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In-house or Outsourced BDRs

I have built both in-house and outsourced BDR teams in the past, but this will be the smallest company I've done it with so far. Does anyone on the management side of the cycle have an opinion on whether you'd hire an in-house (remote for now) BDR for your first hire in the modern market, or would you dip your toes in the outsourced options that are widely available today?

In-House of Offshore?
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๐Ÿ”Ž Prospecting
๐Ÿ‘ฅ Hiring
๐Ÿงข Sales Management
11
MrBravado
WR Officer
+3
VP of Marketing
Benefits of outsourced SDRs when you are a very small company:

- They have systems in place to track results and measure metrics that you probably don't.
- They have have benchmarks for performance that they expect from their people, that you don't have established yet.
- They have access to databases and sales tech that you probably don't have yet.

They have the systems and processes.ย 

What they don't have is the solution knowledge, or customer context, or problem knowledge.

So, it becomes all about your ability to provide initial and ongoing training.ย 

You have to make the time to do training - not once and done, but on-going, regular sessions from different people who can offer different ways to expressing the same information.



poweredbycaffeine
Politicker
+7
Bean Juice Drinker | Sales Savant
Great reply here--however, we do have the process and the tech stack that any good SDR team needs. We simply don't have the resource and my time is split between building the machine and operating it.

I've worked with a few firms at this point and the training process was frustrating, to say the least. One such firm didn't allow us to train the reps; we had to train the trainers and managers who would then train the team. It turned into a game of telephone that ended up translating terribly on their calls and really pissed off our territory managers.

I think we may go in-house for the first hire and use that resource as the archetype to scale up and down an outsourced firm.
MrBravado
WR Officer
+3
VP of Marketing
The challenge with having a single SDR is it can be harder for that one person to meet expectations set by others.ย 

That single person will need the same cadence of ongoing training as you would give to a team. But sometimes, when it's just one person, this doesn't happen.ย 

Another potential irony - in our WFH environment - the difference between "in-house" and "outsourced" is almost lost. Part of the benefit of an "in-house" team is the mutual support and energy the team can share among themselves. When we're all in the same room, that happens more easily. WFH SDRs have a tougher job (IMHO).

Personally, I would not bring SDRs "in-house" until we were at a scale to hire 2 or 3.ย ย 

But I'm not you, and don't know the context of your situation. So, my thoughts are just ideas. I don't know the whole truth or the only truth.ย There is no "one-size-fits-all" answer. You'll make the right choice for you. We only want the best for you.ย 
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Coffeesforclosers
Notable Contributor
+11
Director Sales and Market Development
Have tried both, have used both at same time. If using outsourced make sure a piece of their fee is based on performance. You will also do just as much work and quality control as if they were in house, so I stay in houseย 
MrMoneybags
Opinionated
+1
Account Executive
during my time as BDR I also worked with external BDR who would pre-prequalify leads. there was no quality oversight, so in the end they would just push "qualified" leads through to the BDR team, who would re-qualify the leads and then pass them to the AE.ย 

in your case the leads would go straight to AE I presume; but the point stays the same. without the proper quality management and feedback loop you get stuck with poor quality and low engagement from the AEs who wouldn't care about the external company to find proper leads.

so in my experience the quality and the engagement would be less with external teams.ย 
PMAisTheOnlyWay
Politicker
+4
BDR
I can see that happening, but where I'm at we are pushing for an opportunity based comission payout. So qualifying leads is number one thing, engaging in conversation is a higher priority in our KPIs, and I think with that model it allows your sales teams to scale. Just my two cents.
thesalesdocrx
Opinionated
+4
SDR Manager
I can't think of any company that has great outsourced BDR work, unless it's an incredibly transactional process just to set an appointment for someone else on your team to truly qualify, build interest, and drive urgency.
funcoupons
WR Officer
+10
Sales Advisor
Internal, all the way. My company uses both...the quality of leads provided by our in house reps is WAY better than the ones provided by outside reps. Outside reps aren't familiar with your company's message/culture, and not invested in it's success.ย 
MrBravado
WR Officer
+3
VP of Marketing
Internal teams tend to have better access to knowledge to continuously learn about the solution being sold and the problems customer struggle with.

If the external team is given the same attention for on-going and regular training, they will invariably do better.ย 

Set-it-and-forget-it won't work for internal or external teams.ย 

Internal SDRs that succeed find ways to continuously learn.ย 

With external teams, management needs to invest their time in getting the external team regular and on-going training. If internal management is lazy and doens't spend time with their external teams, the results will suck.


MrMonte
Good Citizen
+1
Head of Sales
I've had success starting in-house and then using my trained BDR to run point as mentor/manager for remote BDRs. That is if I helped the in-house BDR hit his/her pace. Getting a people developing machine going is hard but can be super rewarding for everyone.
BlueJays2591
Politicker
+6
Business Development Manager
definitely in-house, especially if what you're selling is a bit more on the technical side. allows them to speak to what they are selling better. outsourced BD is good for marketing activity follow up and things like that. but for more targeted outbound efforts, definitely in-house.ย 
poweredbycaffeine
Politicker
+7
Bean Juice Drinker | Sales Savant
Update: Going in-house.
PMAisTheOnlyWay
Politicker
+4
BDR
I'm an offshore BDR, LMAO
ChicagoCloser1717
Politicker
+4
Account Manager
I have never worked for a company with outsourced BDRs but my company is actually considering it....how effective are outsourced BDR of they don't actually work for your company?
ChiefGreef45
Catalyst
+5
Account Executive
In-House gives you a chance to really tailor the message and work through trial and error on different campaigns.ย  I also like the idea of mentoring BDR's since I was once in their shoes as well.ย  A good relationship with BDR's keeps people motivated in a role that can certainly be challenging, especially in the beginning.
YoungGoat
Opinionated
+2
Surgical Technology Specialist
In house is best but unfortunately there are still many companies that choose to out source which is unfortunate
NorthernSalesGuru
Politicker
+5
Account Executive
Is this even a question?ย 

Good businesses are built on structure and control.ย 

if you canโ€™t control one of your most powerful pipe generators.....
poweredbycaffeine
Politicker
+7
Bean Juice Drinker | Sales Savant
Yes, it is a question that has birthed many high-performing outsourced sales companies. Some companies cannot build an in-house team fast enough but need folks to hit the phones while they build out their strategy. Others have an in-house team but want a B-squad to test new markets.

We are going in-house because we have evaluated all of our options. I'm curious, how many sales teams have you built from the ground up? On my third, myself.
2
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7
9
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+52
jwils , ย  Kinonez , ย  looper1010 ย  and 52 people voted
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