Outsourcing sales staffing business is a common phenomenon across brands due to its different advantages. Important point for brands to understand and evaluate is the extent of outsourcing. Without clear objectives of outsourcing sales force, the entire purpose might get defeated.
The two models of outsourcing sales force which are predominantly prevailing are – payroll management & sales operation management. Let us look at the different aspects of both model and how both models are different from each other.
Payroll management – in this case the scope of work is limited to recruitment and processing the payment - salary, incentive & claim.
Sales operation management – in this case the scope of work gets extended to employee life cycle management, field operation management, extensive reporting & insights, reviews etc. In this case, the agency becomes an extended sales arm of the brand and team up with brand to realise brand’s strategic vision.
Let’s look at the following comparison table to have detail understanding of different activities and their applicability to scope of work of payroll and sales operation management:
Activities |
Sub-activities |
Sales operation management |
Pay-roll management |
Recruitment & On-boarding |
Recruitment Coordination |
Yes |
Yes |
Documentation |
Yes |
Yes |
|
Induction |
Yes |
Yes |
|
Employee life cycle management |
Issue resolution - Pay-out related |
Yes |
Yes |
Issue resolution - Operation related |
Yes |
No |
|
Training management |
Yes |
No |
|
Claim management |
Yes |
Yes |
|
Uniform & asset management |
Yes |
No |
|
Performance insights |
Yes |
No |
|
Pay-roll management |
Yes |
Yes |
|
Exit management |
Yes |
No |
|
Attrition management |
Yes |
No |
|
Event coordination |
Yes |
No |
|
Performance management |
No |
No |
|
Communication management |
Yes |
No |
|
Compliance management |
Yes |
Yes |
|
Field Operation Management |
Field discipline & operation management |
Yes |
No |
Reporting |
Recruitment reporting |
Yes |
Yes |
Operational reporting |
Yes |
No |
|
Reviews |
Recruitment review |
Yes |
Yes |
Operation review |
Yes |
No |
It is imperative that there is vast difference in payroll management & sales operation management and choosing the right model of outsourcing is a strategic decision and should be taken right for overall success of activity of outsourcing.
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