Outsourcing Sales

Outsourcing Sales can be done in a variety of ways, including using:

• Manufacturers Reps
• Rep Firm
• Sales Channels
• Outsourced Sales Firm (Using Their Employees)
• Outsourced Sales Management (Using Your Employees)

Gilmore Lewis, LLC happens to provide the last item listed above, Outsourced Sales Management using your employees.

We believe this business model gives our clients the best of both worlds, an outside sales management, but with your employees. Part of the investment is going right back to your firm in the form of better qualified and trained sales people as well as the return on the additional revenue and profitability. When you are ready financially we can help recruit and train our replacement and then transition the work over to them.

Too often companies make the mistake of taking their number one sales person and turning them into a sales manager, requiring them to recruit, train and manage their sales team. What makes a great salesman does not make a great sales manager and in most cases this is just a slow motion train wreck where you lose both your best sales person and end up with a sub optimal sales team.

Our solution provides outsourced sales management where we help recruit, train, and manage your employees. Perhaps you already have some sales people when we meet, in this case we can be a better judge of whether you have the right roles in place, the right incentives, and the right people.

We do this for a living, building and managing first class sales organizations, and training managers to take over when we are both ready to transition. Many smaller firms can't justify the expense of a sales manager, including payroll taxes, healthcare, 401Ks, etc. We are a stop gap of sorts for this very situation that allows you to continue to grow revenue and your sales team without this financial constraint or commitment and without sabotaging yourself by making your number one sales person a manager. We work on retainer so if we are not working out you just don’t hire us for the next month. This way you don’t have an increase in your unemployment tax or legal hassle with letting some manager go who just didn't work out.

The difference between what we are offering, using your employees, is that we are empowering you and your people to continue the process even after we are gone. If you hire a traditional sales outsourcing company all the tribal knowledge gained through on-the-job sales training and experience goes with them when you part ways, or if they go out of business. Their business model is such that they need to justify the existence of their salespeople who may be working for you and possibly other clients. If they lose their other clients for whatever reason that may have a negative impact on your firm. There are situations where their model is better suited, and one of those is if you need to test out a market but don’t want to hire new salespeople or take your people off what they are working on to do so.

We have been working with a West Coast based manufacturer for whom we recruited, trained and manage a team of inside sales reps and even a marketing assistant. These are their employees; we just manage them here in our East Coast Sales Office. You can read more about this here, or if this concept interests you give us a call so we can determine if we may be a good fit for one another.