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How to keep your team of in-house SDRs while adding new sales expertise at a low cost

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It’s hard to start your own team of high-functioning and successful sales development representatives (SDRs).

Plenty of B2B software businesses, including startups, are choosing to outsource their SDR teams to avoid the upfront costs of hiring, training and equipping a sales team. Overhead costs of building an entire in-house team from scratch are a big investment, and without any guarantee that employees will equal sales. Read more about what we have to say about building your own team from the ground up here. 

With the rate of employee turnover being at an all-time high, you also need to worry about keeping your team once you have them. 

You put a lot of resources into training experts in your business, and you don’t want to lose them – which means you don’t want to burn them out by overworking them, even when the drive to get more sales is high. 

You may be thinking of the new markets you could expand into, the new prospects you want to explore, the new leads you could be generating if you had just a little more people-power to branch out.

Is there a solution? 

Yes there is! Hire some outsourced SDRs to augment your sales team.

In this article we’ll walk you through the process of augmenting your sales team from consideration to conclusion.

Is it worth it to augment your in-house sales team with outsourced SDRs?

For the most part, the answer is yes. 

Adding outsourced SDRs on top of your in-house team might seem like a lot to think about, but there are benefits to having both. 

When you outsource your SDRs, you’re not just getting people-power – you’re buying qualified leads. Good ones. Find out more about the sorts of benefits you’re buying when you invest in a good SDR firm here.

Basically, you’re investing in a company who has already assessed the needs of your prospects and can lead them to your software. 

You keep your highly trained internal team of experts who know your customers and your niche buying markets, and you provide them with extra time to close sales by offloading some of the tedious work to your outsourced SDRs.

At the same time, your outsourced SDRs can put their time and energy into expanding the scope of your market, generating and qualifying new leads, and bringing those leads into the pipeline to be converted into sales by your in-house experts. 

Integrating your outsourced SDRs with your internal team of experts 

One of the benefits of having both an internal and external team of experienced SDRs is that they complement one another without getting in each other’s way.

Take a quick look at the ways in which an outsourced SDR team works alongside your in-house team. 

In-House Sales Team

Outsourced Sales Team

  • They will lead strategies and monitor your company’s key performance indicators

 

  • Your team has the inside scoop on your buying niches and have developed relationships with regular customers that they’ll have the time to nurture

     

  • More time to close the sales deals that the outsourced SDRs pass up the pipeline 
  • Will implement the strategies developed by your team

 

  • Will bring with them new lead generation technologies to boost your leads and implement your strategies

     

  • Will use demand and lead generating technologies to bring your potential customers through the sales funnel to your team

Considerations for balancing a mixed in-house and outsourced SDR team

When you build your team, you budget what you need to maintain your in-house team, and how much of a budget you want to put into building your sales with your outsourced staff. We’ve got some more info on this subject here

Outsourcing SDRs is an investment, to be sure. It’s cheaper than building an in-house team from scratch, but that doesn’t mean you should look for the cheapest option. 

Want to take a look at some of the research available that might guide you on your quest for a decent SDR firm? Check out this article.

Who’s going to manage your outsourced SDRs?

Remember that this is a partnership. You’re bringing in a third-party (your SDR outsourcing firm) to hire and train SDRs so that they can be effective, experienced members of a sales team as soon as you need them. This means you also work with your partner to manage the SDRs that are assigned to your company. 

This can be good and bad. 

On one hand, you’ll have less direct control over your outsourced SDRs day-to-day work. 

On the other hand, if you have an issue with productivity or the success of an outsourced sales rep, you have a partner to work with to guide and redirect their work. 

How do I choose the best SDR firm for me?

The most important thing to remember is that the outsourced SDR firms you’re considering follow the same rules as every other business you interact with in your personal life. 

It’s cheaper to shop at the dollar store, but the quality of your product is not going to be as good. The same thing can be said for SDR companies.

Give yourself permission to shop around and explore reviews on various SDR firms before you choose your partner. You want to make sure that the outsourced SDRs are going to fit into your business the way you run it, and you can learn this by demanding a depth of transparency from the very beginning of your relationship.

How do I hire outsourced SDRs?

Let’s take a step sideways. You probably know all about sales reps and how important they are to a company’s growth. You may already know that you can outsource your SDRs from specialized firms. But do you know the step-by-step process of hiring a firm?

  • Shop around. Find a SaaS B2B firm with SDRs to outsource that is going to fit into the way you run your business. Don’t be afraid to look for reviews and referrals from colleagues.
  • Book a meeting. A good SDR firm is going to give you opportunities to talk with their staff without having to sign a contract. Ask questions. Tell them what you need and ask them what they can offer you.
  • Negotiate terms. As with any professional arrangement, there’s going to be a contract. Read it carefully. Tweak the details. You and your SDR partner need to be transparent with one another from the start. How many people will you need, for how much? What is the SDR firm bringing to the table in terms of qualified lead generation? Don’t be shy. Get the details before you make a commitment.
  • Sign your contract. When you’ve satisfied yourself that you are fully aware of the services the firm will offer, and what you’ll need to contribute financially, sign the contract.
  • Start the work. This is the exciting part! Now you’ve hired your team, you know what their strategies are for increasing your sales, and now you get to watch as things unfold. This could be the beginning of a big boost in sales!
  • Track your sales.  Just a friendly reminder – don’t expect to see the rewards all at once. Keep an eye on your sales tracking software and watch as leads become sales. 

What happens when the contract comes to an end?

At the end of your contract, you may find that your strategies have worked, and together you and your mixed team have succeeded in bringing more sales to your business. You may be ready to invest some money into hiring a larger in-house team directly under your management, or you just aren’t interested in continuing the business relationship beyond the contract. 

No problem. At the end of your contract, you can choose not to renew the SDR firm’s services.

Or possibly, you may find that your outsourced team is surpassing your expectations in meeting sales quotas and you have the budget to keep them. 

Again: no problem. You can negotiate an extension or renew your contract with your SDR partners if it suits you. You can even increase the number of SDRs assigned to augmenting your team. 

Want to get the inside scoop on the pros and cons of hiring an SDR partner, without the obligation to hire them? No problem. Talk to our team today.

Looking for feedback from your colleagues about augmenting your sales team? Share this post and get the conversation started. 

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