We're incredibly excited to announce that BNZSA  has been acquired by Anteriad.
Find Out More

Virtual Teams: The solution to BDR burnout and the Great Resignation

Paul Briggs

YouGov recently surveyed two thousand workers for recruitment website, TotalJobs. The results showed that more than 75% of participants had experienced at least one symptom of burnout this year. Two fifths of respondents cited unrealistic workloads as one of the biggest causes of burnout. 

Many sectors such as travel and leisure, which were hit hard by the pandemic are now facing staff shortages. However, there is also currently a record number of vacancies in sales and marketing. According to GrabJobs, roles within sales and marketing are some of the most in demand positions in the UK in 2022.    

Adding to the strain is what is referred to as “The Great Resignation”. Workers are deciding to quit or not to return to their jobs as the working conditions provided pre-Covid crisis are no longer appealing to them. Instead, people are now looking for companies who are more mindful of their needs and who respect their work/life balance. Companies providing benefits such as remote working, better pay and better career opportunities are now more competitive as employers.  

Sales teams within the technology and software sectors have been acutely affected by the Great Resignation, with voluntary sales departures reaching 67%, according to figures from Xactly.  

Challenges affecting in house BDR management: 

When considering the role and responsibilities of a BDR, the above challenges are compounded by an elevated level of burnout. A BDR position can easily be considered one of the hardest roles in sales as they face a high level of rejection daily, no matter how good they are at their job. Despite receiving compensation in the form of commission, the pressure can affect their mental health and lead to burnout. Some of the aspects adding to this high level of employee turnover and burnout are: 

Cost of Living:

With sharp rises in energy costs and geopolitical factors, 2022 has seen the cost of living rise steeply. As a result, workers are not just seeking out the most competitive employer for salary, they are more mindful of those that can provide benefits and working conditions that are more inclusive of their personal needs, such as remote working and flexible work schedules.  
There is also a pressure on BDRs to perform, hit quotas and achieve KPIs on a weekly, monthly, or quarterly basis. Although they are compensated for this work, missing targets and therefore losing commission can cause added financial strain. 


During the pandemic, many workers faced with layoffs and uncertainty saw the time as an opportunity to reflect on their career path and their passions in life, with many deciding to pursue other opportunities outside of sales. 

Staff shortages:

As more workers change positions, the gap left in sales and marketing roles means BDRs are tasked with carrying an even greater workload to compensate for being short staffed, adding to the pressure to perform in their role. A higher-level of stress is key factor in BDR burnout.  

Unrealistic workload:

 Compounded by a high churn rate, BDRs are facing an unmanageable workload which can also negatively impact their mental health and add to burnout. According to BNZSA research, a BDR will have to simultaneously manage 1000s of contacts in a 12-month sales cycle. Tasked with outbound calling, trawling databases, coordinating with marketing and data teams, as well as handling inbound requests from various sources, BDRs can often struggle to prioritise their workload efficiently. 

Friction between teams:

Technology and automation to define workflows for lead follow-up are often chaotic and unmanageable. If processes to manage workflows are not clearly defined, this can lead to friction between BDR teams and Sales and Marketing. 

BDR Burnout is caused by a combination of the Cost of Living Crisis, high turnover in sales and marketing positions and a greater workload in a high pressure environment.
There are many factors which contribute to BDR burnout.

Virtual Teams as a solution: 

Designed to be an extension of your in-house team, rather than a replacement, BNZSA Virtual Teams is a ready-made solution. It is intended to not only enhance the functions of in-house teams, but also give instant resources, multi-lingual support and credible and compliant opportunities that are more mature in the sales cycle. 

Instead of hiring, training and paying for holidays and local taxation, customers only pay for the time of BNZSA's BDRs. They are virtual only in the sense that they are full time BNZSA employees but use an email domain and call on behalf of the client.  

BNZSA’s Virtual Team of BDRs and marketing executives provide our customers with end-to-end lead generation services including profiling accounts, following up on digital activity, qualifying leads, identifying decision makers, and buying committees which is key for companies wanting an account-based marketing (ABM) strategy. Costing of Virtual Teams is via a subscription-based Marketing-as-a-Service (MaaS) solution, rather than a traditional cost-per-lead (CPL) model. 

