The difference between highly successful firms vs. those struggling to grow is a lack of a well-defined process. Many organizations make the mistake of expanding their workforce too quickly, thinking that adding more people will automatically generate more revenue. But without clear direction, team members end up working independently without understanding what works and what doesn't. This makes driving sustainable growth extremely difficult. To maximize revenue generation, businesses need to prioritize establishing a repeatable and scalable outbound process to drive consistent results.
A scalable outbound process is a standard set of steps that your entire team follows when reaching out to prospective candidates and clients. It’s essentially like having a well-defined playbook. This ensures that your team has clear direction each day when they get into the office and know exactly:
This ensure your team is maximizing every opportunity so no prospect is ever left behind. Being able to do all of this in one organized workflow that’s very frictionless and takes almost no effort fuels a highly effective GTM and Recruitment motion for businesses who spend a lot of time ‘hunting’ for new talent and clients.
A successful scalable outreach process must consist of the following:
What are the benefits of a scalable outreach process?
Having a ‘by the book’ outreach process that your team can leverage every day to engage with prospective candidates/clients is absolutely essential, as it relates to creating a predictable pipeline and revenue growth. This also helps improve the overall bottom line as 75% of a company's largest expense is on headcount. Other benefits include:
Working for an organization that has an outreach process that’s streamlined and has a history of working will make the team more willing to put it into practice, as it directly impacts their take-home. They know that if they follow this process they can expect X in return. If done right, it not only attracts top talent from other firms, but makes it easier to retain it as well.
It’s extremely difficult to scale without having a repeatable/scalable outbound process in place. Dialling this in needs to be a priority. For teams that are already quite large, being able to track the metrics behind each of your reps/recruiters’ outreach process is huge as you can start to make sense of the most effective cadence, the highest converting channels, and what messaging seems to be resonating within your industry. Compiling all of this into a process so you can uplift the existing team to reach the top performers makes it much easier to scale in the most profitable and predictable way.
With everyone on the team following the same standard set of steps (just slightly tweaking certain things here and there to get marginal gains), you will begin to see the results of these outputs. Easily identify how much new business is coming from that specific cadence and track how many new candidates were added to the pool, whether you reduced time to hire now that you have ample time to focus on these relationships. All in all, how many meetings did you book both on the candidate and client side and how much of that turned into actual pipeline or revenue?
Having a highly developed outreach process in place aligns teams, increases individual performance and drives more revenue:
- 86% of recruiters achieve their quota when their employer incorporates a best-in-class outreach process
- Organizations that have an embedded outbound process achieve a 51% conversion rate in their forecasted opportunities
- 77% of organizations with an effective outreach process see a 7-21% increase in revenue
Embedding an outreach process that’s really personalized, makes it easy for the team to leverage every channel (LN, SMS, email, phone, etc.) and automates follow-ups is what will lead to an impressive growth trajectory for your firm. To hone in on a process, it’s important to get everyone's business development and headhunting activity into a platform where you can begin to see what’s working and what isn't. Once you get a process in place that you feel good about, that’s when you can begin to truly accelerate in the most effective and profitable way.
If you'd like to learn more about maximizing revenue generation using a scalable outbound process, get in touch with Jay by emailing jay.garside@sourcewhale.com.