How To Build An Outbound Sales Team?

Building an effective outbound sales team drives business growth and reaches new customers. This process involves strategic sales planning, assembling talent, and leveraging technology to streamline operations. 

You can increase productivity and customer engagement by properly arranging your workforce and adopting a strong technology stack. Furthermore, focusing on hiring and training skilled Sales Development Representatives (SDRs) creates a solid basis for success. 

Stay with us as we guides you through six phases that are essential for the development of a high-performing outbound sales team. These phases include the optimization of your structure and the monitoring of performance metrics. 

These strategies will establish you on the path to consistent revenue growth, regardless of whether you are a start-up or an established company.

What Is Outbound Sales And How Does It Work?

Wondering what is outbound sales? Outbound sales involves initiating aggressive outreach to potential customers in order to promote their products or services. 

Outbound techniques require a proactive approach, which is typically accomplished through unsolicited calls, emails, or social selling, in contrast to inbound sales, which require clients to initiate contact.

This sales technique uses tailored marketing to identify target groups, generate leads, and nurture connections. Salespeople work to convert leads into clients by stressing how the product or service addresses certain pain areas.

Outbound sales rely on established workflows and dependable tools like CRM systems and sales enablement platforms. These tools streamline lead management and help track campaign effectiveness.

Companies using outbound sales often achieve consistent revenue streams by tapping into new markets and expanding their customer base by using this strategic sales planning technique.

6 Steps: How To Build an Outbound Sales Team

1. Perfect Your Team Structure

A well-defined team structure is essential for efficient outbound sales operations. It typically includes:

• Sales Development Representatives (SDRs): Responsible for lead generation and initial outreach.
• Account Executives (AEs): Handle product demonstrations and close deals.
• Sales Managers: Oversee performance, provide feedback, and meet targets.

A clearly outlined structure ensures team members have specific roles, minimizing overlap and increasing productivity.

2. Create an Automated System with the Right Tech Stack

Automation saves time and boosts productivity in outbound sales. Invest in tools like:

• Customer Relationship Management (CRM) Software: Manage leads and track interactions.
• Email Outreach Tools: Automate email campaigns with personalization options.
• Dialers: Speed up cold calling.

Selecting tools that integrate seamlessly ensures smooth workflows and eliminates manual tasks. To find an email finder tool that provides cold emails, don't worry as snov.io got you covered. 

These emails help improve lead tracking and collaboration. According to Salesforce's State of Sales 2023 report, 79% of sales teams that use CRM automation achieve higher productivity.

Source

3. Build In-house, Don’t Outsource Sales

An in-house sales team is better equipped to understand your product, company culture, and target market. Outsourcing may save time, but it can compromise quality and alignment.

By keeping sales in-house, companies ensure consistent messaging and better team collaboration. Additionally, internal teams are more adaptable to strategic changes giving proper outbound sales meaning to your business plan.

4. Hire the Right SDRs, and Hire More than One

SDRs are the backbone of outbound sales. When hiring SDRs, focus on:

• Strong communication skills.
• A proactive attitude.
• Familiarity with sales technology.

Hiring multiple SDRs fosters healthy competition and increases lead generation capacity. A consistent flow of qualified leads is guaranteed by an SDR team that has been adequately trained. 

McKinsey & Company's research suggests that companies with more than one SDR are 50% more likely to surpass their revenue objectives than those with fewer. This underscores the importance of expanding your SDR staff in order to enhance overall productivity and sales results.

5. Use Account Executives to Train SDRs

AEs possess valuable expertise in handling customers and closing deals. Leverage this experience to train SDRs in areas like:

• Crafting compelling pitches.
• Managing objections.
• Building rapport with prospects.

Training sessions help SDRs improve performance and align with the company’s sales goals. This mentorship fosters a culture of learning and collaboration within the team.

6. Keep an Eye on Sales Performance

Outbound sales success necessitates consistent performance monitoring and consistent sales team motivation. Utilize key performance indicators. 

It is imperative to monitor critical sales indicators in order to effectively monitor sales performance and guarantee that your team achieves its objectives. Keep in mind the following critical metrics:

• Sales Revenue: The revenue from sales is the critical indicator for the health of a corporation and it is an indicator that represents the total revenue collected from sales. Monitoring is important that patterns are identified and that financial objectives have progressed.
• Sales Growth: The rate of business expansion is indicated by the percentage growth in sales over a specified time period. For long term prosperity a constant growth rate is required.
• Conversion Rate: In other words, this is a measure telling how much of prospects are converted into customers. If your conversion rate is high, then your sales process works well, but if it’s low, you likely need to reenact it.
• Consumer Acquisition Cost (CAC): This just means the total cost you incur in going and acquiring a new consumer — marketing and sales expenses combined. Keeping a low CAC is essential for the company profit to be maintained.
• Client Lifetime Value (CLV): The total revenue earned by a client throughout their time in your organization. The CLV can be higher, making it appropriate for higher acquisition costs and to indicate the amount of consumer engagement to undertake. 

As per HubSpot’s 2023 Sales Enablement Survey, 70% of the sales leaders surveyed use data analytics to measure the effectiveness of their outbound sales strategy, with clear data within sales processes to ensure constant improvement.

Wrapping Up

Building a successful outbound sales team involves effective sales business plan, strategic hiring, robust training, and effective technology use. A structured approach ensures high productivity and consistent results.

Following the outlined steps, businesses can create a dynamic team that proactively identifies and converts leads into long-term customers. Remember, success lies in constant monitoring and adapting to changes in the sales landscape.

Start building your outbound sales team today to unlock your business’s growth potential!