When Should You Outsource Sales Development?
If you want to build a great business, you have to build a great team. You want sales professionals passionate about your product and ready to do whatever it takes to close deals, but it’s not always as easy as you would hope. That’s why many companies choose to outsource sales development.
Not to mention, it’s 2024, and businesses are looking to do more with less. With economic uncertainties, rising operational costs, and the push for hyper-efficiency (hello AI!), companies are outsourcing to access specialized skills and long-term partnerships without the overhead of full-time hires.
Sales outsourcing, in particular, helps companies stay nimble, respond quickly to market changes, and avoid the cost and time burdens of in-house training and technology investments. It’s the perfect way to keep your pipeline full while keeping your expenses lean.
Key Takeaways
- Outsourcing is a proven business strategy that allows companies to expand their reach without expanding their in-house resources.
- Outsourcing also allows companies to save money and time by avoiding the burden of training new hires, and it gives companies access to the skills they need.
- The myth that outsourcing is too expensive has proven false time and time again.
- You have more control over your outsourced sales team than you may initially think.
What is Meant by Outsourced Sales?
Outsourced sales is a business strategy in which companies hire external specialists to handle some or all of their sales processes. The services can include lead generation, prospecting, cold calling, emailing, and setting appointments for their internal sales team. Instead of managing everything in-house, companies partner with sales experts who can hit the ground running fast, driving growth without the overhead of recruiting, training, or managing a full-time sales development team.
Companies that provide outsourced sales development can be called outsourcing companies or SDR-as-a-Service (SDRaaS) providers. These specialized firms are responsible for qualifying leads and creating effective outreach strategies, passing them to your internal team so you can focus on closing deals. For example, RevBoss is an SDR-as-a-service provider that combines AI technology with expert strategy to help you scale your lead gen.
Why Might You Outsource Sales Development?
There are pros and cons of managing sales development. Working with a partner offers several benefits that might not be obvious, such as helping you scale your business and relieving some of the pressure from your existing team. In fact, studies show 79% of companies believe that working with a sales partner has helped them scale faster than planned.
Outsourced sales development allows you the flexibility you need to meet your goals without sacrificing the services provided by a sales team.
If you’re having some difficulty deciding whether outsourcing sales development is worth it for your business, you’ll want to consider these pros and cons:
5 Signs You May Want to Outsource Sales Development for Your Business
Sales development is a learned skill that most companies need to have under the right leadership. It can be a tough role to fill, which is why many consider outsourcing sales development altogether. If you’re still on the fence, then check out these five signs you should outsource sales development:
1. You are Looking for Cost Savings Opportunities
You may not have the budget for a sales team, but that doesn’t mean you should be willing to go without.
In fact, it may be cheaper to outsource your sales development than just to hire someone and assume they’ll do it properly. Additionally, if you’re still a growing brand, then there simply isn’t always enough room in the budget to hire the necessary staff and get them the training they need to get you the results you want.
This is especially true considering the average cost to train a new employee is around $1,286 per hire – not including salary and cost of employee benefits.
Instead of having to take away the time, money, and extra resources needed to find, hire, and train new employees, outsourcing your sales development team could help you save significantly.
You’ll also be able to manage your time and resources better and focus on other more strategic aspects of your business while your outsourced sales development team handles the nitty-gritty of the sales process.
2. You Need Access to the Latest Technology
To effectively build relationships with potential customers and clients, you’ll need to access all the latest marketing tools and technology, like automated email marketing platforms, lead tracking systems, and advanced analytics tools. This is especially true if you’re looking to expand your reach and increase your sales.
Outsourcing sales development allows you to access the latest technology without spending money on expensive software or training. The result is that your sales team will be more equipped to close deals and grow your business.
3. You Need the Expertise Without Having to Train Staff
If you have limited resources, you may not have the time or the money to train your sales development team. That’s why it makes sense to outsource sales development to a company that already has the expertise to get the results you need.
The outsource team has already done all the necessary hiring and training of the ideal professionals you want to work with to do the job for you.
Moreover, when you outsource to the right team, you can rest assured knowing that your sales team has been through the wringer enough times to have experienced what goes into making a deal for your business. This means making connections, setting appointments, and closing deals – allowing you to focus your time and attention on more strategic tasks.
4. You’re Entering a New Market
Outsourcing sales development can be a great idea when breaking into new markets. When entering uncharted territory, you need an experienced team that understands local nuances, buyer behaviors, and how to position your product effectively. An outsourced SDR team gives you instant access to this expertise without hiring and training a whole new department.
With the right partner, you’ll quickly gain traction in new regions by exploring their knowledge of the market landscape, cultural differences, and sales channels. No matter if it’s testing complex buyer personas or testing new outreach strategies, outsourcing lets you scale without the growing pains.
