Outsource SDR training to recruit and develop reps.
Introduction to Outsourced SDR Training
Outsourced SDR (sales development representative) training refers to partnering with an external provider to recruit, hire, onboard, and train SDRs instead of managing the process in-house. SDRs are sales professionals focused on generating new leads and pipeline by identifying, qualifying, and nurturing prospects. Outsourced SDRs will work in diverse industries during their career, so building a strong foundation of translatable sales skills is key for long-term success.
Companies outsource SDR training to external providers for several reasons. Some companies lack the in-house resources and expertise to effectively recruit, onboard, and train SDRs from scratch. Outsourcing allows them to leverage experienced trainers to design customized training programs while reducing costs and ramp-up time compared to building an in-house SDR team and training function.
The global outsourced sales services market, including outsourced SDR training, was valued at $3.96 billion in 2022. This indicates significant demand from companies seeking to outsource sales functions like SDR training.
How Outsourced SDR Training Works
Outsourced SDR training involves partnering with an external sales training company to handle the full recruitment, onboarding, and development of an outbound sales development team. A typical SDR training program with an outsourced provider follows a structured 6-12 week timeline. The provider handles all aspects of recruiting and vetting SDR candidates based on the required skills, experience, and attributes provided by the client. After SDRs are onboarded, the provider delivers essential training on sales methodology, product, and company-specific training.
The best outsourced providers deliver a customized curriculum that aligns with the new SDR and client’s needs and objectives. According to The Bridge Group, the average SDR training program covers areas like call techniques, objection handling, account research, systems proficiency, and product knowledge. The provider handles ongoing coaching and skills development. In Bandalier University, we go a step deeper, digging into the psychology of sales and sharing techniques that have been proven by our team.
Potential Benefits of Outsourced SDR Training
There are several potential benefits that companies can realize by outsourcing their SDR training efforts. Some of the key advantages include:
Access to Experienced SDR Trainers
Outsourced SDR training providers employ dedicated trainers who specialize in designing and delivering customized training programs. These trainers have extensive experience working specifically with SDR roles and responsibilities. According to Salespipe, outsourced SDR teams bring expertise in recruiting, hiring, training, and managing SDRs. They have refined training processes from working with multiple clients.
Customized Training Curriculum
Outsourced training providers can customize the training curriculum and approach based on a company’s unique needs. Rather than taking a one-size-fits-all approach, they collaborate with clients to tailor training plans that align with the company’s sales methodology, technologies, and target markets. As noted by Callbox, this enables more relevant and effective training.
Faster Ramp Up and Deployment
By leveraging experienced trainers and proven curriculum, outsourced SDR training can accelerate the launch timeline. Companies don’t need to build training resources and expertise from scratch. According to research from ISaless, outsourced SDR teams typically ramp up 21% faster than in-house teams.
Cost Savings
Outsourced training eliminates expenses related to internal training staff and infrastructure. The outsourced provider handles trainer salaries, training facilities/technologies, and training program management. This converts fixed costs into flexible variable costs based on the number of SDRs trained. In some cases, outsourced SDR teams can cost 30-50% less than in-house teams.
Keys to Successful Implementation
To ensure that your outsourced SDR strategy succeeds, keep these keys in mind:
- Clearly define goals, metrics and responsibilities for your SDRs from the outset. Have measurable targets like number of calls made and meetings booked. Outline the specific tasks and requirements for your SDR team.
- Provide thorough product and company training to your outsourced SDRs. The training curriculum should cover your products, messaging, customers, and industry landscape. Give them the in-depth knowledge needed to effectively represent your brand.
- Foster cultural integration between your company and the outsourced SDR team. Share your company values, mission and culture. Encourage collaboration and make sure the SDRs feel connected to the broader team.
- Implement rigorous performance tracking and reviews. Closely monitor Key Performance Indicators (KPIs) for each SDR and provide consistent feedback on areas to improve. Performance management is critical.
Choosing an Outsourced SDR Training Provider
When evaluating outsourced SDR training providers, there are several key factors for companies to consider:
Relevant Industry Experience
Look for providers with experience specific to your industry vertical. Outsourced sales training firms that understand your market landscape, buyer personas, sales cycles, and competitive dynamics will be better positioned to develop effective training.
