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In the Transform Sales Podcast #50, Amir Reiter spoke to Mustafa Ali, Co-Founder and CEO of Scalemill, about common mistakes buyers make when looking to outsource sales. Mustafa emphasizes the importance of providing fair compensation to your Sales Agency, identifying your Ideal Customer Profile, and trusting in the Agency’s expertise.
In case you missed it…. these are the highlights
Who are your agency’s best fit customers (as defined by Products they sell and markets they want to sell into)?
Scalemill’s best-fit customers are SaaS companies selling HR products into the United States, Canada, and Western Europe.
What are the Top 3 tips you would give Buyers to increase the probability of achieving the result they want with your agency?
- Provide fair compensation for sales agencies and their reps by using a balanced payment model. Avoid focusing solely on a variable compensation structure with no base salary or expecting agencies to work on a purely commission basis. Instead, invest in a reasonable and balanced payment model, as this ensures you attract quality talent and achieve the results you desire.
“…Outsourcing sales it’s not all about cutting costs; it’s about valuing the services provided and fostering a mutually beneficial relationship that leads to long-term success…”
- Identify your Ideal Customer Profile (ICP) and understand your sweet spot before hiring a Sales Agency. Analyze your data and recognize where you’ve been successful in the past. This information will help your Sales Agency better target potential clients, leading to increased success and a more efficient sales process.
“…Don’t just follow market trends; instead, focus on where your strengths lie for a more effective strategy.”
- Trust your Sales Agency’s expertise, be open to their recommendations, and let them demonstrate their successes with other clients. While familiar tools like Google Sheets may work for smaller-scale projects, adopting more robust tools and processes will be necessary for scaling your sales operations.
“…Embrace your Sales Agency’s guidance, capitalize on their insights for informed decisions, and trust that their aim is to help you attain the best possible results…