12.16.2021

Why Outsource SDRs and Sales Executives Instead of Hiring In-house?

The decision to outsource SDRs is becoming increasingly popular due to the challenges that surround hiring, and training, an internal team.

The truth is, qualifying leads is extremely time-consuming and training to pinpoint the right leads is something that can’t simply be learned overnight.

Unfortunately, without qualified leads, B2B companies will struggle to meet their sales goals and time will be wasted gathering unqualified leads that may not benefit from their services.

In other words, a qualified pipeline leads to higher conversions and revenue.

So aside from the time it takes to develop an internal SDR team, there’s a few other compelling reasons to outsource instead of housing an internal lead-gen employee.

1. Outsourcing SDR’s Means The Learning Curve isn’t Steep

When you decide to outsource your SDRs and sales executives, you know what you’re getting: someone who has built a career and business around lead generation.

These are professionals who know the ropes and aren’t afraid of getting their hands dirty. On the other hand, hiring in-house may mean more training, more time spent on learning the company, and more time wasted through trial and error.

When an outsourced SDR comes on board, they hit the ground running. In other words, you’re not paying them to reinvent the wheel, and results are delivered much faster.

2. The Cost Savings of Outsourcing SDRs are Well Worth It

Hiring, and training, an in-house sales team can cost a fortune. As mentioned, the time spent training alone is a risk to take. 

Here’s the thing, when it comes to lead-gen, there’s a high rate of burnout. Which means you’re taking a risk in hiring, and training, someone who may not even be with your company long enough to generate the quality leads you were hoping to gain from the hire. 

In fact, it can take up to four months to train a new employee. And that’s a long time to wait to see a decent ROI. 

Outsourced SDRs are boots on the ground from day one. You know they won’t get sick of the task at hand, because they’ve got the resume and portfolio to prove it. 

3. Even More Money Saved

Did we mention the expense and risk involved in hiring an internal sales team? 

Ok, but don’t forget about the “hidden” costs involved in an in-house sales team. 

We’re talking benefits, software, equipment, and even desk space. So, aside from the paycheck and the training expenses, simply having an employee on board is pricey. 

And remember, they may not make it through all that training before they realize they’re already burnt out. 

Sounds like a high-risk hire. 

Outsourced teams don’t need all those fancy benefits. And most of the time, they’ve got their own office, software, and equipment that’s already tailored to their tasks…and exactly what they need to be successful. 

4. Leave the Sales to The Pro

If you have an in-house salesperson, it’s best to let them do their job…sell. 

Good salespeople are talented, hard to come by, and expensive to keep on board. So if you do already have one of these diamonds in the rough, then they should never waste their time prospecting. 

In fact, qualified leads should be handed over to a salesperson, with a bow, and in theory, ready to sign on the dotted line. 

Wrapping up a warm lead should be a cinch for your salesperson. Giving them qualified leads will not only increase your ROI on lead gen, but it will also motivate your sellers to win more clients. 

 5. The Customer Journey Is Fast-Tracked with Outsourced Sales Executives and SDRs

Because you’re working with professionals, a prospect who enters your pipeline will move much faster through it. 

This means it won’t take as long to convert a prospect because:

  1. Warm prospects have already been qualified and communication can be laser-focused on conversion
  2. Poor leads are removed to prevent muddying the water and wasting the time of closers
  3. Procedures are quickly refined to create an even more streamlined qualification process

Instead of spending months in the pipeline, outsourced sales teams can move leads through a pipeline as if they were turning on a brand new rust-free water faucet. 

6.  Why Reinvent the Wheel With in-house Sales Teams?

There’s nothing wrong with a little DIY strategy, but when it comes to filling a pipeline, why not just save the time and leave the process of lead-gen to the professionals who have proven processes. 

When you outsource through an agency, who has their process cranking like a well-oiled machine, there’s no reason for trial-and-error. 

Agencies build their business around proprietary processes that allow them to find the high level of success they achieve for their partner companies. 

So why waste any time on guesswork? 

Your team, and your closers, should never have to spend time searching for leads, for example. 

An outsourced SDR sales team recognizes chinks in the chains and knows how to quickly pivot by implementing a more refined lead-gen and sales process. 

In short, outsourcing just makes sense financially and is less risky than hiring an in-house SDR because you know they’re professional, and in it for the long haul.

Vito Vishnepolsky
Vito Vishnepolsky
CEO and Founder at Martal Group