"Should we build our own sales team or outsource?" is one of the most common questions growing companies ask. The answer depends on what you mean by "outsource" — because there are two very different models, and conflating them leads to bad decisions.
Two Types of Sales Outsourcing
1. Outsourced selling (third-party sells for you)
A company like an SDR agency or call center runs outbound on your behalf. You pay per meeting, per lead, or a retainer. You don't manage the reps — they work for the agency.
2. Outsourced recruiting (agency finds reps who work for you)
A sales recruiting agency sources, vets, and places reps on your payroll. You manage them day-to-day; the agency handles hiring. This is what RepReady does.
Most B2B companies comparing "outsourced vs in-house" are really deciding between DIY hiring and recruiting agency support — not fully outsourcing their sales function.
In-House Sales Team (DIY Hiring)
Pros
- Full control over culture, process, and brand representation
- Reps build institutional knowledge and long-term client relationships
- Lower per-rep cost once hiring infrastructure is in place
Cons
- Slow — average 45–90 days to fill each role
- Expensive bad hires ($50K–$100K+ per failed rep)
- Requires experienced sales leadership to vet candidates
- Job boards attract volume, not quality
Outsourced Sales Recruiting
Pros
- Speed — pre-vetted candidates in days, not months
- Quality — recruiters who specialize in sales understand what good looks like
- Industry expertise — access to medical, SaaS, and niche talent pools
- Guarantees — replacement policies reduce bad-hire risk
- Scalability — hire 1 or 10 reps through the same process
Cons
- Placement fees (typically 15–25% of first-year OTE)
- Less control over the initial sourcing process
- Requires clear communication of role requirements upfront
Cost Comparison
- DIY hire (successful): $5,000–$15,000 in recruiting costs + 60–90 days
- DIY hire (failed): $50,000–$100,000+ in salary, training, and lost pipeline
- Recruiting agency: $12,000–$25,000 placement fee + 1–3 weeks to vetted candidates
- Fully outsourced selling: $3,000–$10,000+/month retainer or per-meeting fees
For most companies past product-market fit, outsourced recruiting delivers the best balance of speed, quality, and cost — especially when the agency offers a guarantee.
Which Model Fits Your Stage?
- Pre-PMF: Founders sell. Don't hire or outsource yet.
- Early growth (1–5 reps): Use a recruiting agency to avoid costly first-hire mistakes
- Scaling (5–20 reps): Combine internal hiring with agency support for speed
- Enterprise (20+ reps): Internal recruiting team, agency for specialized or urgent roles
RepReady's Approach
RepReady is a sales recruiting agency — we find, vet, and place reps who work directly for you. With 1,500+ placements, a 95% success rate, and a 30-day replacement guarantee, we give you in-house control with outsourced hiring speed. Book a free consultation to discuss your team-building goals.