{"id":13531,"date":"2020-05-04T14:40:13","date_gmt":"2020-05-04T18:40:13","guid":{"rendered":"https:\/\/referralrock.com\/blog\/?p=13531"},"modified":"2023-03-15T15:40:49","modified_gmt":"2023-03-15T19:40:49","slug":"hire-right-outsourced-sales-development-agency","status":"publish","type":"post","link":"https:\/\/referralrock.com\/blog\/hire-right-outsourced-sales-development-agency\/","title":{"rendered":"How to Hire the Right Outsourced Sales Development Agency"},"content":{"rendered":"

Why should you hire an outsourced sales development agency?<\/p>\n

Outsourcing your company\u2019s lead generation \u2013 if done correctly \u2013 can be highly effective in filling your sales funnel and increasing turnover.<\/p>\n

This initial step of attracting potential customers is usually handled by a sales development representative (SDR). With SDRs taking care of lead generation<\/a>, account executives can then focus on closing deals.<\/p>\n

When working with outsourced SDRs, it\u2019s important to be clear on your criteria and desired outcome before committing to a particular vendor. Alternatively, an offshore application development<\/a> team can also lead this process for you, so don\u2019t be afraid to ask for their input.<\/p>\n

In this article, we discuss what to look for in an outsourced sales development agency representative and what specific questions to ask to ensure your chosen vendor is a good fit for your company.<\/p>\n

What is a sales development representative?<\/h2>\n

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An outsourced sales development agency\u2019s role includes outreach<\/a>, prospecting, and identifying qualified leads<\/a>. The aim of an SDR is not to close business, but to connect with as many leads as they can via methods like cold calling<\/a>, while ensuring they\u2019re good potential customers for your business.<\/p>\n

If a lead is determined to be a good fit as it moves through the sales pipeline, the SDR will schedule the next steps with more senior sales reps in your business.<\/p>\n

How much does an in-house SDR cost compared to an outsourced vendor?<\/h2>\n

The financial outlay for an in-house team largely depends on a number of variables, including location and experience. Likewise, the cost of an outsourced vendor can vary depending on the agency\u2019s expertise. When looking at the difference in price, it may be better to consider how inefficiency could cost your business.<\/p>\n

Building an in-house team<\/a>\u00a0of junior sales development reps leaves you vulnerable to an initial low lead efficiency score, which can create major pain points in your growth goals. Outsourced lead generation services, on the other hand, are around 43% more efficient<\/a>. Even if outsourced vendors quote a higher fee, they don\u2019t require extensive training, benefits, or other costs associated with full time employees.<\/p>\n

In many cases, especially where speed is a concern, outsourcing your SDRs can actually reduce risk. By hiring high-quality, dedicated SDRs, your ramp time will shorten and your cash flow will thank you.<\/p>\n

How do I choose the right outsourced SDR service?<\/h2>\n

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The SDR sector is a crowded one, and it can be overwhelming to choose the vendor that\u2019s the right fit for your business. But, to avoid stunting your company\u2019s growth, it\u2019s important to make a decision fast. There are a few key factors to consider which will narrow down your options:<\/p>\n

Cost vs. ability<\/h3>\n

It\u2019s not hard to find sales teams that will sell leads to you, but it\u2019s advisable to avoid basic call centers and newcomers in the market.<\/p>\n

Although it might be tempting to go for the cheapest outsourced sales dedicated development team<\/a>, this option is likely to cost you more in the long run. Not only will you be losing money (matter how cheap it cost), you\u2019ll also be losing out on sales opportunities<\/a>.<\/p>\n

Like most things of quality, the great SDRs won\u2019t be the ones charging the least. But instead of focusing on the initial financial outlay, think more about the value a team of experts will offer.<\/p>\n

Alignment<\/h3>\n

Get to know the capabilities of the SDR you\u2019re considering hiring, and ensure they align with the unique needs of your business.<\/p>\n

For example, are you looking for a vendor to handle your entire sales process, or are you looking to expand into a new area where you\u2019ve previously failed to have success in? Maybe you\u2019re only looking for some help to perfect your sales prospecting process<\/a>\u00a0or identify your ideal customer<\/a>? Ask yourself what outcomes you expect, then ask the SDR how they can deliver.
\nReputation<\/p>\n

Reputation is key when looking to hire an outsourced SDR service. Check the potential vendor\u2019s website and social media presence<\/a>\u00a0for recent reviews and testimonials<\/a>.<\/p>\n

Also, consider the quality of their content: does your potential hire have a blog? Are they active within the B2B space? This can be a great indicator of a sustainable business committed to quality and longevity.<\/p>\n

Key questions for your outsourced sales development agency<\/h2>\n

Not sure what to ask an outsourced sales agency<\/a>? Here are some great questions to help you delve into their credentials:<\/p>\n