What Is Sales Development Outsourcing?

What Is Sales Development Outsourcing and is it right for my company?

Demand generation is a hot topic; we’re seeing more inquiries about our Sales Development Representatives Outsourcing than ever before.

Digital Selling isn’t easy, and Account Executives can’t possibly achieve the level of prospecting needed to keep their sales funnel filled and hit quota.

Incorporating Sales Development Representatives has proven to deliver the needed volume of customer outreach needed by both sales and marketing teams. SDRs often work parallel with account executives and marketing teams benefiting the organization with faster lead follow-up and sales qualification.

Hiring a large enough SDR team is problematic for most companies, which is why many organizations prefer to delegate the role.

Sales Development Outsourcing Costs?

The average cost you can expect to pay per Sales Development Representative is between $7,500 – $8,500 per month (on average a 30% cost savings over W2), which is influenced by bonus structure, contract duration, and region.

Wave hires, and manages inside revenue teams (inside sales, marketing and customer success) based in the United States to accommodate our clients requirements.

Additional costs include; many of the same software programs you require when onboarding a new Sales Development Team to be successful.

Do I train the Sales Development Representatives?

Wave Representatives provides all ongoing sales training, coaching, and management. However, we recommend the necessary onboarding of your new SDR team so they’re ready to provide prospects with your value proposition.

What do I need to provide?

Running an effective sales development campaign requires understanding your total addressable market (TAM), ideal customer profile (ICP), value proposition, and how you will measure success, to replicate that across your SDR team.

If you want to see results quickly, you should understand how your product will benefit specific segments of the above targets and leverage buyer insights to focus on the right prospects looking for your product or service.

Wave assists our clients with positioning since most organizations find effective messaging challenging. Sales Development Outsourcing shouldn’t mean you lose visibility of your campaigns, which is why we have partnered with leading technology solutions to optimize the process and deliver valuable insights that benefit teams across the company.

How many SDRs will I need?

We see 2-5 Sales Representatives for every Account Executive. It comes down to pipeline.

The average SDR carries out 100 personalized emails, between 50-75 telephone calls, and 25-50 social media interactions daily.

Having a larger team provides the capacity to reach more prospects. Leveraging a sales outsourcing provider like Wave allows our clients to increase headcount due to the cost savings, directly affecting the program’s success.

Dialer solutions that call out to multiple contacts simultaneously can help your SDRs dial 300-400 contacts per day.

Likewise, Sales Engagement Platforms, like SalesLoft, provide added optimization allowing your SDRs better time management to perform at a higher level through cadences.

Wave provides implementation and CRM integration for our clients, allowing your team to produce maximum results, while pushing all qualified leads directly to your internal sales team.

How long are the contract terms?

​Since most software packages require an annual commitment, annual contracts are standard, but negotiated agreements are also available. Wave provides our clients with a price break when signing yearly engagements.​

How do you measure success?

The success of our Outsourced Sales Development program is measured as you would when hiring an internal team of top-performing front-of-funnel specialists. This demanding role involves navigating the complexities of cold calling, qualifying inbound leads, and proactively generating sales conversations through personalized messaging. By scaling their outreach through proven sales processes, they unlock hidden revenue potential and fuel the sales pipeline with sales qualified opportunities.

Determining whether a potential customer is viable before your Account Executive invests time and energy in pursuing the prospect is extremely valuable.

We measure all activities that move sales qualified leads through the sales pipeline. Whether they start with inbound marketing or originate from SDR research, each prospect has a sequence of touch points (email, telephone, social media) to obtain replies. The more personalized the outreach, the higher the response rate and the more likely the sales rep will secure a meaningful sales meeting.

Wave measures the success rate using conversational intelligence and determines if outreach strategy needs to be adjusted. If the sales efforts are balanced, the value being offered to the target market is well defined and the SDR is effectively conveying that value proposition, the result are sales appointments.

Summary:

Wave provides our clients with dedicated, skilled teams under their brand, leveraging effective sales tools to successfully connect with prospects and follow up.

Contact us to find out how your organization can benefit from sales development outsourcing, and we’ll show you how we help solve these business challenges and more.

Wave Representatives, LLC™ Your Best Partner™

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