August 2009
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Ben Skidmore
972.587.9064
Why Outsourcing Your Media Sales Makes You Money
1. Lower Overhead and Standardized Sales Costs
Keep your fixed costs in check. A major motivator for outsourcing sales is the sheer costs associated with hiring and building a sales team. Mistakes with sales personnel can have a wide-ranging, long-term impact; this is an area that is often overlooked. Outsourcing sales in the initial stages can often mitigate many of the typical upfront costs, such as recruiting fees, benefits costs, training and dreaded turnover. If done properly, not only will upfront cost exposure be mitigated, but an organization can focus on strengthening in brand. A single mid-level sales representative can cost an organization in excess of $25,000 in the first month, with recruiting costs, salary, bonus and benefits. The cost exposure for senior sales reps and senior-level sales management is substantially higher. Volumes have been written about the costs associated with unnecessary turnover in an organization, but the sales staff also has other costs, such as ramp-up time, that need to be taken into account.
2. Performance-based Compensation
The surge toward outsourcing the internal, factory-direct sales function to external, independent sales professionals has many roots. It is a fact that there are many companies moving in this direction for many different reasons. One of the main driving factors is the performance-based compensation model that, by definition, is alive and well within outsourced sales organizations. There is no guaranteed base pay. Zero results equal zero income. Performance-based compensation may be a buzzword today in the executive ranks, but it has been an ongoing reality in the world of outsourced sales for decades, if not centuries. Sell more and make more. Nothing paid unless performance is achieved.
3. Building Relationships with Clients
More Customer Attention: Selling is not about making a one-time sale, but building a relationship to make sales over and over again, especially in the media world. Is your current sales force leaving money on the table because they don’t have the time to build relationships. Because sales outsourcing allows you the luxury of putting a dedicated team to work for your customers, you get repeat sales.
These are but a few of the ways sales outsourcing can benefit your organization.
Media Sales & Consulting
Partners Publishers' Representatives is an independent publishers' representative firm centrally and strategically headquartered in the Dallas, Texas area. Partners sells and represents national trade and consumer media. Our mission is to increase revenue and market share through successful print and online media sales. Our company specializes in finding new revenue opportunities by designing and implementing creative marketing vehicles for advertisers.
See more at our new website www.partnerspr.com
...your partner in media sales