Building an in-house Sales Development Representative (SDR) team is notoriously expensive and prone to high turnover. To maintain a full pipeline of qualified leads, scaling companies are turning to outsourced SDR partners.
However, your SDRs are the first voice a prospect hears. Trusting an external partner with your brand’s first impression requires careful vetting. Before you sign an agreement, you must ask these 9 critical questions.
1. “How do you source and vet your sales talent?”
You need to know their recruitment standards. Top-tier providers like BruntWork mandate that all agents pass extensive vetting criteria, ensuring they possess excellent spoken and written English, as well as a hardworking attitude.
2. “Are the SDRs dedicated to my company?”
Never accept a shared-agent model for outbound sales. You want dedicated, full-time virtual assistants who work exclusively for you, allowing them to build rapport, learn your product inside and out, and truly adopt your brand’s voice.
3. “Are there long-term, lock-in contracts?”
Agile businesses need flexible partners. If an outsourced SDR program isn’t yielding ROI, you shouldn’t be trapped. Look for partners that offer zero lock-in contracts, giving you total operational freedom.
4. “What equipment and workspace do you provide?”
Background noise kills cold calls. Ensure your partner mandates a professional environment. For instance, BruntWork ensures their remote staff have a quiet space to work in, a high-spec computer, and fast internet access.
5. “Can you provide coverage in our target timezones?”
If you are an Australian company selling into the US, your SDRs need to work US hours. Verify that the provider offers 24/7 timezone coverage to match your global sales strategy.
6. “How quickly can you deploy a new SDR?”
Speed to market is critical. Ask about their time-to-hire metrics. Leading networks can deploy vetted, full-time remote staff tailored to your unique needs—and have them live within a single week.
7. “What exactly does the pricing include?”
Beware of hidden fees. When evaluating the cost (which can offer up to 70% in savings), confirm that the quoted hourly rate is truly all-inclusive, covering the agent’s computer, internet, and recruiting fees.
8. “Do you offer part-time engagements to start?”
If you want to test the waters before committing to a full-time seat, ask for flexible hours. Some premium outsourcers allow you to start with part-time employees, with minimums as low as 20 hours per week.
9. “What is your process for non-performing reps?”
Sales is a performance-based game. If an outsourced SDR isn’t hitting their quotas or booking enough meetings, you need a quick resolution. Confirm that the provider allows you to change your staff for free if you need to, without facing administrative hurdles or termination penalties.
