result, it can be a high turnover position. This turnover requires time from HR, Management, and IT. Without the appropriate management structure and time allocation, turnover can cause big gaps in productivity and results.
If your organization is not experienced in lead generation and business development, you can expect to spend a great deal of time evaluating different approaches and strategies to find the one that is most effective for your company and industry.
4. Data and CRM
Managing an effective lead generation program requires expertise in data procurement, cleansing, and management. Effectively leveraging and utilizing a CRM solution is critical for business development success.
To effectively manage the areas above, it requires varying different skill sets and expertise. Working with an outsourced partner can provide support, flexibility, and industry expertise in all of the areas mentioned above for less cost. It could also help relieve a lot of overhead tasks, allowing your sales reps to focus on closing deals for your company.