Whether you’re a startup founder, an established business owner or a sales manager, knowing how to build an outbound sales team is crucial for your success. According to industry studies, successful B2B companies find about 70% of their opportunities through outbound prospecting.

This statistic underscores the importance of having a well-structured and effective outbound sales team. However, with myriad roles involved and strategies to consider in building such a team, where do you start?

In this guide on how to build an outbound sales team that drives growth, we’ll walk you through essential steps from defining roles within the team to harnessing technology for improved performance.

We will also delve into training strategies and key metrics for monitoring progress. By adhering to these recommendations, your organization can gain an edge in the current competitive landscape.

Table of Contents:

Exploring the Dynamics of Outbound Sales

The world of outbound sales is a vast and complex landscape.

It’s an essential component in driving business growth, unlocking new opportunities, and realizing a company’s full potential.

A study by Salesforce, for instance, revealed that successful B2B companies generate about 70% of their opportunities through outbound prospecting efforts.

This highlights the importance of having a strategy in place for proactively reaching out to potential customers, rather than relying on them finding you.

In-house vs Outsourced: The Pros and Cons

An integral part of building a robust outbound sales process involves deciding whether you should build an in-house team or opt for outsourcing this function instead. Both options present distinct advantages as well as challenges worth considering before making your decision.

  • In-House:
    • Maintains brand control – Your team members understand your product/service better than anyone else outside the organization would,
    • Fosters employee growth from within – Providing career progression pathways can help retain top talent,
    • Allows iterative improvement on one’s proven sales methods – You get immediate feedback which helps tweak strategies faster.
  • Outsourcing:
    • Gives more cost flexibility – It could be cheaper depending upon location,
    • Lacks control over lead generation process – This may result into poor quality leads impacting closing deals negatively.

If we consider these factors closely, having an in-house outbound sales team seems like the best way forward.

But what does creating such a setup entail?

Let us delve deeper into this topic with our next section “The Power Of In-House Outbound Sales Teams.”

The Power of In-House Outbound Sales Teams

As businesses strive for growth, the value of an in-house outbound sales team cannot be overstated.

This approach allows companies to maintain control over their brand and ensure a positive customer experience.

Beyond that, it creates opportunities for employee growth from within and enables organizations to leverage onea€™s proven sales methods effectively.

Role of SDRs in Outbound Sales

In any successful outbound sales process,, you’ll find dedicated Sales Development Reps (SDRs) at its core.

Their responsibilities extend beyond mere lead generation; they create opportunities essential for closing deals as well.

Hiring two SDRs instead of one can provide backup during peak times or unforeseen circumstances, allowing your business development efforts to continue unabated.

Importance of Business Development Reps (BDRs)

A key component driving the success rate is having competent Business Development Representatives (BDR). Their role involves more than just supporting the existing sales processes – BDR’s are instrumental in spearheading new ones too.

Focused on generating leads through various channels such as email marketing campaigns or social media outreach programs , these professionals play a crucial part when it comes down to creating potential customers who might turn into long-term clients later on . For additional information about hiring strategies related specifically towards boosting company revenue via this route please visit our guide here: How To Hire A Bdr Boost Your Company’s Revenue?


Harnessing Technology for Outbound Sales Success

Technology plays a pivotal role in modern outbound sales processes.

A staggering 76% of salespeople leveraging digital tools affirm their significance in closing deals and driving business growth.

In the realm of Customer Relationship Management (CRM), platforms like HubSpot have emerged as game-changers, revolutionizing how teams track leads, store emails and notes, automate marketing emails, and generate insights into potential customers’ behavior.

Automation with HubSpot

The power of automation cannot be overstated when it comes to optimizing an outbound sales process.

HubSpot, a renowned CRM platform, offers comprehensive solutions that not only streamline but also augment various aspects of your team’s efforts.

With its robust suite of features designed to assist businesses at every stage from lead generation through closing deals – this tool is truly transformative.

For instance, by automating repetitive tasks such as email follow-ups or data entry – you can free up valuable time for your SDRs allowing them to focus on creating opportunities rather than getting bogged down by mundane chores.

Moreover, HubSpot provides actionable insights into customer behaviors which are crucial for refining strategies based on real-time feedback thereby ensuring continuous improvement within your organization’s operations.

By integrating technology effectively we can supercharge our outbound prospecting endeavors making them more efficient agile adaptable ultimately leading us closer towards achieving our overarching goals faster than ever before.

As we transition onto the next section let’s delve deeper into how Account Executives play a key role in training SDRs – another critical element contributing towards building an effective inbound sales team.

Training SDRs using Account Executives

The role of an Account Executive (AE) extends beyond closing deals.

