When to hire another salesperson and when to hire an Inbound agency?

As 2019 progresses, many companies worldwide are beginning to plan an Inbound strategy for the first time. Identifying your objectives for the new program and thinking about how to achieve them is essential. For CEOs looking to increase revenue in the coming year, this could mean taking several actions, but the two most common paths are increasing marketing efforts and expanding sales efforts.

Naturally, hiring a salesperson is often seen as the most direct route to increasing company profits and meeting new revenue goals. However, increasing both the number and quality of leads generated through marketing can be just as effective if not more efficient in achieving those objectives and launching a strong Inbound program. Traditional marketing tactics are being replaced by Inbound Marketing programs across industries, and the B2B buyer's journey has significantly evolved to keep up with today's online purchasing behavior.

To help weigh the options of whether to hire another salesperson or strengthen your marketing efforts with the help of an Inbound agency, there are several key factors to consider:

When Hiring an Inbound Agency Makes Sense

As mentioned earlier, if you want to increase the number of sales your company makes next year, hiring another salesperson may seem like the most logical way to boost revenue and reach your goals. However, if you feel that potential prospects are being left behind, hiring a marketing agency can help improve your program and drive your company's sales in various ways.

When Hiring an Inbound Marketing Agency Is the Most Logical Step

While hiring a new salesperson can help manage an overflow of potential leads, if the quantity and quality of your leads have declined and you're looking to hire a salesperson to generate more connections, it may be time to reassess your strategy another salesperson might not be what you actually need. If you haven’t yet adopted an Inbound Marketing strategy, hiring an agency to help launch one from scratch (or improve your existing internal strategy) can significantly boost your company’s sales in many ways.

First, a true marketing plan involves establishing a Service Level Agreement (SLA) between your sales and marketing teams to align them toward revenue goals.

Often, there is a communication gap between these two teams once leads are filtered, and setting up an SLA will help both departments better understand each other’s needs—as well as those of your prospects. An SLA ensures that leads are properly qualified and nurtured before they are contacted by the sales team, while the marketing team keeps sales informed about each prospect’s needs, concerns, and past interactions. In fact, sales teams provide crucial feedback to marketing regarding lead pain points and the reasons deals are won or lost. With a clear view of the number of leads in your database and constant communication between departments, you will be better equipped to identify, nurture, and close more sales.

Beyond establishing an SLA between marketing and sales, an Inbound program also focuses on optimizing your website for lead conversions and automating lead nurturing once prospects download content and engage with conversion activities. This not only saves your marketing and sales teams valuable time but also enhances the experience for each prospect by tailoring interactions based on their specific qualifications.

At the end of the day, it all comes down to putting yourself in your prospects' shoes and determining the most effective approach. You likely already have the tools and sales representatives needed to convert your existing leads, but your lead generation and management strategy may need an upgrade. Inbound Marketing enables you to create the personalized strategy that B2B buyers are seeking in 2019-2020, all in a highly measurable and transparent way. You can use the data that Inbound provides to enhance your sales and marketing efforts at an average cost per lead that is significantly better than traditional tactics.

If you’d like more information on how Inbound Marketing can help your company reach and exceed your goals, contact us.