Virtual Teams have access to BNZSA's own technology stack, as well as the support of our data science team and newly formed decision science practice. This allows BNZSA to do a lot of the heavy lifting for our clients when it comes to providing high quality, sales ready leads. 

Using a Virtual Team has many benefits which can enhance your B2B lead generation strategy
Virtual Teams are an extension of your BDR resources - not a replacement.

Benefits of using Virtual Teams: 

Enhanced B2B Lead Generation:

Extend and enhance your lead generation efforts with our fully ramped and trained teams. We deliver high-quality, warm leads with our trademarked Warm HandoverTM process, developed specifically to increase conversion rates of the leads we deliver. BNZSA’s BDR will orchestrate a three-way call between themselves, the prospect, and a sales rep, allowing for a direct introduction. This allows for a smoother customer experience for the prospect, and a much more efficient use of time for the sales rep. 

Dedicated BDR Team:

With a BNZSA Virtual Team, they will function as an extension of your in-house BDR team, rather than as a replacement. Our process ensures consistent communication between our agents and your sales rep, creating an environment for constructive feedback, improving the quality of opportunities we deliver. They will be fully dedicated to customer campaigns. They will contact and qualify prospects on their behalf and be an expert in our client's products and services.  

Technical Training and Support:

Our highly experienced technical coaches are on hand to provide support to your team, adding instant quality and experience to your infrastructure. Our agents receive continuous training and guidance throughout campaigns, guaranteeing high quality leads.  

Localise in New Markets:

BNZSA can provide multi-lingual support with native speakers in over 26 different languages. This means our customers can expand their international lead generation strategy, and localise their messaging across EMEA, APAC and US markets. 

Flexible BDR Resources:

As BNZSA can adjust and rotate our resources based on clients’ needs, meaning a B2B campaign will not be slowed down because of sickness, holidays or other absences. 

Quality Data Sources:

Clients have access to BNZSA’s data services comprising of first party intent data, second- and third-party data, as well as support from our Data Science and Decision Science Teams, adding valuable insights to your B2B marketing strategy. 


 BNZSA is positioned to ramp your lead generation efforts quickly and efficiently with our Virtual Team offering. The Warm Handover (WHOTM) process has a 70% lead-to-conversion rate. With access to almost a decade worth of our own first-party intent data, along with the support of our Data Science and Decision Science teams, BNZSA have the resources to expand pipeline generation. BNZSA works with leading IT providers, with a 95% client retention rate. Get in touch today to discuss how we can add value to your B2B marketing strategy. 

Latest Post
What to expect from B2B marketing and sales in 2024
Now that the decorations are down and the new year’s resolutions are hanging by a thread, we find ...
Read More
Reflecting on 2023: A Year of Change
As we come to the end of another year, I always like to take time to reflect on the wins and the cha...
Read More
Lead Alignment: The Key to Sales Success
When it comes to sales success, one of the biggest obstacles is misalignment between marketing and s...
Read More
In-house or outsourced? The pros and cons of outsourcing B2B content creation
At its most basic, B2B content marketing is about creating and sharing relevant and valuable informa...
Read More
Five reasons to use BNZSA INTNT DATA to connect with in-market buyers
Companies are tired of guesswork when trying to filter through the noise of identifying the buying p...
Read More
Benefits of Integrating Digital Awareness in B2B Outreach
In an increasingly digital first B2B world, companies looking to expand their total addressable mark...
Read More
Enhance ROI from B2B events by investing marketing development funds (MDF) in BNZSA Channel Concierge, to get in front of the right people
Despite the increasing ability to order IT products and services online, three tier distribution or ...
Read More
Maximising event follow-up with Lead Verifyr
Post-pandemic it’s easy to assume that everything has moved online, but when it comes to B2B, and ...
Read More
Scale sales globally through Channel Partners with Channel Concierge
Channel Concierge by BNZSA, powered by Anteriad, is a centralised, fully integrated Marketing-as-a-S...
Read More
linkedin facebook pinterest youtube rss twitter instagram facebook-blank rss-blank linkedin-blank pinterest youtube twitter instagram