When developing a go-to-market strategy, firms usually seek marketing support to connect with target buyers through things like blog posts, case studies, and buyer guides.
While marketing is crucial to achieving product market fit, you must also invest in sales support.
Let’s examine the benefits and drawbacks of three main sales force strategies that companies use to execute go-to-market and start generating revenue: hiring an in-house sales team, partnering with local sales representatives, and outsourcing to a hybrid sales force.
Hiring an In-House Sales Team
Hiring an in-house sales team can be a great option if you have the resources to invest in training and development. However, it can also be a risky proposition.
In-house sales teams are often less experienced than their outsourced counterparts and can be more expensive to maintain. Cost and experience are both crucial concerns for businesses preparing to obtain qualified meetings and close deals from a new territory.
Pros of In-House:
- Higher employee engagement because of the team environment.
- In-house or salaried employees may be vested more in the company and its success.
- More control over non-competes, confidentiality agreements, and intellectual property.
Cons of In-House:
- Requires significant funding to hire and train talent.
- Difficult for sales leaders to find the time to train and mentor.
- Can be difficult to retain top talent, especially during the Great Resignation.
- Longer ramp up period for talent and revenue process creation
Partnering with Remote Sales Representatives
Partnering with remote sales experts is another way companies can start generating revenue and execute their go-to-market strategy.
These representatives often already have established relationships with prospects due to their business development experience keenly understand the industry market's culture and customs. However, there are other factors to consider, too.
Pros of Remote:
- Intimate understanding of the local market
- Already has a business network they can turn to
- Access to a skilled workforce
Cons of Remote:
- Difficulty digesting company culture and value proposition
- Fulfill pipeline for contractor to manage
- Hard to source sales talent with experience in the new territory
Outsourcing to a Hybrid Sales Force
Outsourcing to an extended sales team is often the best option for businesses that plan to generate revenue from a new market.
Hybrid sales teams are more likely to have the vast experience and niche expertise your company needs to succeed in new markets. They typically go beyond cold calling to offer a strategic approach from go-to-market, contact list generation, prospecting, setting up appointments and closing deals allowing you to build a repeatable revenue framework.
Additionally, extended sales teams are more flexible than in-house sales teams or local representatives, making them a good choice for businesses that need to generate qualified leads, scale quickly through go-to-market.
With an in-house team, you're also locked into a certain number of employees that may not be able to keep up with the demands of a rapidly growing business.
Local sales reps are also bound by their territory. On the other hand, a hybrid sales force leverages a global talent pool so you can have skilled reps working remotely in diverse markets. Plus, you don’t have to worry about training or HR complexities.
Purple Sales Can Help You Execute Your Go-To-Market Strategy
Purple Sales is a remote, hybrid sales force that uses a proven and strategic sales approach that helps our clients:
- Codesign robust go-to-market
- Increase conversions
- Adapting the value proposition to the target market
- Obtain meetings with the right target audience
- Implementing best sales practices
- Lower the risk of investment
- Reduce acquisition costs
We empower B2B tech companies to target multiple different industries within the same territory, test and optimize the value proposition until it resonates within the new market, and obtain qualified discussions, converting them into opportunities so they can start to generate increased revenue.
Contact us to learn how we can assist with your go-to-market strategy.
