As sales and marketing strategies become more complex, it’s harder for companies to maintain momentum. Different stages of the sales funnel require specialized expertise and attention, and you may find your sales department can’t fully cover all stages.
A sales development representative (SDR) can help navigate the challenges of the sales process and keep your sales pipeline moving forward. Yet, many companies, small businesses in particular, might not have the resources to hire an in-house SDR professional.
That’s where outsourcing your SDR roles comes in—you can tap into a broader pool of exceptional talent and benefit from data-driven insights, 43% better results in lead generation, and the latest sales technologies without substantial investments.
In this article, we’ll define the role of an outsourced SDR, explore the key factors to consider when selecting the ideal candidate, and discuss the best practices for effectively collaborating with them to maximize your sales success.
What Is an Outsourced SDR?
Outsourced SDRs are sales professionals who are usually managed by a third-party company and work remotely.
SDRs play a crucial role in the sales cycle, bridging the gap between lead generation and the sales efforts of your in-house sales team. Their goal is to identify and qualify prospects, ultimately paving the way for the sales team to convert those prospects into satisfied customers.
They possess strong skills in identifying and prospecting new business opportunities by employing targeted outreach techniques, qualification surveys, and market research strategies to generate outbound and inbound leads.
If a potential lead meets the necessary criteria, SDRs aim to schedule appointments or demos with the appropriate sales representatives or account or sales executives. They coordinate calendars and ensure a smooth transition for the prospect to engage in further discussions with the sales team.
Outsourced SDRs utilize customer relationship management (CRM) systems to streamline their workflow. These tools enable them to track their progress, maintain accurate records of sales activities, and effectively manage the sales pipeline. By leveraging CRM technology, SDRs ensure a systematic approach to lead generation and facilitate better collaboration with internal sales teams, which results in a more efficient sales process and overall profitability.
What Should You Look for in an Outsourced SDR?
When searching for an outsourced sales development representative, it’s crucial to identify the right candidate with the necessary qualities to drive sales success. We outline below six key attributes to consider:
1. Relevant experience
Ensure the outsourced SDR has a strong track record working in your industry and engaging with a similar target market.
An SDR with relevant experience can navigate industry-specific nuances more effectively. They can speak the language of your target customers, understand their unique challenges and pain points, and craft compelling sales pitches to resonate with them. In turn, they can build a strong rapport with qualifying leads, increasing the likelihood of converting them into customers and achieving greater sales success.
2. Strong communication skills
Prioritize candidates with English proficiency and excellent communication, negotiation, and presentation skills. Your sales development representatives serve as the frontline ambassadors of your company, so these skills will enable them to articulate the value proposition of your products or services clearly, connect efficiently with prospects, and successfully set appointments with prospects.
If you’re outsourcing from countries with lower wages, finding candidates with no accent might not be possible, but finding someone with outstanding English skills with a little accent is.
For example, Near’s pre-screened candidates from Latin America (LatAm) possess exceptional English language skills and cultural fluency, allowing them to communicate and connect easily with English-speaking customers. This offers a cost-effective solution compared to hiring SDRs exclusively from the US while maintaining high-quality communication standards.
Initial attempts to connect with prospects may not always yield immediate results. An SDR who is persistent understands that. They don’t view a single unsuccessful interaction, such as a cold call, as a closed door but rather as an opportunity to build rapport and trust over time.
They continue to nurture these leads by providing valuable information, addressing concerns, and positioning your product or service as a solution to their needs. Their tenacity ensures that no opportunity is left untapped and that all qualified leads receive the attention they deserve.
4. Ability to work independently in a sales team
As outsourced SDRs may work remotely or in different time zones, they should be capable of managing their own schedules and thrive in an autonomous work environment. They should be able to prioritize tasks, prepare personalized sales pitches, reach out to prospects, and meet deadlines and sales targets without constant supervision.
Moreover, independent SDRs should possess strong organizational skills to maintain a structured workflow. They should be capable of efficiently handling lead databases, tracking sales activities, and keeping accurate records to ensure that all sales activities progress smoothly and the sales team can access the information they require in a timely manner.
5. Critical thinking capability
When assessing potential outsourced SDRs, evaluate their problem-solving abilities and attention to detail. Look for candidates who can provide examples of situations where they have demonstrated critical thinking skills.
Critical thinking allows SDRs to assess situations, analyze data, adapt their approach, and formulate compelling responses that address the specific needs of their prospects. They can also identify patterns, trends, and potential roadblocks, enabling them to make informed decisions and capitalize on opportunities that may have otherwise been overlooked.
6. Technical proficiency
Ensure the outsourced SDR is proficient in utilizing CRM software and other sales tools, such as email automation platforms, sales engagement tools, prospecting software, and communication tools.
Being adept at using these tools allows them to efficiently manage and track their sales activities, maintain accurate records, automate repetitive tasks, and leverage the available data to identify trends, make data-driven decisions, and build meaningful connections with leads.
What Are the Best Practices When Working with an Outsourced SDR Team?
Effective collaboration with an outsourced SDR or sales development team is crucial for maximizing results and achieving sales goals.
Below, we explore the best practices for working with SDRs and provide insight into how to ensure these remote workers perform at their best in their jobs:
Foster mutual trust
Give your SDRs room to test new strategies, be autonomous in their decision-making, and encourage them to take ownership of their work. By providing a supportive environment that values their expertise and makes them feel heard, you empower your outsourced SDR to contribute with their unique insights and approaches.
Focus on results
Provide a results-oriented work environment by clearly communicating your sales goals, expectations, and key performance indicators (KPIs). Encourage a focus on outcomes rather than just doing as much work as possible, emphasizing the importance of generating qualified leads for closing deals. This approach motivates the SDRs to align their efforts with measurable results, fostering a culture of accountability and driving performance.
Conduct daily, weekly, and monthly performance reviews to assess individual and team progress. Provide constructive feedback, offer recognition for achievements, and identify areas for development.
By tracking performance consistently, you can identify trends, make data-driven decisions, and optimize the effectiveness of your outsourced SDR team.
Refer to our previous guide for more comprehensive insights and strategies for conducting effective performance reviews for remote teams, including practical tips for assessing productivity, providing feedback, and promoting growth.
Engaging the services of an outsourced SDR to supplement your in-house sales team can ensure a consistent flow of qualified leads and propel your business forward while saving substantial financial and time resources. These resources can then be redirected toward other core areas of your business that accelerate overall growth and profitability.
If you’re looking to outsource your SDR or any other sales role to LatAm, Near can help you find the best sales professionals. Check out our Sales Roles Salary Guide: US vs. Latin America to see just how much you could save over hiring within the US.
Or fill out this form today to get a list of pre-vetted LatAm-based candidates you can interview for free.