Outsourcing your inside sales team is a calculated decision about growing and sustaining your business, built on the model that works for you. MarketStar will find the right pricing to meet your objectives while driving the business outcomes that are anchored in keeping your customers in focus. MarketStar’s Sales as a ServiceⓇ model is flexible and dynamic, built upon 30 years experience in the B2B sales space.
The first step in developing a pricing model is to determine if we can meet your business objectives, and if we are the right fit for you. If so, we outline the business outcomes and drivers that will determine program price.
Our pricing packages are fully-burdened, multi-dimensional, and custom to meet your needs. We take into consideration the expertise level of rep you require, time to launch, manager to rep ratio, U.S. vs. global program reach, and the complexity of your sales model. Our goal is to recruit, hire, and launch your program within an average of 8 weeks, dependent on systems integration and the complexity of technology required for success on both sides of the partnership.
Economics of outsourced sales solutions in more depth:
The mistake that many executives make when looking at outsourcing sales is asking, “How much can I save?” when the better question to ask is, “How much more can I make?” Chances are that the time and resources you are investing on your internal sales efforts will yield a higher ROI if you engage a well-trained, more focused, and more productive external sales force.
It is critical you build an outsourced sales engine that aligns with business outcomes, matching profit dollars against the amount spent on sales support. Can you balance the cost per lead at the top of the sales funnel against the lifetime value of that customer? The focus needs to be on value rather than cost per lead. You need to align the cost of sales with profit and loss to determine the real economics of sales outsourcing.
Will you get a greater return if you invest time and resources on the internal sales team or if you hand the task to an external team that specializes in selling?
The key is to find a supplier with all-inclusive, fully-burdened services including business intelligence, talent acquisition, and training, and you want to be able to make sound economic decisions together as part of a collaborative process. The choice to outsource should be driven by lifetime value.
Having a clear idea of what to expect is an important prerequisite to any outsourced sales engagement. In calculating time to ROI, for example, applying a decision tree can be useful. With a decision tree, you can use estimates and probabilities at each juncture to determine likely outcomes, including the time to ROI and potential revenue. Mapping out the pros and cons using known variables will give you a clear idea of the potential net gain at each decision point.
In general, it will take an experienced sales team 90 days to learn your value proposition, especially for complex B2B offerings. As part of collaborative selling, outsourced sales management needs to understand your business model, as well as the economics and demographics of your best potential customers. Even armed with all of the necessary information, it will still take time to work out the kinks and fine-tune the sales process before they can operate as your strategic sales arm.
One of the real advantages of working with an experienced sales team is that it shortens your ramp time. Professional sales reps understand how to do solution and insight selling and how to match the product or service to a prospect’s needs, including how to speak with executives and high level decision makers. However, even the most seasoned sales rep still needs to understand what he or she is selling.
When you sign with MarketStar, we start with an initial set of strategy meetings with you, typically held onsite at our headquarters. These meetings clarify objectives determined by the statement of work and establish the best approach for collaboration. In addition, we have a team of project managers that communicate a timeline of activity to prepare for launch.
Our launch checklist includes 200 items, bucketed into seven areas:
Beyond the time until launch, we maintain ongoing communications and reporting and establish regular check-ins to review and realign objectives. Here at MarketStar, we like to conduct quarterly reviews to assess performance and reassess goals. If you’re not getting the performance you expected, then we will navigate to the source of the challenge.
The value you receive from an outsourced sales supplier such as MarketStar is based on the quality of the relationship, and your investment in overall sales success. We find that we achieve the highest success when we operate as an integral part of your operation.
How companies organize and develop their sales strategy is dependent, in part, on how quickly they can transform and adjust to the pressures represented in the market. To continue to grow and stay ahead of the competition, leaders have to be nimble and able to adjust their operations in order to maximize available resources and profits. That’s why more companies are looking to outsource their sales teams with MarketStar.
MarketStar’s fully-burdened cost is the full hourly cost to employ a rep for the hours he/she actually works, which includes wages and the “burden” of the additional costs. The pricing structure we use includes taxes, benefits, background checks, drug testing, supplies, technology stack, and all relative costs for headcount dedicated to each client program. It also includes leveraged support costs such as training, IT, accounting, recruiting, HR, executive support, corporate operations, telecom, facilities, service margin, etc. By using fully-burdened costs, MarketStar takes an all-in approach, and provides the client with a flat rate cost.
When comparing pricing between different outsourced sales providers, it is helpful to understand that MarketStar is not a traditional call center. We hire full-time W2 employees, dedicated to you and your brand, with a consistent schedule of hours. Our dedicated teams start at 5-8 reps, including a manager. We are prepared to scale to meet your demand, e.g., we have teams that exceed over 100 sales reps. MarketStar is a Sales as a Service® company which provides experienced teams, established and fluid methodology, and thought leadership that creates a true partnership and proven ROI. The resulting price difference between MarketStar and a traditional BPO is instead of performing basic call center functions, as an execution partner, we provide true sales integration, evolution, analytics, forecasting, and activities that cater to the results you desire.
MarketStar is driven by results, and as a sales first organization, we are confident in our processes and methodologies. As such we are open to exploring shared risks and rewards with our clients by engaging in performance-based pricing models. While these pricing models are typically a base-plus-commission, we are open to fully at-risk models when we have sufficient data to base pricing on. This works for the benefit of both MarketStar and our clients.
Models used by MarketStar and their clients include:
MarketStar has engaged with clients in the past on discounts for volume of business and longevity of client tenure. We seek to provide cost savings whenever possible and strive to deliver a lean and efficient program delivering maximum ROI.