Sales development and lead nurturing are the engines that propel your company to high conversion rates. However, sales development has become more complicated because of increasing competition, and customers have more options than ever.
Businesses of all sizes and types are outsourcing sales functions to reach new audiences, decrease risk, and generate leads. By using the capabilities of a dedicated, full-time sales team, an outsourced sales team can revolutionize sales processes, leading to enhanced revenue streams and new customers.
This article will examine how integrating in-house and outsourced sales development can improve efficiency and accelerate business growth.
Sales development typically focuses on the initial sales process stages, and those who work in this area are called sales development reps (SDRs). The main objective of an SDR is to discover, connect, and qualify leads before passing them on to an Account Executive (AE), who focuses on closing the sale.
When it comes to sales development, an important choice for management to decide is whether to build their own in-house sales development team or outsource.
Traditionally, companies hire workers to be part of their sales teams because they want to establish the corporate culture. However, hiring employees can sometimes be more straightforward than hiring contractors.
On the other hand, outsourced sales development is when a company engages with an outsourcing provider to supply them with a sales team. The provider will hire and manage sales reps and provide the sales team with their work equipment.
Organizations that require a large sales development team will quickly realize that recruiting and managing a full-time staff may not be practical for their needs or projected growth, which is when leveraging an outsourced team may be a better option.
Outsourcing SDRs allows your organization access to a dedicated team of reps to bring your product in front of prospects. These SDRs will make initial contact on behalf of the company and get qualified buyers. In addition, this model can help save the company money as the cost to hire outsourced SDRs is significantly less than hiring internal SDRs.
A common practice that many businesses implement is this hybrid model, where a company combines outsourced SDRs with their internal sales team. Outsourced SDRs can focus on top-of-funnel sales by finding and qualifying leads and passing ready-to-buy and engaged prospects to an internal sales rep to continue the discussion and close the deal.
With this option, businesses can make quick adjustments when partnering with an outsourced SDR team, and this is especially appealing for startups still figuring out their sales process.
With offshore outsourcing, you benefit from the outsourced team's knowledge and history, including the track record in the market your company is targeting. As a result, it becomes possible to launch fully resourced sales development initiatives in weeks instead of months, and even years, depending on the size of the enterprise.
Outsourcing to a third party like eFlexervices will help you fill in the gaps as the team development process progresses. eFlex has built and scaled successful sales processes for a variety of businesses.
With more than 21 years of outsourcing experience, eFlexervices can bring much-needed consistency to your sales team and help provide an optimized pool of expertise to draw best practices and tactical advice for your organization.
We encourage you to contact us with any questions or comments you may have.