Will You Save By Hiring Inside Sales For Marketing IT?

istock_000008302325xsmall1There are a lot of computer business owners that are considering telemarketing for generating sales leads.  However, many times when they discover the cost for hiring a high quality IT call center that specializes in marketing technology, they automatically begin looking for alternative ways to lower the cost.  The first knee jerk reaction that most tech providers have is to consider bringing telemarketing in-house by hiring an inside sales person for marketing IT.  While it might look like a cheaper alternative at first blush, can you really achieve the same results at a much lower cost by hiring cold callers internally? Let’s take a real look by examining the first hurdle you would encounter if you decided to go down this path, finding an agent in your job market!

Get Ready To Become A Hiring Manager If You Decide To Hire Inside Sales for Marketing IT!

Many times when people talk about doing something they fail to actually think it through and carry the thought out to it’s logical conclusion.  I wanted to attempt to paint the most realistic picture possible so that computer consultants can see how it might unfold before having to learn by trial and error.  When I’m told by a prospect that is considering our IT lead generation services that they will just hire an inside sales person instead, I always ask them who they will hire?  This is just an attempt to highlight that while we have a team in place ready to start,  this alternative begins with having to ‘find’ an agent.  Some key points to consider is that the search of the job market to find a good telemarketer is not always successful.  In addition there is a lot of lost productivity and opportunity cost associated with searching for the right person.

Some of the things that you need to visualize would be counting the time it takes writing the ads to recruit someone, interviewing them and deciding who to hire.  The biggest thing to realize is that this is a high turnover business.  Keep in mind that if you have any illusions that this will be a one time venture and that you’ll have someone in place to conduct your IT services marketing  for some some time in the future then that could be the complete opposite from what you might actually experience.  More than likely you will end up taking months to find “the right person” and then find your self in the lurch and having to conduct a new search just weeks or months later.

The problem is that if you don’t have a hiring manager that can embrace the turnover factor and gear up to always be hiring, then you won’t be able to have a consistent managed services marketing effort.  All the down time searching and rehiring people will mean that you won’t be able to keep your technology sales leads pipeline full!

When you consider the time you will spend conducting the search and how much longer it will take to actually get someone dialing for dollars, then hiring an inside sales person for marketing it services might not be the better choice for most value added resellers.


John Black is the Marketing Director at MSP Telemarketing and has over 10 years experience marketing for IT providers and VAR marketing to help them get more IT leads that turn into IT sales.