This whitepaper focuses on the challenges faced by organizations in scaling their go-to-market (GTM) strategies, and the potential benefits of outsourcing sales development representative (SDR) services as a solution. With the increasing demand for revenue growth, organizations are often faced with the challenge of maintaining a consistent pipeline of qualified leads. By outsourcing SDR services, organizations can effectively address scalability challenges, allowing them to focus on other areas of their GTM strategy while ensuring the growth of their pipeline. The Business Process *Outsourcing* segment in the United States is projected to grow by 5.75% (2023-2027)
59% of companies outsource to cut costs.
Cost-cutting is the most common reason that makes organizations turn to outsourcing. More than half of businesses take this step in a bid to reduce the weight on their budgets. Other reasons include:
• Enabling focus on core business (57%)
• Solving capacity issues (47%)
• Improving service quality (31%)
• Meeting business needs (28%)
The Surprising Truth Behind the Failure of Most new products and a GTM Strategy:
The Importance of Outsourcing Your Sales Team.
Companies face numerous challenges, from product and market difficulties to unexpected events like Covid-19. However, research suggests that go-to-market execution is a major contributor to a company's portfolio of product development or service failure, with 3 of the top 5 reasons being related to it. A crucial disconnect often occurs between a company's finance plan and its go-to-market strategy.
While finance plans usually include expectations for revenue growth, churn, gross margin, and expenses, they are not always equipped to operationalize go-to-market effectively. The top-down approach, based on marketing spend and conversion rates, fails to address critical challenges, including:
• Conversion metrics and rep quotas that are not based on actual results.
• Rep ramping and attrition that are not accurately reflected.
• The lack of pipeline metrics per rep needed to reach the overall revenue goal.
Why is Outsourcing Your Sales Team Key to Success as your GTM Strategy?
Having a clear understanding of per rep metrics and the key drivers for sales teams is essential to hitting the finance plan and securing the success of a company's product portfolio. This information allows sales leadership to focus on the right things and determine if the per-rep metrics are attainable. By outsourcing your sales team, you can ensure that the expertise and resources are in place to overcome common pitfalls and achieve your go-to-market goals.
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