5. You Need Better Access to Data Insights
If you’re looking to grow, then you’ll need to make sure you’re always on top of the latest trends and insights in your given niche. That means your sales team will be well versed in the idea personas that are most likely to buy what you’re selling.
Your outsourced team will be able to mine data from their sales pipeline, and they’ll be able to better understand your customer’s needs and preferences.
Outsourcing sales development also allows you to access the latest data insights without investing in expensive sales reporting software or hiring a full-time data analyst. Instead, the right outsourced team handles everything from data collection to data analysis. That way, you get access to the micro-data that matters most to your brand.
6. You Want to Gain Access to Omnichannel Customer Engagement
Finally, outsourcing sales development allows you to gain access to the latest customer interaction channels.
Outsourcing sales development allows you to take advantage of the best social media, email marketing, and web-based customer engagement channels while your sales team focuses on expanding your existing customer base.
Even better, with a single team working on your sales development, you’re sure to have a consistent customer experience, which is especially important when working with many customers.
Cases for When You Shouldn’t Outsource Sales Development (Just Yet)
While outsourcing sales development offers plenty of benefits, it’s not for everyone – at least not immediately. Here are a few scenarios where you might want to hold off before jumping into an outsourced partnership:
If Your Product-Market Fit Isn’t Clear Yet
Outsourcing might be premature if you’re still straightening out who your ideal customers are and how (or if) your product solves their problems. An external SDR team thrives on clarity, and if your positioning isn’t set, you might waste time and money with an SDR team chasing the wrong leads. And you can’t blame them for it!
If You Don’t Have an Established Sales Process
If your internal sales process is chaotic, adding an external team could worsen things. Outsourcing works best when it’s plugged into a functioning system. Without an established workflow, you risk creating confusion, misalignment, and wasted opportunities.
If You Can’t Keep Up With the Leads
Sometimes, companies outsource too early, not realizing their internal team can’t handle the influx of leads. If you don’t have enough closers or systems to nurture the leads generated by an outsourced SDR team, it’s best to hold off until you’re ready to scale.
If the Outsourced SDR Team Lacks a Solid Feedback System
Outsourcing can result in missed learnings if there isn’t an effective feedback loop between your outsourced SDRs and your internal team. Without proper communication channels, valuable customer insights that could improve your products or services may not return to your business.
How to Choose an Outsourced SDR Company
The right outsourced sales development lets you leverage experienced teams, advanced technology, and efficient processes without draining your internal resources. But how do you find and filter them?
Here are some key factors to consider when narrowing down your options:
Location Matters – Especially for Client Communication
Where your SDR company is located can impact how well it engages with your target audience. Time zones, language, and cultural nuances can all influence how people receive your outreach. If your prospects are primarily based in the US, working with an SDR team located halfway across the world might create delays in communication or misunderstandings in tone and timing.
That’s why it’s essential to consider whether the SDR company’s location aligns with where your prospects are. RevBoss, for example, offers US-based outreach for timely follow-ups and a personal touch that resonates with American buyers.
AI-Driven SDR is Awesome, But People Matter More
Yes, AI-powered tools and automation have revolutionized sales development. However, the people behind the outreach and strategy are just as (if not more) critical. Tools can help you scale, but the team will craft messages that resonate, develop relationships, and give the insights to refine your approach.
At RevBoss, you get the best of both worlds: the efficiency and scale of automated SDR processes combined with the expertise of a US-based team of growth strategists who are just one message away, ready to guide your outreach and optimize your strategy.
They Need to Know Your ICP Inside and Out
It’s one thing to segment your audience by industry, geography, and job title – it’s another to truly understand the nuances of your Ideal Customer Profile (ICP) and buyer persona. A good outsourced SDR company doesn’t stop at basic segmentation. They dig deeper, learning the pain points, behaviors, and buying signals that matter most for your business.
RevBoss stresses the importance of deepening your understanding of your ICP and aligning every touchpoint with the right message at the right time.
Integration with Existing Workflows is Essential
An outsourced SDR team is only as effective as how well they integrate into your sales workflow. If they can’t plug into your CRM or their processes clash with your team’s day-to-day operations, the partnership will hit friction points. Seamless integration ensures that the handoff from SDR to sales happens smoothly and leads don’t fall off the cracks.
RevBoss ensures full integration with your tools and workflows to align the entire sales process. When both teams are on the same page, the dynamic and results are stronger.
Outsource Your Sales Development with RevBoss
If you’re ready to outsource your sales development, then you’re ready to work with RevBoss.
We offer a wide range of services that can help you grow your business, including sales development and strategy.
Curious how RevBoss can help you take your company to the next level? Then contact us today to learn more! We move prospects from “I’ve never heard of you” to “I’m ready to buy” with integrated workflows set up to get the right messages across at the perfect moment.