An outsourced SDR should not be “ready-made”. They should be built, trained, tested and supported.
In B2B outbound sales, the difference between activity and pipeline is skill. That skill does not appear by accident. It is developed through deliberate recruitment, structured training, coaching, and real-world exposure.
At Air Marketing, we invest heavily in the journey from candidate to closer. Because when we resource outbound campaigns for clients, we are not simply allocating headcount. We are deploying trained, performance-ready professionals who understand how to represent complex brands and generate predictable pipeline.
This is the journey of an Air SDR.
Why Most Outsourced SDR Models Fall Short
A common pattern across growth-stage businesses is this:
- They need pipeline quickly
- They hire fast
- They train lightly
- They hope for results
The problem is obvious.
Outbound sales is a specialist discipline. It requires commercial intelligence, resilience, structured process, market understanding and conversational skill.
Without proper development:
- Messaging becomes generic
- Objections are mishandled
- Targeting lacks nuance
- Data is underused
- Performance fluctuates
Clients feel the impact immediately.
We believe an outsourced SDR should feel like an embedded expert, not a temporary resource. That requires investment before a single call is made.
The Air SDR Journey: From Application to Live Campaign
Our recruitment and onboarding process has evolved over time. What follows is the structure we have refined over the last two years.
It is deliberate. It is performance-led. And it is designed to ensure clients receive skilled outbound sales capability from day one.
Stage 1: Application With Voice Note – Testing Communication Early
We begin with a written application and a short voice note.
Why?
Because sales is spoken performance. Tone, clarity, energy and confidence matter.
The voice note gives us insight into communication style, natural presence, commercial maturity, and willingness to step outside comfort zones. We are not looking for perfection. We’re looking for potential and coachability. This ensures we identify candidates with the foundational traits required for outbound sales development.
Stage 2: Interview – Assessing Commercial Mindset
Successful applicants are invited to interview with senior leadership and a Team Manager.
This stage focuses on resilience and mindset, curiosity and learning agility, understanding of commercial drivers, and cultural alignment with a target-driven environment.
Outbound performance is not purely technical. It is behavioural. We assess both.
Stage 3: Live Roleplay – Proving Sales Instinct
Every candidate completes a mock cold call roleplay with an existing BDE.
This is not theoretical. It tests objection handling, active listening, structure, confidence under pressure, and ability to think in real time.
This step is critical in ensuring we resource clients with SDRs who can operate in real outbound environments.
Stage 4: Campaign Allocation Before Day One
Based on roleplay performance and previous experience, we allocate the SDR to their first campaign before they start.
This matters.
Campaign allocation is strategic. We consider sector complexity, target persona seniority, sales cycle length, and messaging sophistication.
This allows induction to be aligned to real client context, not textbook sales.
Week 1: Induction, Systems and Sales Foundations
The first week includes full induction, sales process training, systems training, CRM and reporting structure, compliance and data handling, market immersion, and structured call framework training.
By Friday, there is controlled calling exposure.
Why introduce calling early?
Because confidence is built through action, not theory.
Week 2: Live Campaign With Ongoing Coaching
In week two, the SDR begins live calling on their allocated campaign.
Alongside this, additional training sessions run, calls are monitored and coached, objections are deconstructed, and messaging is refined.
Performance is not left to chance. It is supported daily.
Week 3 Onwards: Scaled Responsibility
If ready, and if campaign need dictates, a second campaign may be allocated.
This decision is based on call quality, meeting quality, confidence, feedback from Team Managers, and early conversion indicators.
The 3-Month Probation: Structured Performance Development
Probation lasts three months.
During this time, performance metrics are tracked closely, conversion rates are analysed, coaching is continuous, strengths and development areas are identified, and campaign suitability is reviewed.
What This Means for Clients
When clients engage Air Marketing for outsourced SDR support…
| They are not receiving | They receive |
|---|---|
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The Commercial Impact of Proper SDR Development
- Higher quality conversations
- Stronger meeting conversion rates
- Better alignment with ICPs
- More accurate qualification
- Stronger forecasting confidence
- Reduced ramp time
- Lower performance volatility
Outbound is a performance discipline. When skill meets data, activity converts into pipeline.
From Candidate to Closer – And Beyond
The journey does not end at probation.
Ongoing development, campaign evolution and performance refinement continue throughout the lifecycle of every outsourced SDR engagement.
Because we are not simply supplying activity.
We are building revenue engines.
And that begins long before the first call is dialled.
Ready to See What a Properly Built Outsourced SDR Function Looks Like?
If you are evaluating outbound support, ask one simple question:
“How are your SDRs recruited, trained and developed?”
If the answer is vague, so will the results be.
If you would like to understand how our structured SDR model could embed into your growth strategy and build predictable pipeline, we would welcome the conversation.
Complete the form below and we’ll get back to you within one working day.
