How to hire a fractional SDR

This page is the working order for one hire: what to write down, how to shortlist, and how to trial before you commit. If you have not chosen between an individual, an agency and a pod, start with the models overview.

1. Write a one-page brief

Providers quote against what you give them. A usable brief has:

• The buyer. Titles, company size, industry and country. One source on outsourced onboarding says to settle these in writing before kickoff, or the team loses about a week before writing anything.
• The meeting. What counts as a qualified meeting for you, and who takes it. If nobody on your side can take meetings within a few days, fix that before you hire.
• The offer. What you sell, the one problem it solves and two or three customers you can name for context.
• The tools. Your CRM, calendar and any data or sending tools the rep must use or may not use.
• The limits. Regions, accounts that are off limits and anything the rep may not say.

2. Shortlist two or three

Pick providers that fit the model you chose, then ask each the questions on this list. Look for named people, written terms and an answer to "what happens if you miss the number". Be wary of a provider that quotes before asking about your buyer.

3. Ask for a trial period, and say what it proves

Common minimum terms are three months or more (GigRadar reports 90-day minimums for fractional engagements), so a trial is usually the first term of the contract rather than a separate pilot. Agree what you will judge at the end: reply quality, meetings held, and how many were accepted by your sales team. Cleverly's onboarding guide argues the first weeks are calibration and that performance should be judged at 60 to 90 days, which is a vendor view, but it matches the minimum terms above.

4. Decide with your own data

Keep your own count of meetings held and accepted from day one. Your CRM is the record, not the provider's report.

5. Sign terms that match what you tested

Put the qualified-meeting definition, reporting and exit rights into the contract. The contract terms page lists what to include.

Back to hiring a fractional SDR, or see the providers we list.

FAQ

How many providers should I talk to?

Two or three is enough to compare. More calls mostly repeat the same pitch.

Should I pay for a trial?

Most providers sell a minimum term, not a free trial. Treat the first term as the trial and agree up front how you will judge it.

Who should own the rep on my side?

One named person who gives feedback on meetings weekly. Without that, messaging does not improve.