How to Implement Sales as a Service: A Step-by-Step Guide

Managing a sales team has a huge impact on your entire business budget. 

The expense of hiring and maintaining a sales team, meeting the costs of their sales process, keeping a budget aside for their resource allocation, and many other expenses related to sales management. 

Organizations are always looking to optimize their operations cost-effectively. In such a scenario, the sales management needs a cost-effective and efficient solution that helps attain the company objectives without taking a toll on the company budget. 

Outsourcing sales functions is an ideal solution in such a situation. 

In this article we will explore sales as a service, the step-by-step guide to implementing Saas into your operations, and the benefits it offers to your operations.

So scroll down for more.

What is Sales as a Service

Sales as a Service is a business model that involves outsourcing sales-related functions to a third-party service provider. It helps companies streamline their sales processes, increase efficiency, and focus on their core competencies while leveraging the expertise of specialized sales professionals. This approach of sales planning aims to achieve organizational growth and employee satisfaction.

In a sales as a sales-as-a-service example, a company typically hires an external service provider to handle various aspects of the sales cycle. This can include lead generation, prospecting, customer acquisition, and even ongoing customer relationship management. The service provider may use its own sales team, technology, and processes to execute these functions on behalf of the client.

A step-by-step guide to implementing Sales as a Service 

Implementing Sales as a Service in your company involves careful planning, collaboration, and strategic decision-making, with a keen focus on aligning with industry-specific sales terminology to ensure effective communication and seamless integration.. Here is a step-by-step guide to effectively implementing Sales as a Service in your organization:

1. Define Your Objectives

Clearly outline your business objectives and what you aim to achieve by integrating Sales as a Service into your business operations. These objectives include increasing revenue, expanding into new markets, or optimizing sales processes. Creating this sales framework and setting well-defined goals will ensure effective implementation.

2. Assess Your Sales Needs

Conduct a thorough sales evaluation process. This helps identify the areas that can benefit from outsourcing while integrating effective sales collaboration strategies. This could include lead generation, prospecting, customer acquisition, or ongoing customer relationship management. Having clarity on what your needs are and what outcome you expect to achieve ensures the fulfillment of these sales requirements. 

3. Select a SaaS Provider

Selecting the perfect Saas provider that suits your needs and requirements is a crucial step towards successful implementation. Conduct thorough research to identify potential Sales as a Service providers who have expertise, track record, technology stack, scalability, and client testimonials. Care must be taken to choose a provider that aligns with your industry, business model, and goals.

4. Establish Key Performance Indicators

Incorporation of any tool into your business operations must be followed by drawing metrics to evaluate its effectiveness. While implementing sales as a service, define measurable KPIs that will be used to evaluate the success of its implementation. The metrics include conversion rates, lead quality, customer acquisition cost, revenue growth, etc.

Additionally, utilizing a sales commission calculator can help track and analyze the impact of the sales as a service model on individual and team performance, providing valuable insights for further refinement.

5. Create a Collaborative Environment

Building a collaborative environment where the internal team and the outsourced service have a streamlined operational channel is crucial in a Saas setup. This includes a common communication channel, reporting structures, and seamless interaction of technology and systems of both parties to ensure an efficient exchange of data and other information.

6. Training and Onboarding

Sales as a service comes with its own set of expertise and clarity on what to do. This means that the internal team must be provided with the necessary training regarding the new collaboration and processes. It ensures that everyone understands their roles and responsibilities in the context of the Sales as a Service model.

Additionally, a thorough understanding of sales team roles and responsibilities is crucial for seamless integration and optimal performance within this innovative approach.

7. Monitor and Evaluate

Organizations must ethically and continuously monitor the performance of the Sales as a Service model against the established KPIs to ensure its effectiveness. Based on both performance metrics and ethical considerations, companies must refine their Sales as a Service strategy, adjust resource allocation, or make changes to the partnership agreement to ensure the desired result is gained while upholding ethics in sales.

Building a step-by-step process for your Sales as a Service improves your sales strategy roadmap and helps maximize the benefits of outsourcing sales functions while aligning with your business objectives.

For further reading, check A Guide to Optimising Sales Performance for the Sales Process. 

What are the benefits of Sales as a service? 

Sales as a Service offers several benefits to businesses looking to streamline their sales processes, enhance efficiency, and focus on core competencies. Here are some key advantages:

1. Focus on Core Competencies

Incorporating sales as a service and outsourcing sales functions helps businesses to concentrate on their core competencies and strategic objectives. It ensures increased innovation and efficiency in areas where the company excels while not being overburdened about sales and profit.

