Cost Effective Ways to Keep an Outsourced Sales Team Engaged

One of the major business driver for any company is an engaged sales force. Amidst the chaos of doing sales number engagement is the piece often seen left alone especially when the sales force is outsourced. Engagement activities not necessarily have to be cost intensive – there are many cost effective means to engage a sales force on regular basis.

Lets look at few critical elements that drive engagement within a outsource sales team along with cost effective activities to address these elements -

  1. Smooth On-boarding : Making the outsource sales team part of the bigger organisation
    • One day session to on-board the team on all the internal processes such as  HR & Admin, Finance, IT. They should be shared the relevant contact information for all the functions to raise their query along with escalation matrix
    • Proper introduction of new member to the colleagues through proper means of communication e.g. an EDM, watsapp group, Weekly/Monthly meeting etc.
  2. Regular Communication: Making the outsource sales team feel they are heard for any kind query/issue/suggestion
    • Monthly structured con-call by the program team with the field team which gives them a platform to voice out any suggestion/concern
    • Periodic market visit by the program team to meet the team on field- again a platform for the team to voice out any suggestion/concern
    • It is important to address all the suggestions/concerns and conclude in a timely manner so that the sales team on the field trust the process of regular communication
  3. Rewards & Recognition: Making the outsource sales team motivated through proper rewards & recognition
    • Monthly/Quarterly leaderboard highlighting the top performers and same should be circulated to the entire team using all kinds of communication mediums- emails, monthly con-call, watsapp groups etc.
    • These top-performers should be given a certificate of appreciation signed by the Leadership team and also these certificates should be handed over in person in forum like weekly/monthly/quarterly meets
    • It is also important for leadership team of principle organisation to address the field team through – Video message/quarterly meets/annual meets/conference call etc. talking about overall business, future plans, new initiatives etc. so that the team feel aligned to overall business objective
  4. Festival Greetings : Making the outsource sales team feel part of the community
    • Festival calendar to be devised for the year and structured festive wishes for all the festivals should be circulated . Cost effective gift hampers can also be distributed for the region wise major festivals
    • Personalised communication of work anniversaries, birthdays should be circulated
  5. Employee Satisfaction Survey: Making the outsource sales team to express their feedback/concern
    • Quarterly/Bi-annually Employee Satisfaction Survey should be run to understand overall satisfaction level of the team while working in the defined roles
    • Survey results to be used in a constructive way to better the lives of the sales force.
    • An anonymous survey is always recommended 

An engagement activity planner should be made on the above discussed points and followed diligently to create an engaged eco-system of outsource sales force.

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Topics: Sales Staffing & Management

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