If you’re looking for a way to improve your sales pipeline, outsourcing your BDR could be the answer. Here’s what you need to know about the benefits of an outsourced bdr. I recently spoke with a friend who is in charge of her company’s sales department. She told me that they had been trying to fill a Business Development Representative (BDR) position for months but couldn’t find the right fit. They had even considered outsourcing the role but weren’t sure if it would be worth it. After doing some research, she decided to give it a try and Outsourced their BDR function – and she hasn’t looked back since! It has saved her company money and also improved their sales pipeline significantly. Here are some of the key benefits she found:

Outsourced BDR: Advantages and Disadvantages

Outsourced bdr is a type of backup and disaster recovery service provided by a third-party company.

This type of service can be beneficial for businesses because it can provide a higher level of protection and reliability than what a business could achieve on its own.

Additionally, outsourced bdr can be less expensive than if a business were to implement its backup and disaster recovery solution.

The Importance of Time Logging When Comparing Outsourced BDR to an In-House Rep

Time tracking is extremely important when measuring the success of an outbound sales campaign. If both teams are spending time on separate tasks, you won’t be able to compare their results accurately. Track how much time each team member is spending on activities like prospect research, follow-up, and appointments.

Before evaluating any groups, it’s important to have a system set up to log your time accurately. This will ensure accurate comparisons.

This will enable you to track how much time you’re spending on each of your appointments, which is a crucial metric that’ll ultimately help determine whether or not you should hire an answering service.

Sales time is the most important cost in any sales process. If you don’t measure the time your reps spend on different campaigns and activities, you’ll not understand your process.

The decision to entrust your sales team to an outside party can be difficult. This is especially true for businesses that are new to the concept of outsourcing.

Many organizations adopt a hybrid approach to lead generation, using both outsourcing and insourcing. They do this until they can determine which method generates the most meetings and revenue.

But how can companies compare an outsourced appointment setting service to in-house reps? What are the key differences, besides the number of appointments set, that should be considered?

Let’s get into the details.

The Total Cost of Ownership of Outsourced BDRs

When companies compare their BDRs to outsourcing, they often fail to consider the total cost of hiring and training.

Outsourcing your business’ BDR services can save you money in the long run, as you will not have to worry about covering the costs of training, benefits, and other associated expenses.

When considering outsourcing your lead generation, you may notice that some companies charge a “fully loaded” price similar to your employee’s annual salary. If this is the case, check out the company’s reviews on sites like Glassdoor. This can give you insight into the company culture and whether or not the BDMs there are happy, which can impact their performance.

These BDRs are often paid very little, and this causes them to have very low morale. This, in turn, leads to them not performing as well as they should.

A satisfied BDRs is a more productive one, and you don’t want to work with a company that is losing its salespeople because you will be the one dealing with that.

Hiring an internal BDR is costly, as you have to pay their salary, plus their benefits and tax expenses. When you outsource, you only pay for their professional services.

You are paying out a lot of money for benefits that include health insurance, commissions, and training.

When you hire an outsourced sales team, you pay a monthly fee that covers all costs associated with hiring, managing, and training your salespeople. Companies that fail to recognize this spend more by maintaining their internal sales force.

Outsourced BDR Team Performance – The 3rd Mistake Firms Make

The third common mistake that companies overlook when assessing their outsourcing partner’s performance is the need for consistent operations.

When you outsource your BDR team, it’s important to ensure that the company you’re working with has a consistent process for recruiting, training, and replacing employees. This will help to ensure that your team is always operating at peak performance.

Given how high the turnover rate is for salespeople, companies invest a lot of money hiring and training new reps.

Are you sure your reps are performing up to snuff? Are you just depending on a few superstar employees, or are you building a strong team?

While in-house teams may perform similarly to a BDR service, an outsourcing company’s model is more scalable. This is because it does not depend on keeping one or a few top-performing employees.

The Key Metric: Cost Per SAL

The most accurate way to judge the productivity of your BDR team compared to your internal sales team is by calculating the cost-per-SAL. This calculation takes all of the monetary differences between your two teams into account to see which type of team has more success. By monitoring the cost-per-SAL, you can ensure that your top-of-the-funnel is filled with qualified leads that are highly likely to convert into paying customers.

The ultimate measure of a BDR team is how many new, highly qualified opportunities for your sales team they generate.

Once you have figured out how much each of your two salespeople costs per month, you can divide that number by the total number of meetings they each had.

The sales team that is best at generating sales at the lowest costs is the team you should invest the most in. This team excels in lead generation and is the most efficient.


If you’re looking for a way to improve your sales pipeline, outsourcing your BDR could be the answer. The benefits of an outsourced bdr include cost savings, an improved sales pipeline, and access to experienced professionals. So if you’re considering outsourcing your BDR function, don’t miss out on these great benefits!

Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. 😀[/sc

Editors Note:

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

We have over 60,000 monthly readers that would love to see it! Contact us and let's discuss your ideas!

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