Why Outsourced Sales Doesn't Work!

Graveyard shift SDR's aren't effective:

Imagine you have to jump on the phone at 2am and sell your employer's services to a customer. Do you think you are going to be at your best?

That's what cheap outsourced SDR's are doing. They are located in the Philippines, South Africa, etc. and are working in the middle of the night to accommodate your time zone.

The challenge with hiring SDR's or BDR's from the Philippines, Pakistan, South Africa, etc. is that they are going to be working at night.

Sales development is an energy-intensive role that demands consistent enthusiasm, sharp communication skills, and the ability to engage in meaningful conversations. Working overnight disrupts the natural circadian rhythm, leading to sleep deprivation, fatigue, and a decline in cognitive function, all of which can affect performance. When trying to build rapport with potential clients, a tired or less engaged SDR is most likely going to struggle to present a compelling message, handle objections confidently, or actively listen—key elements of any successful sales conversation.

Not to mention that sales requires quick thinking, resilience in the face of rejection, and a positive attitude, which are all harder to maintain when the body is fighting its natural sleep cycles. Over time, working night shifts can lead to burnout, decreased job satisfaction, and even long-term health issues. SDRs who aren’t operating at their peak capacity will find it difficult to meet their sales targets, resulting in lower conversion rates and lost business opportunities.

You're going going to get a sales professional at a cheap price but also:

• Tired or less engaged
• Difficulty showing enthusiasm
• Difficulty handling objections
• Not enjoying their work
• Likely to leave as soon as they can find a job during the daytime

It's just common sense. Working at night in a sales role is not going to be as effective.

The best salespeople aren't working at agencies:

Good salespeople don't work at agencies. Agencies tend to offer lower commissions, have less direct ownership over the client relationships and have less skin in the game for the company

The best salespeople often avoid working at agencies because the environment may not align with the factors that typically motivate and retain top talent. Agencies, by nature, tend to offer lower commissions and less direct ownership over client relationships compared to in-house or independent sales roles.

Agency models often prioritize quantity over quality, which can limit a salesperson's ability to focus on developing high-value accounts and nurturing them over time. This transactional approach won't provide the level of challenge and reward that top-performing salespeople seek.

No focus on you. You are one of many clients:

Agencies manage multiple clients simultaneously, which significantly dilutes the quality of service and attention they provide.

With numerous accounts to juggle, their time and focus are often spread thin, leading to a less personalized approach for each client.

In sales, building trust and nurturing relationships are key components of success, but when a salesperson has to divide their efforts across many clients, it becomes harder to give each account the dedicated attention required to truly understand the client’s unique needs, challenges, and goals. This results in less effective pitches and fewer tailored solutions, which can negatively impact sales performance.

Not to mention, the salesperson is juggling multiple clients, and will lack the bandwidth to be as responsive or proactive as a dedicated, in-house sales professional.

Here's what you should do:

Hire direct.

You can still hire direct without paying a huge salary.

The key is who are you hiring and where are they located.

You'll want somebody who:

• Is experienced.
• Has an acceptable accent to USA-based customers.
• Has a similar time zone.
• Is focused solely on your business and their role within your company.

The way you do this is through hiring in Latin America. There is a lot of talent from Colombia, Mexico, Panama, etc. who have experience working for USA-based companies already. They do prospecting, demos, sales calls, etc. for American companies already.

If you are looking for a cost-effective SDR or BDR to help grow your business, we can help. We place full-time SDR's and BDR's into your company and handle all the recruiting, interviewing, hiring, HR, etc. while the professional works directly within your company.