Tuesday, July 18, 2006

Buy Sales Consulting Expertise When Needed

Even though there is a cost associated with bringing in outside consultants, there are times when it is necessary. Good consultants can help you take a step back and look at your company differently. There are times in any business when certain expertise does not exist internally. In these cases, going outside to hire a consultant makes sense. It is important, however, to find a consultant or consulting firm that has a strong hands-on background in running a sales organization. They have been through what you go through daily and have made mistakes and learned from them. They can then transfer that knowledge to you, your managers and your sales team. Be careful when hiring consultants. Cheaper is usually not better. There is usually a reason that some consultants fetch big hourly rates. Even with a high hourly rate, they will often have a much bigger impact in less time than someone less experienced charging a lower rate. Don't rely solely on consultants. Learn from them and assimilate what you learn into your day-to-day management activities.

Good Luck & Good Selling!
Russ

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