OasisLMS

Duration: 44 mins Learning objective: Understand the factors which make the outsourcing of sales activities a success and have the right insight when making resourcing decisions.

All Sales professionals

As sales professionals, we see selling as a core activity in the firm, with ourselves as brand ambassadors to the customers.But does what we do always have to be carried out by engaged and employed staff? The risks of outsourcing sales often make media headlines, but the rewards are underexplored. Most companies do outsource some sales activities. It is common for smaller customers, or even mid-tier, to be managed by third parties or channels. But even with strategic customers, outsourcing partners can play a role. It may be a support service such as message-handling or it could even be providing interim key account managers. This talk explores research about the factors in the make-or-buy decision for sales activities, and provides a platform for attendees to pose "what ifs" about outsourcing to a panel of experts.

What sort of sales activities can be outsourced? What are the driving forces in make-or-buy decisions? What are the practicalities, and how are risks managed?

Two

Beth Rogers is a Visiting Fellow at Cranfield University School of Management and an examiner and lecturer in sales topics at two other universities in Europe. Her doctorate dissertation was on resource decision making in the sales function. She has authored and co-authored articles for academic journals, practitioner magazines and six business books, including the popular “Rethinking Sales Management”. Her new title “The Sales Professional”, the Association of Professional Sales textbook for the L4+ sales apprenticeships, was launched in October 2020 and became an Amazon best seller in its category in the UK. Before her academic career, Beth worked in business development roles in the information technology sector and in a specialist consultancy, working with companies across four continents in a variety of business sectors. Currently, she has a non-executive role in a regional retailer, and coaches and trains for several clients. Panel Members David Floyd, SKF An operational Sales Manager with over 20 years’ experience in selling and managing sales teams. Over the last decade gained a variety of experience leading distribution, service and key account sales teams. Still passionate about selling and surprised myself this year by completing a Masters in Leading Sales Transformation. Greg Turner, Imparta Greg has held operational sales roles selling complex HR and talent related services into global corporate organisations since 1997. For the last 15 years he has focused on helping clients improve their sales effectiveness by providing sales training solutions to global companies such as Dassault Systemes, PA Consulting, Booking.com, Deloitte and Imperial Brands. He holds an MBA with Distinction from Manchester Business School graduating from the full-time programme in 2004. Donald Howieson, SKF Donald is an experienced global business leader, a chartered mechanical engineer and sales professional. At home equally in a small business environment or large corporate. Today I work as a sales enabler supporting sales teams drive business growth and currently having fun studying for an MSc Professional Practice in Leading Sales Transformation. https://www.linkedin.com/in/donaldhowieson/ Kevin Kelly A business owner, specializing in building and developing high performing inside sales and management teams. An experienced sales leader with over 25 years of selling, coaching, and directing teams in outside and inside sales. In previous senior leadership roles, Kevin was responsible for driving a performance culture of success with the development of a clear identity, strong employee engagement and deliberate individual coaching programmes.