The Essential Guide to SDR Outsourcing

Written by Emily Gagnon

An artist, entrepreneur, and senior marketing student at UF with a passion for people. Emily loves her family, Taylor Swift, and all things that make life better. She is the Marketing Coordinator at The Selling Factory.

Did you know that 12.6% of sales development rep calls result in a positive and productive conversation?

Hiring and managing an in-house SDR team can be a daunting task. Not only do you need to find the right people, but you also need to provide them with the training and tools they need to be successful.

Even if you are able to find and hire the right people, it can be difficult to keep them motivated and engaged without proper management. And if your SDRs are not meeting their quotas, that’s going to have a negative impact on your business.

Outsourcing your SDR needs is the solution you’ve been looking for. Keep reading to learn the amazing benefits of outsourced SDR and how it can improve your business today.

Benefits of Outsourcing Your SDR Function

There are a few key benefits of outsourcing your SDR needs. They include:

Save Money

One of the primary motivations for businesses to outsource their SDR function is to save money. When you outsource, you don’t have to worry about the costs associated with hiring and training internal SDRs.

Increased Flexibility

Outsourcing also gives you the ability to scale up or down quickly as your business needs change. This can be helpful if you’re experiencing seasonal fluctuations in demand.

Access to Experts

When you outsource your SDR function, you’ll have access to a team of experts who are focused on generating results. This can free up your internal sales team to focus on closing deals.

Things to Consider When Choosing an SDR Provider

If you’ve decided that outsourcing your SDR function is the right move for your business, the next step is to choose a provider. Here are a few things to keep in mind:

Make Sure They Offer a Good Fit for Your Business Needs

When you’re evaluating an outsourced sales development representative, it’s important to choose one that offers a good fit for your business needs. Not all providers are created equal, and it’s important to find one that has experience with businesses like yours. Be sure to ask about their experience and get references from other businesses they’ve worked with.

Once you’ve found a provider that you’re confident can meet your needs, be sure to get everything in writing. This includes a contract that outlines the scope of work and the expectations for both parties.

Do They Have Experience in Your Industry?

It’s also important to make sure the provider you choose has experience working in your industry. They should understand your unique sales process and be able to tailor their services to meet your needs.

What’s Their Track Record?

Be sure to ask about the provider’s track record. Do they have experience helping businesses achieve their sales goals? What kind of results have they been able to achieve for their clients?

How to Set Up Your Outsourced SDR Team for Success

Once you’ve chosen a provider, it’s time to set up your outsourced sales development representatives team for success. Here are a few tips:

1. Define Your Goals

Before you get started, take some time to Define your goals. What are you looking to achieve? How many leads do you need to generate? What is your budget? Having a clear understanding of your goals will help you choose the right provider and set up your team for success.

Sales goals should be SMART: specific, measurable, achievable, relevant, and time-bound. Once you have defined your goals, you can start to develop a plan for achieving them. This plan should include a mix of strategies and tactics, all of which should be aligned with your overall goal.

For example, if your goal is to generate 100 new leads per month, your tactics might include conducting market research, running social media ads, and attending industry events. With a clear goal and an effective plan in place, you’ll be well on your way to achieving success.

2. Train Your Team

Training your team on your sales process is essential for success. They should understand your unique needs and requirements in order to generate leads that are the right fit for your business. By being knowledgeable about your product or service, they can more confidently sell to potential customers.

Additionally, role-playing exercises can help them practice their pitch and learn how to handle objections. Finally, make sure to give them regular feedback so they know what they are doing well and where they need improvements. With a properly trained team, you will be able to generate more qualified leads and close more sales.

3. Measure Your Results

Any successful business initiative must be closely monitored and measured in order to gauge its effectiveness. This is especially true when outsourcing, as there can be a number of variables that impact the results. Therefore, it is essential to set clear goals and KPIs at the outset, and then track progress on a regular basis.

Pay close attention to the number of leads generated and the conversion rate, as this will give you a good indication of whether your outsourcing efforts are paying off. If you see a significant drop-off in performance, it may be time to make some adjustments to your strategy.

By tracking your results carefully, you can ensure that your outsourcing initiative is as successful as possible.

Talk to a Professional About Outsourced SDR Today

All in all, when done correctly, outsourced SDR can be a game-changer for your business. It frees up time and resources so that your sales reps can focus on their core job function: selling. And it allows you to tap into a larger talent pool of qualified prospects that you may not have had access to otherwise.

If you currently have more questions than answers, why not talk to one of our professionals today about how you can easily start building an outsourced team.

It’s completely free, and we will answer all of your questions so that you can make your next move with confidence.

