If you are a technology-based startup whose primary goal is to expand the customer base without an impressive budget, consider hiring a fractional sales development representative.
Startups are usually faced with the challenge of the expensive resources that are needed in recruiting full-time sales representatives and the tedious process of screening potential candidates. That is the reason the majority are looking for ways to outsource fractional sales development representatives in an affordable manner and even help increase their sales growth.
What is a Fractional SDR?
A fractional SDR, also known as a Sales Development Representative, is a sales operative that can be contracted for part-time or flexible working hours. Their function is to prospect customers, arrange meetings, and pursue potential clients the same way a full-time employed SDR would except you are paying them for only a portion of their time. Outsourced SDR services typically include sales development representatives and this allows you to enlist seasoned salespersons with ease but not on a long-term basis.
Benefits of Using a Fractional SDR for Tech Startups
Fractional SDRs offer many advantages for tech startups, especially those focused on lean growth and cost-effectiveness. Here’s why you might consider this option:
Cost Savings
The task of employing a complete sales workforce comes at a cost, and more so if the startup is still at a stage of early growth. By employing a fractional Sales DR, you only incur the costs of services utilized. This facilitates budget control with minimal waste. Other than using an outsourced SDR agency, hiring experienced SDRs may come with full-time salary costs which makes the other SDR outsourcing services less costly.
Flexibility and Scalability
One of the main benefits of an SDR is flexibility. Since you only pay for what you use, you can adjust services based on your current needs. For example, if your company has a seasonal spike in sales or you’re targeting a new market, you can quickly increase the SDR’s hours. And when things slow down, you can cut back. Fractional sales development representatives make it easy to scale your sales team without long-term commitments.
Expertise and Experience
Most fractional SDRs come from outsourced SDR companies and have worked with various startups. This implies that they can provide useful knowledge and know the right ways to access your target customers. When you engage with a sales development agency, you tap into the talents of seasoned hands who understand the workings and the failures. It’s like hiring an expert on a full-time basis but at a fraction of the cost.
Comparing Fractional SDRs to Full-Time and Outsourced SDR Services
There is a question nagging you as a tech startup: is hiring a full-time SDR the best option for the company instead of using outsourced SDR services or a fractional model? Here’s a brief comparison to help you in your decision-making:
Full-Time SDRs
Employing full-time sales development representatives may be an excellent idea if there is a need for consistent and definite sales development demand. On the other hand, full-time employees come at a price that entails salary, benefits, training, etc., which may not be sensible if, for instance, the business is still being set up or only requires limited assistance.
Outsourced SDR Services
Outsourced SDR companies provide teams of SDRs who handle your lead generation and sales development on a contract basis. This option is useful if you need a team but don’t want to manage one in-house. SDR outsourcing services can be scaled up or down and often bring expertise from working with multiple clients. However, full outsourcing can sometimes feel less personal than having a dedicated person.
Fractional SDRs
Fractional SDRs offer a middle ground. You get a dedicated SDR working directly with your team, but you’re only paying for the time you need. This option is ideal if you want a direct connection to a skilled SDR without the full-time price.
When Should You Consider Hiring a Fractional SDR?
A fractional SDR can be a smart choice if your startup is in a specific situation. Here are a few signs that hiring an SDR might be right for you:
- Limited Budget: If you’re focused on keeping expenses low, fractional SDRs provide a way to get skilled sales help without breaking the bank.
- Need for Fast Market Entry: If you’re launching a new product or entering a new market, you may need an SDR to get things moving quickly. Fractional SDRs or an outsourced SDR solution can help you build momentum fast without the commitment of a full-time hire SDR.
- Unpredictable Sales Needs: For startups with seasonal or fluctuating sales, fractional SDRs allow you to adjust the level of support as needed. You don’t have to worry about staffing up or down; a fractional model makes it easy to respond to changes in demand.
Choosing the Right SDR Agency or Outsourced SDR Solution
Choosing the right SDR agency or company is key to making the most of your investment. Here are some things to look for when evaluating an SDR outsourcing service:
- Experience with Startups: Working with an agency familiar with tech startups means they’ll understand your unique challenges. Look for outsourced SDR companies with proven experience in your industry.
- Flexible Service Options: A good SDR agency will offer flexible packages, so you can find one that matches your budget and needs. Whether you need support for a few hours a week or more, find a company that will adjust to your schedule.
- Clear Communication: Choose an SDR agency that prioritizes clear communication. You want an outsourced SDR solution where goals are aligned, and you have a direct line to your SDR or the team managing them.
Conclusion
If your tech startup wants to grow sales on a budget, a fractional SDR could be the perfect solution. By working with an SDR on a flexible basis, you gain the expertise and dedication of a skilled professional without the full-time cost. Whether you go with an outsourced SDR solution, an SDR agency, or a sales representative directly, these options provide a cost-effective way to boost sales development and expand your reach.