In the outbound sales process, they play a pivotal part in training Sales Development Reps (SDRs).

Nurturing Talent through Knowledge Transfer

A well-versed AE can impart valuable insights to budding SDR team members about potential customers and their behaviors.

This knowledge transfer is crucial for creating opportunities and generating leads effectively.

Maintaining Consistency in Messaging

An essential aspect of leveraging one’s proven sales methods lies within consistent messaging across all touchpoints with prospects.

Fostering Smooth Customer Handoffs

To ensure seamless transitions from lead generation to deal closure, AEs need to train SDRs about efficient customer handoff processes.

Synchronized teamwork between these roles ensures that no critical information gets lost during transition stages, thereby increasing chances of closing deals successfully.Here are some best practices for effective customer handoffs you might find useful.

Monitoring Performance Metrics

In the world of outbound sales, setting clear metrics and expectations is a game-changer.

This crucial step allows for assessing your team’s performance accurately and making necessary adjustments to enhance productivity.

Setting Achievable Targets

The importance of setting achievable targets based on realistic assessments cannot be overstated in an effective outbound sales process.

Sales reps must understand their goals clearly – whether it’s about generating leads or closing deals.

Determining Outbound Metrics

Precise tracking of outbound metrics helps you measure the success rate of your lead generation efforts effectively.

  1. Metric one: Lead Response Time – This measures how quickly potential customers are contacted after they express interest.
  1. Metric two: Conversion Rate – It reflects the percentage of prospects that convert into paying customers from initial contact point.
  1. Metric three: Sales Cycle Length – The average time taken by a prospect to move through all stages in your sales funnel till deal closure.

Small companies can use these key indicators as part-and-parcel elements while defining their own unique set.

The insights gained will help identify gaps in business growth strategies, improve customer engagement practices, streamline operations, and ultimately boost revenue.

In our next section (Heading 6), we’ll delve deeper into when and how to scale up your SDR team for optimal results.

Scaling Up Your Outbound Sales Team

As your business growth accelerates, so should the size of your SDR team.

The question is: when and how?

Determining When to Scale

If your metrics for outward operations are essential to the determination of when to increase, it could be an indication that enlargement is necessary if those goals are being met or surpassed effortlessly.

If you’re consistently hitting or exceeding targets with ease, it might be time to expand.


Finding New Talent for Scaling

Hiring new talent can invigorate your lead generation efforts by bringing fresh perspectives and ideas on board.


Leveraging Technology While Scaling up

Incorporating advanced tools like HubSpot during scaling helps manage increased workload efficiently while maintaining quality customer interactions.


Maintaining Quality During Expansion

An expanding SDR team must maintain its commitment towards closing deals successfully despite increasing numbers.

FAQs in Relation to How to Build an Outbound Sales Team

How do you build an outbound sales team?

Building an outbound sales team involves hiring skilled SDRs and BDRs, implementing robust CRM technology like HubSpot, providing adequate training through Account Executives, setting clear performance metrics and scaling up as per business needs.

How do you build an effective sales team?

An effective sales team is built by hiring competent individuals with strong communication skills, fostering a collaborative environment, investing in professional development and training programs, and continuously monitoring performance to identify areas for improvement.

How would you approach building an outbound program?

To build an outbound program start by defining your target market. Then develop compelling messaging strategies. Implement technologies for lead generation and management. Finally measure success using relevant KPIs.

How do you build a B2B sales team?

A successful B2B sales team requires experienced Sales Development Reps (SDRs) who can generate leads effectively. Business Development Reps (BDRs) are also needed to drive the lead generation process further while Account Executives close deals efficiently.


So, you’ve journeyed through the ins and outs of how to build an outbound sales team. You’ve dived deep into the dynamics, roles, and technology that fuel this engine.

From understanding the power of in-house teams to harnessing tech like HubSpot for automation success – it’s been quite a ride!

You now know why SDRs are key players on your team and how BDRs can drive your lead generation efforts forward.

The importance of training using Account Executives? Checked! The significance of monitoring performance metrics? Covered!

We also touched upon setting achievable targets and scaling up when necessary. It’s all part of building a robust outbound sales machine.

Your roadmap is ready; now it’s time to embark on creating that stellar sales team from scratch. Let’s get those leads rolling in!

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  • Who have more than 10 employees
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  • With the role of HR Manager
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Editors Note:

Want to help contribute to future articles? Have data-backed and tactical advice to share? I’d love to hear from you!

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Justin McGill
About Author: Justin McGill
This post was generated for LeadFuze and attributed to Justin McGill, the Founder of LeadFuze.