Outsourcing sales support often gets a bad rap because people judge the idea before knowing all the outsourcing facts.
Contrary to popular belief, outsourcing lead generation efforts provides many benefits for growing businesses. Many small businesses like the idea of internalizing all their outbound sales development efforts; however, hiring an outsourced partner empowers B2B companies to generate better leads and close more deals.
Join us as we break the myths about outsourcing workflow—specifically when it comes to outsourced sales support.
Myth #1: Sales Outsourcing Is Expensive
One of the most common myths about outsourcing sales support is that it’s expensive. When many business owners initially see the monthly price of outsourced services, they feel overwhelmed and don’t consider the number of components included in this price point. After seeing this initial cost, they often assume it’s more cost effective to do the work in-house.
The Reality
At first glance, the price of outsourcing sales development may seem costly. However, it’s important to consider everything you’d need to pay to run an internal sales development representative (SDR) team.
The average salary of a single SDR is $51,298—and that’s without all the added costs. Before hiring SDRs, it’s essential to consider other additional costs, including:
- Sales tools and technologies
- Hiring a sales manager
- Onboarding and ongoing training
- Sales bonuses and incentives
- Employee benefits packages
- Potential travel expenses
When you consider every sales team member’s salaries and additional overhead costs, running a DIY SDR team can easily cost upwards of six figures each year. And that will only increase as your business continues to expand. Many growing companies outsource their sales teams because it is significantly cheaper than internalizing their sales processes.
Myth #2: Outsourcing Means You Don’t Have Control Over Your Sales Team
As a business owner, it can be challenging to trust an outsourced company, especially when it comes to sales support. Sales development is a vital part of your growth strategy. Without a streamlined sales development process, you risk your business falling through the cracks.
The Reality
Many companies fear outsourcing sales support because they believe it means they don’t have control over their sales teams. However, this couldn’t be further from the truth.
Even though an outsourced SDR team technically works under a lead generation company, business owners still have complete control over SDRs. The role of an outsourced SDR team is to act as an extension of your internal team and provide them with qualified leads.
Outsourced SDR teams are trained to work hand in hand with your company to ensure you get the leads and sales appointments you want. Outsourced sales teams collaborate with clients to explore how they can accelerate their business growth strategy and achieve better sales results.
During monthly results meetings, SDRs ask for feedback on conversations they’ve had with leads in the sales pipeline. If there are tweaks they can make to their pitch, business owners should feel comfortable giving constructive criticism. Without this company-client collaboration, you risk having an unsustainable and unpredictable sales process.
One of the most significant benefits of outsourcing sales support is the program’s scalability. If you want to get more leads for your sales pipeline, the program can be adjusted to help businesses get more sales appointments. However, if the sales development program is generating too many sales meetings, the program can also be scaled back to align with the current state of your internal business operations.
Myth #3: Outsourced SDR Teams Don’t Understand Your Business or Industry
As a business owner, you’re an expert in your industry—you know everything there is to know about your product or service and how it can benefit other companies. Learning your industry took years of training, research, and hard work, which is why your business is successful.
Since it took an immense amount of dedication to become an expert in your industry, how can an outsourced sales development company mirror your level of knowledge and expertise? Furthermore, how can an outsourced SDR team demonstrate how your product or service stands out from the sea of competitors?
The Reality
In the same way you’re an expert in your industry, outsourced SDR teams are experts in theirs. When you collaborate with an outsourced lead generation company, you have access to a team of dedicated sales experts who are ambitious and ready to help your company grow.
To facilitate that growth, outsourced SDRs must know your industry and business model like the back of their hand. When an SDR understands your company, they can effectively pitch your product or service and enhance a potential customer’s experience with your business.
Key Takeaways
We know there are many myths about outsourcing sales support out in the world. However, once people educate themselves about sales outsourcing, they soon realize these preconceived ideas are inaccurate.
Sales outsourcing provides a significant number of benefits for growing businesses. Outsourcing sales development enables companies to:
- Reduce costs and conserve time
- Acquire high-performing sales reps
- Attend high-converting sales meetings
At Abstrakt Marketing Group, our outsourced SDR teams have the sales expertise and industry knowledge to grow your business sustainably. If you need help generating qualified leads for your sales pipeline, contact the sales reps at Abstrakt!
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