How to Close More Sales Using Outsourced Business Development Reps (BDRs)

Understanding the roles of everyone on the sales team is important. Being able to discern which roles need to be filled internally and which you can outsource is essential. Not only can it save money, but it can help you save a lot of effort and resources while getting things done more efficiently and in many cases, with better outcomes. 

Outsourcing exists because it works. Several parts of the sales team and sales process can be outsourced, but you’ve got to do it right. That includes if you choose to outsource your business development reps (BDRs). Here’s what you need to know.

The role of business development reps 

The modern sales team has so many more roles than just salespeople and managers. There are people involved in every step of the customer journey, from cultivating the business and facilitating the leads to converting the sales and closing the deals. Business development reps play an especially important role in any sales team. 

BDRs are responsible for prospecting and developing new relationships with clients and potential leads. They are also responsible for closing deals, but they typically won’t work with existing customers—your account executives (AEs) will handle them. BDRs are essential to the new business cultivation for your company and they can be a valuable asset whether you hire them or outsource them. 

Business development reps are much more focused on new business and prospecting than sales development reps, who focus more on the closing of the deals. You might even have them focused on driving new lines of business or new target markets instead of focusing on the same sales goals as everyone else. 

The benefits of outsourcing 

Having BDRs in-house can be helpful, but for some companies, it can get expensive. There are already so many people on the sales team. Unfortunately, you need them all. The secret, of course, comes in choosing how to best source them. Outsourcing BDRs and others to help with outreach will help you in several ways:

• Cut costs by not paying salaries, benefits, onboarding costs, etc. This is helpful for startups and small businesses, as well as for those who only need seasonal BDRs for their operations. 

• Access to experts who have premium sales training without having to provide said training. Again, this saves money. It also saves valuable time and effort for everyone, which means you can all focus on the sales funnel. 

• Increased efficiency, thanks to a team of experienced workers who work like a well-oiled machine, utilizing the latest technology, tools, and methods to get results. 

• Increased flexibility, because you can scale up and down as needed, get as many BDRs as you require, and change things as you need them. If things get busy, you can get more help. If things slow down, you can reduce the outsourced services. 

Some companies worry about losing control of the process by outsourcing, but the fact is that you are always going to lose a little control in business. If it’s with in-house reps, you have to train them and invest the money. If you outsource, you can give the control to experts that are more affordable and experienced. 

Tips for success with BDRs

When you outsource, you’ll have a little less control over things like the training and development of your BDRs. That’s why it’s important to choose the right partners (more on that in a minute). However, when you do outsource, there are some general tips that you can keep in mind to help you make the most of their efforts. 

• Create a sense of camaraderie within the team, even if you’re outsourcing. Make sure that your sales team is comfortable with the BDRs and that communication is open and frequent. 

• Come up with a coaching strategy that helps integrate your team with the outsourced BDRs. They’ll have their own coaching and training in place, so you can meet in the middle. 

• Make sure that you separate the roles and responsibilities of BDRs, SDRs, and others on the team so that everyone has a job and can work as part of a well-oiled machine. 

Now that we’ve covered a few tips for success when working with business development reps, let’s talk about how to choose your outsourcing partner. 

How to choose your partners 

When it comes to outsourcing, just as with hiring, you want to make sure that you get the best. To do that, research is required first and foremost. Get to know the companies offering outsourced business development reps. Find out what kind of training they offer, what sales methods they use or encourage, and other details that will help you determine if there’s a good fit. 

The best way to find the right people is to define the goals that you have for outsourcing. Then, you can compare those goals to the plans and services offered by the different companies that you reach out to along the way. This will also help you have a better system in place for outsourcing overall, making business operations run more smoothly across the board. 

Ask for testimonials, references, and reviews. Find out what others think about the services before you commit. That way, you’ll have a better idea of what you’re getting and peace of mind in your decision. Finally, make sure that pricing is transparent and can be customized to your needs. With these things in mind, it should be easy to create the perfect outsourcing partnerships with BDRs, or anyone you choose to hire. 

Partner with Smith.ai for even more outsourced support 

While you’re busy running your business, Smith.ai is here to handle all the details. For starters, our virtual receptionists can act as your 24/7 answering service so that you never miss an opportunity. Plus, we’ll work with you to create a custom strategy that includes support for appointment scheduling, lead intake, and even your outreach campaigns. 

To learn more, schedule a consultation or reach out to hello@smith.ai. 

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