2. Access to Expertise

Sales as a service providers specialize in specific industries or types of sales. Outsourcing these experts to be a part of your sales operations helps businesses leverage their knowledge, skills, and experience for more effective sales strategies, growth, and success. To enhance motivation and performance, consider implementing sales incentives examples, such as commission structures, bonuses, or recognition programs, tailored to align with the goals of your collaborative sales team.

3. Cost Efficiency

Sales as a Service is more cost-effective than maintaining an in-house sales team. While outsourcing the sales functions, companies must pay for the specific sales services they need while avoiding the overhead costs associated with hiring and training a full-time team. This approach is particularly advantageous for SMB Sales and marketing, allowing smaller businesses to access professional sales expertise without the burden of extensive internal infrastructure.

4. Scalability

SaaS allows businesses to scale their sales efforts based on the market demand. In addition, SaaS providers are more adaptable to market changes and shifts in business strategies. This flexibility helps companies during peak seasons, product launches, or when entering new markets.

5. Wider Customer Reach

Outsourcing sales functions helps recruit sales reps from all across the globe. It empowers companies to widen their customer reach and enhance their global presence. Businesses can expand their market reach without the challenges of establishing offices in multiple locations.

By incorporating commission-based sales reps into the global sales force, organizations can incentivize performance and drive results, creating a dynamic and motivated sales team on a global scale.

By leveraging these benefits, businesses can optimize their sales processes, increase revenue, and stay competitive in dynamic markets. 

For further reading, check How to Implement MEDDIC Sales in Your Existing Sales Process. 

Enhance Customer Experience with Sales as a Service

A world where sales isn't just about closing deals, but about building lasting relationships. That's the idea behind "Sales as a Service." It's a customer-centric approach that focuses on providing value and support throughout the entire customer journey. Sales as a Service is about treating customers like partners and building relationships that last.

How does it work?

✔️Personalized Service

Instead of treating customers as numbers, Sales as a Service focuses on understanding their unique needs and providing tailored solutions.

✔️Proactive Support

Instead of waiting for customers to reach out, the Sales as a Service team proactively anticipates their needs and offers assistance.

✔️Continuous Value

Sales isn't just about the initial sale; it's about providing ongoing value and support to ensure customer satisfaction.

✔️Data-Driven Insights

By leveraging data, Sales as a Service team can identify trends and opportunities to improve the customer experience.

A real-world example of How Sales-as a service can be executed successfully!

Slack, the popular team communication platform, has implemented a robust Customer Success program that is focused on helping customers get the most out of their investment.

Key elements of Slack's Customer Success program include:

Customer Success Managers (CSMs)

Slack assigns CSMs to large enterprise customers to provide dedicated support and guidance. These CSMs work closely with customers to understand their unique needs and help them achieve their business goals.

Onboarding and Training

Slack offers comprehensive onboarding and training programs to ensure that customers are equipped to use the platform effectively. This includes both self-paced training resources and live workshops.

Success Plans

CSMs work with customers to develop customized success plans that outline specific goals and metrics for measuring success. These plans are regularly reviewed and updated to ensure alignment with the customer's evolving needs.

Proactive Support

Slack's CSMs proactively monitor customer usage and identify potential issues before they become problems. They also provide guidance on best practices and offer recommendations for improving efficiency and productivity.

Community Engagement

Slack fosters a strong community of users through events, forums, and online resources. This community provides a valuable platform for customers to connect, share best practices, and learn from each other.

Slack's Customer Success program has been instrumental in driving customer satisfaction and retention. By providing dedicated support, tailored guidance, and a strong community, Slack has established itself as a trusted partner for businesses of all sizes.

Concluding Thoughts

Choosing ways of operations that remove the burden of managing multiple responsibilities and ease the operations must be sought after by companies. 

With options like sales as a service, which removes the burden of a major part of the business operations, companies can focus on their core areas and innovations time and cost-effectively. 

Conveying with clarity what they strive to achieve out of this collaboration helps both parties (the company and the sales associate vs sales executive) to streamline their operations and strategize efficiently toward the successful fulfillment of their desired results.  

It also helps align the sales goals with the larger company objectives. A systematic and structured approach to incorporating sales as a service helps organizations make the best out of the partnership. 

That being said, it does not mean there are no disadvantages to sales. For the next read, check out the Advantages and Disadvantages of Sales Concepts.

To read more about sales-related topics, connect with Kennect. For more information, Book  A Demo Now!