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 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.
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:
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.
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.
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.
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.
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.