Victoria Zamitalo

Campaign Manager

Victoria received a BA in History and Economics from the University of Florida in May 2023. She is a driven sales professional with over 5 years combined experience in customer service, consumer relations and outbound sales, and is deeply passionate about fostering close relationships between consumers and sellers. She aims to train the next generation of sales professionals in not only the tricks of the trade, but also interpersonal skills that make sales the exciting and ever-changing industry that it is.

Mia Semel

Campaign Manager

Before graduating with a B.A. in Sustainability Studies, Mia took on multiple roles while interning at The Selling Factory, including sales development, recruiting, and leading campaigns. She is an active listener and effective communicator, specializing in fostering genuine connections and finding common ground among differing perspectives. She aims to find practical, creative solutions regarding sustainable development, biodiversity and the climate crisis.

Kira Grieve

Senior Campaign Manager

Kira graduated from the University of Florida and received her Master of Science in Entrepreneurship. She is passionate about helping businesses grow and connecting with new people. Some of her hobbies include traveling and hiking. She hopes to visit all of the National Parks one day!

Jared Glosser

Vice President

After graduating from UF in 2014 with a B.A. in history, Jared started his professional career Fundraising for a non-partisan political lobby in South Florida. In 2016, Jared moved back to Gainesville to work for a non-profit, recruit students for international travel opportunities, and pursue his MBA at UF. Jared has been with The Selling Factory since 2019 focusing on operations, client onboarding, and client success.

Ian Massenburg

Chief Operating Officer

A graduate of University of Florida (B.A. 2001), Ian Massenburg brings over 18 years of sales executive and sales management experience to The Selling Factory. Before coming on-board, Ian worked alongside Brad at Infinite Energy, and then spent his next 3 years as VP of Partnerships selling SaaS products B2B. Ian brings his vast knowledge and experience to the team and to our partner companies served.

Damien Paulk

Campaign Manager

Damien is a University of Florida graduate that recently joined the team full time after working as a Sales Development Intern for one year. As a Campaign Manager, Damien looks forward to contributing to the growth and success of The Selling Factory. When Damien is not at work he enjoys exploring Gainesville with his girlfriend and dog or watching the Gators dominate college football.

Brendan Viehman

Campaign Manager

Brendan graduated from Liberty University with a Bachelor of Science in Business Administration and Project Management. For the past 5 years, he has enjoyed working with blockchain technology and cryptocurrency development. In his free time, he surfs and makes personal finance videos for his YouTube channel.

Savannah Howard

Campaign Manager

A graduate from the University of Florida’s College of Journalism and Communications, Savannah obtained her Bachelor of Science in public relations with a concentration in French. After almost two years as a sales development intern for The Selling Factory, she joined the leadership team in 2021 taking on the role of Campaign Manager. In her free time, Savannah enjoys going to concerts and festivals and cooking for her friends and family.

Zack Kampf

Campaign Manager

Zack is a creative technologist with experience in advertising, event planning, and game design. He started as an SDR in 2018 and has been with TSF ever since. Upon graduating UF in 2019 he became a campaign manager and is currently seeking a master's degree from NYU. In his spare time, you can find him at the intersection of Art & Technology!

Josiah Blakemore

Growth Manager

Josiah has over 10 years of sales experience, worked with Brad and Ian at Infinite Energy, and also spent time selling SaaS as Director of Partnerships at SharpSpring. He’s always been very competitive and has a love for sports and games. He enjoys solving problems and coaching team members to do the same!

Sue-Ming Frauenhofer

Marketing Manager

Sue-Ming received both her B.S. in Psychology and M.S. in Management from The University of Florida. As a student, she took on multiple roles while interning at The Selling Factory, including sales development, marketing, and recruiting, eventually leading to her current role as Marketing Manager. She enjoys refining her taste in music and visual art, engaging in mindfulness and meditative practices, and frolicking outside with her sidekick pup.

Adam Grossman

Chief Development Officer

Adam is an ordained rabbi, who has founded multiple ventures focused on workforce development. Hired as CEO by a failing non-profit, in over 5 years, his ingenuity saved the organization, which led to recognize it as one of North America’s most innovative Jewish non-profits. His expertise to identify, cultivate, and on-board talent ensures our student teams meet our partners’ needs.

Brad Gamble

Chief Executive Officer

After graduating from UF in 1999 with a B.S.B.A, Brad Gamble has dedicated himself to sales management, branding, coaching, and building companies. He served as the VP of Sales & Marketing for Infinite Energy until 2014, when he founded The Selling Factory. He has dedicated himself to teaching critical skills to tomorrow’s leaders, and helping companies achieve sales success and revenue growth.