How Companies Can Leverage Outsourced SDR Firms
If you’ve been thinking about the best way to put together your own sales development team but you aren’t sure where to start, you are certainly not alone. You might be thinking of outsourcing your SDR, but fearful of giving up control of any part of your company. Here are a few different ways in which you can leverage outsourced SDR firms to your advantage without ever truly giving up control of anything.
There’s Less Turnover
If you put together your very own SDR team, there’s a really good chance you’re going to have a hard time getting people to stick around. A 2018 report by The Bridge Group found that SDR turnover rates in 2018 were 39%. If you’re really pushing your SDRs, then you can imagine how much higher that number might climb. With the constant turnover, you’re going to find yourself training new SDRs far too frequently, which takes you away from other tasks. Outsourcing your SDR team is by far the best way to avoid this. These firms vet and screen their candidates carefully, and they specialize in hiring and retaining SDRs specifically.
It Takes a Long Time to See a Return on an SDR Investment
Let’s say you decide to hire and train your own SDRs despite the high turnover rate. You put in a ton of money to build the perfect team. What’s next? The same 2018 report mentioned above found that when it comes to SDRs, it takes just about 10 weeks for an SDR to reach full productivity once they are hired. That’s more than three months. Those SDRs are only likely to stick around for a year or so before they move on, too. All translated, it’s going to take a while for you to see any kind of real return on your investment, and in the meantime, it will be a constant struggle. When you leverage an outsourced SDR firm, it’s instant full productivity without all the hassle.
Your Salespeople Won’t be Stretched Too Thin
It takes an incredibly special and exceptionally talented group of people to skillfully close a sale. In fact, in most B2B sales-oriented businesses, the closing team is by far the most important asset you have. If you’re asking your highly-paid, highly-skilled, and highly-valued closer team to cold-call leads, they aren’t going to be particularly good at it, and it’s going to be a drastic waste of talent. Leveraging outsourced SDR firms to tackle the sales development side of things lets your closers do what they do best – close the sales and make the money.
Outsourcing is Flexible
Finally, one of the most important reasons of all to consider outsourcing your SDR team is the flexibility it provides. This is especially important if your business is a startup or if you’re shifting the way you approach the industry. Let’s say that you want to add something to your company that it doesn’t already have, such as a team that exclusively sets appointments with high-profile, high-revenue leads, but you aren’t sure if it’s really necessary so you don’t want to go to all the trouble to advertise, recruit, and hire someone only to discover it isn’t what you needed. You can outsource an appointment setting team temporarily to see if it works for you, and if not, you don’t have to continue with that service.
Whether you’re not sure that you need a separate SDR team or you’re on the fence about hiring versus outsourcing, it’s important to consider not only the benefit that a dedicated team of SDRs can bring to your business, but also the benefits afforded to your company by outsourcing. It just makes things simpler for everyone, it reduces costs, and it gives your sales team the ability to keep their focus where it should be – on sales.