Sales Consultants - how hiring sales consultants can add value to your business

                                                                                         

Today, companies ranging from start-ups and small businesses to international organisations are turning to sales consultants to support sales growth. The attractiveness of engaging sales consultants, rather than recruiting sales people, often comes down to 5 core issues.

1. Fast access to specialist expertise
2. Adds a fresh perspective
3. Transparent Costs
4. Lower risk of employer obligations
5. Access to the best talent

Fast access to specialist expertise
Hiring sales consultants enables companies to select the specialist expertise that is right for their situation. For example, if a company wanted to enter the UK market, they could engage one or more sales consultants in the UK with the necessary sector expertise to recruit local partners. Sales consultants are usually available to start assignments immediately, providing fast access to attractive sales opportunities without the delays and additional costs of hiring your own people.

Adds a fresh perspective
Sales consultants can bring a much needed fresh perspective to existing management teams. This can be invaluable in restart or turnaround situations or during new ventures when the founding team can be too close to the concept to recognise where changes are necessary.

Transparent Costs
Hiring sales consultants provides organisations with greater budget control when compared with the many hidden costs of employees. True enough, daily rates are typically higher when scaled up to an annual salary. However, when companies consider the additional costs for employees, such as National Insurance, sick pay, holiday pay, admin overheads, equipment costs, etc, sales consultants can be an attractive alternative. For example, in the UK, National insurance currently adds 12.8% to gross salary and statutory sick pay adds a further 8.33%.

Lower risk of employer obligations
As well as cost transparency, hiring sales consultants provides additional benefits through lower employer obligations. For new ventures, such as a new product launch or start-up company, hiring new sales employees brings potential risk of overcapacity and/or replacement costs. Using sales consultants will mitigate these risks as they can work on flexible, results-focused contracts, enabling the company to scale their sales operations appropriate to market response.

Access to the best talent
A common problem faced by many start-ups, small businesses, or companies in a turnaround situation, is the inability to attract the best talent. Sales consultants are experienced sales managers and "heavy hitters" with a strong track-record in their particular sector. They bring immediate expertise with a focus on delivering results. For many small businesses, a good strategy is to access the best talent through hiring sales consultants and then transfer skills to their in-house team at a later date.

For each company at different stages, hiring sales consultants can be an attractive strategy to support sales growth.

From start-ups to international organisations, companies of all sizes are finding that sales consultants provide fast and flexible access the best sales talent without the hidden costs and risk of recruiting, training and managing their own sales people.

About the author:
David Regler is Managing Director of Maine Associates Ltd, UK sales consultants and sales outsourcing consultants providing sales expertise to drive revenue growth.
http://www.maine-associates.co.uk/
http://www.maine-associates.co.uk/sales_consultants.html

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