Efficiently Scale Your Sales or Marketing Team with Staffing Operations

FullFunnel offers staffing solutions across five labor centers which are the United States, the United Kingdom, South Africa, Central America, and the Philippines.  There are nuances and variables that make certain labor centers the best choice for certain applications and FullFunnel has the expertise to help you choose the right global team composition for your business needs. 

Our candidates undergo an intensive two-week training program on systems, tactics, and communication. These BDRs are all managed by staffing operations managers who are the principal performance managers on their accounts. Additionally, every team member at FullFunnel participates in a five year training program that builds on demand generation, pipeline management, customer success, and leadership development skills. While you work at FullFunnel, you are always training.

Not all BDRs that work at FullFunnel are entry-level and usually these team members will fall into two broad categories: entry-level or mid-career professionals which will depend on the labor market you are staffing from. For example, most U.S. based SDR positions tend to be entry level while offshore resources tend to be mid-career professionals. 

We use playbooks that are provided or approved by our client partners in addition to benchmarking based on performance of those in applicable roles across our staffing program and comparative account performance.  Each account has a specific production ramp schedule that is based on their internal CAC targets and FullFunnel aims to have reps goal productive within 90 days in comparison to the industry standard time of roughly 6-9 months. 

Our client partners can request to add another staff member to their account with a minimum of 30 days' notice. These assets would be recruited, trained, and placed within 15-45 days of the initial request depending on staffing demand at that time.

FullFunnel always works inside of our clients existing systems and infrastructure which creates the most intimate working relationships possible. To that end, we work inside of your communications channels (teams, slack, etc), your email structure, and your sales and marketing platforms.  FullFunnel believes that success occurs through fully immersing our staffing team members in our clients organizations as remote employees. 

As a global Revenue Operations Services company, FullFunnel manages sales and marketing programs across hundreds of organizations daily. In order to operate at such an expansive and global scale, we depend on repeatable standard operating processes that ensure the efficient functioning of our team.

To facilitate this, FullFunnel has implemented a non-invasive field structure that our clients adopt, enabling us to extract pertinent and valuable CRM data to generate FullFunnel's standard reports. One of the unique aspects of FullFunnel is our approach of working within our partner clients' systems and infrastructure. This ensures maximum visibility, transparency, and accountability in our partnership.

However, in situations where our client partner is unable or unwilling to grant us access to their CRM environment or to implement our CRM field structure, FullFunnel is unable to generate any standard reports for our outbound or inbound programs within our scope. Under such circumstances, our client partner would be responsible for generating all reporting associated with our program, or alternatively, they could engage FullFunnel's Sales Operations Department to produce customized and standard reports within their existing CRM structure.

At FullFunnel, we value the importance of open communication and complete transparency when working with our clients. To ensure that we uphold these principles, your dedicated account team will conduct weekly check-ins with you and your stakeholders. These check-ins will serve as an opportunity to discuss and highlight the progress and performance of our activities, exchange feedback, and address any administrative matters related to your account.

Additionally, we provide you with continuous access to your team through platforms such as Slack or Microsoft Teams. This allows you to reach out to us at any time to ask questions, share feedback, review call recordings, or provide direction. While our objective is to deliver a fully managed outsourced solution, we understand that your level of involvement may vary, and we are flexible in accommodating your preferences throughout our collaboration.

In a conventional environment, it typically takes an organization anywhere from three to nine months to reach satisfactory production levels for newly hired employees in positions like sales development representative. However, FullFunnel aims to expedite this process by striving to shorten the ramp-up period to a mere 90 days. While your BDR is scheduled to be conducting full activity starting on Day 30, our expectation is they will be capable of reaching our mutually agreed-upon monthly target starting from Day 90.

We have implemented multiple quality checkpoints to ensure that only the most qualified individuals are assigned to our partner accounts. However, if you ever feel that a staff member assigned to your account might not be an ideal fit, please promptly communicate your concerns to your account team. While we strive to be proactive and transparent in managing our active staff, your feedback holds great significance. If you believe they are not suitable for the account, we will follow our standard replacement process.

FullFunnel primarily operates to satisfy our client partners, and we are willing to tackle any goal or objective that they establish for our teams or engagement structure. However, it's important to note that FullFunnel consistently highlights the financial effectiveness and computations to ensure that the targets set by our client partners align with industry benchmarks. For instance, if FullFunnel conducted a Customer Acquisition Cost (CAC) target calculation for a hypothetical company, we would estimate a cost per Sales Accepted Lead (SAL) of $637.07.


Example: 

If, for instance, our client partner insists that every outbound sales asset should book 10 meetings a month with their ideal client profile, irrespective of the CAC target, we would ensure they comprehend the mathematical implications this approach would have on their demand generation program relative to industry benchmarks. To illustrate this with an example, the calculation would be as follows: 

While striving for the lowest cost of acquisition (CAC) is a universal goal for every organization, FullFunnel is committed to ensuring that our client partners comprehend the consequences of setting goals without a financial anchor point. In the above example, for an in-house Sales Development Representative, scheduling 10 meetings a month would result in a 6.22% CAC target. This figure is significantly below the benchmarks for both Professional Services firms and, notably, early-stage startup organizations.

Our objective here is not just to meet targets but to balance aspirations with a sustainable financial strategy. We believe that a better understanding of financial constraints and implications can guide more realistic and achievable goals while maintaining fiscal health.