Customized Training Approach
Avoid generic, one-size-fits-all training programs. Opt for providers that will customize and tailor the SDR curriculum to your unique business needs, sales messaging, tools, and processes.
Trainer Expertise
Evaluate the skills, experience, and coaching ability of the specific trainers who will conduct the SDR training. Look for seasoned sales leaders who excel at instruction and role-playing.
Recruiting and Vetting Process
Understand how the provider sources, screens, and selects SDR candidates to ensure they recruit SDRs who fit your requirements and culture.
Pricing Models and Contracts
When outsourcing SDR training, companies typically have a few pricing model options. Many providers charge a monthly fee per SDR, while others use a flat program fee, charging based on the full training curriculum over a set timeframe. Some also offer hybrid models with a base fee plus monthly SDR costs. It’s important to understand how the provider calculates pricing to budget appropriately.
Well-structured contracts are key when outsourcing SDR training. The agreement should clearly outline services, costs, performance metrics, SLAs, and termination policies. Strong SLAs ensure proper support, response time, and reporting. Contracts may also specify training curriculum, ramp-up periods, and IP ownership. Do your diligence to ensure the contract protects the company’s interests before outsourcing SDR training.
Implementation Timeline
An outsourced SDR training program typically takes 2-4 months from start to finish, depending on the scope and complexity. Here is a recommended implementation timeline:
Week 1:
Finalize contract terms with the SDR training provider. Conduct planning sessions to map out goals, key milestones, and logistics. Begin recruitment and vetting of SDR trainees by provider.
Weeks 2-3:
Complete recruitment and onboarding of new team members. Begin Bandalier University for core sales methodology and skills training according to a customized curriculum.
Weeks 4-6:
Begin client-specific training. Launch outreach.
Weeks 9-12:
SDRs move into full outbound calling/emailing. Continue skills development and refinement. Acheive individual quotas and metrics for SDRs. Ramp up activity to targeted levels.
Week 12+:
SDRs fully operational and meeting goals. Ongoing optimization of training and skills development. Regular performance reviews and adjustment of quotas. Continuous program improvement.
Following a structured timeline allows the outsourced SDR training program to quickly move SDRs from recruitment to fully ramped reps generating pipeline. Adjust timeframes as needed to suit your specific objectives and requirements.
Measuring Success
To effectively measure the success of an outsourced SDR training program, there are several key metrics companies should track:
Connect rate: The percentage of attempts that result in a connection, with a benchmark of 50% considered good.
Meetings booked: The number of qualified meetings booked per SDR per week or month. This goal should be outlined during the program’s launch.
Converted opportunities: The percentage of booked meetings that convert into sales opportunities after speaking with internal team members.
These metrics help benchmark SDR performance during and after training. Tracking them over time shows the impact of the program and can identify areas for improvement. Companies should also regularly evaluate SDR skills and knowledge through role-playing, workshops, and ride-alongs post-training.
Conclusion and Recommendations
In summary, outsourcing SDR training has several potential benefits as well as some drawbacks to consider. The pros of outsourcing include gaining access to experienced trainers, faster ramp-up times, cost savings, scalability, and flexibility. The cons can include lack of control, lower product knowledge, cultural misfit, and higher turnover. Companies should weigh these factors carefully when deciding if outsourcing is the right choice.
Some tips for determining if outsourcing training suits your organization include assessing your budget, analyzing your internal capabilities, evaluating your growth plans, and considering your sales process complexity. Companies with limited budgets, insufficient internal training resources, high growth targets, and relatively straightforward sales may benefit most from outsourced training.
For successful implementation, it’s key to define goals and metrics upfront, maintain open communication, provide supplemental internal product training, foster cultural integration, implement performance management, and build in flexibility. Taking the time to find the right partner, agree on an appropriate contract, and closely manage the relationship can help maximize the results of outsourced SDR training.
Want to learn more about Bandalier’s outsourced SDR training? Contact us today.
