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Inside Sales Trends & Benchmarks
 

Inside Sales Trends & Benchmarks

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Inside Sales Trends & Benchmarks (based on 2010 Research Data) for the AA-ISP (American Association of Inside Sales Professionals)

Inside Sales Trends & Benchmarks (based on 2010 Research Data) for the AA-ISP (American Association of Inside Sales Professionals)

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  • < $29M - 9 Reps $30 - 100M - 17 Reps > $100M - 23 Reps
  • 2009 data Base – $50k Total - $98k Quota - $670k 2010 data 46% had total comp > $100k 21% had total comp > $120k
  • 2009 data % at quota – 67%
  • 2009 data Marketing % - 47% Touches - 8.5 touches Convert Rate - 18%
  • 2009 data IS % - 46% Order size - $22.5k Sales cycle - 96 days

Inside Sales Trends & Benchmarks Inside Sales Trends & Benchmarks Presentation Transcript

  • Trish Bertuzzi President & Chief Strategist The Bridge Group, Inc. Inside Sales Trends & Benchmarks 2010 Research Data
  • About the Research
      • 115+ Technology Companies Participated
  • Which best describes your solution? About the Participants
      • In the technology adoption lifecycle
    About the Participants
      • Inside Sales Groups
    Average group size: 2007 5 2009 12 2010 14
      • Primary Functions of the Group
      • (Select all that apply)
      • About the Inside Reps
      • Metric
    Experience prior to hire
      • 3.1 years
    Ramp to full productivity
      • 4.5 months
    Tenure at company
      • 2.9 years
      • Inside Sales Compensation
        • Metric
      • Change from ‘09
    Base Comp.
        • $53k
      • 6%
    Total Comp.
        • $98k
      • 1%
    Quota
        • $889k
      • 23%
      • Percentage of Reps at Quota
    • 4 in 10 reported less than ½ of their Reps at quota
    • Only 1 in 25 had greater than 80% of Reps at quota
        • 50%
      • 25% from 2009
      • Inside Sales Activity
        • Metric
      • Change
    % of calls on marketing-generated Leads
        • 27%
      • 43%
    # of touches from “Prospect” to “Win”
        • 9.3
      • 9%
    % of “Prospects” converting to “Wins”
        • 22%
      • 22%
      • Inside Sales Contribution
        • Metric
      • Change
    % of total Company Revenue
        • 42%
      • 9%
    Avg. order size
        • $50k
      • 122%
    Avg. sales cycle
        • 108 days
      • 13%
  • Trish Bertuzzi The Bridge Group, Inc. [email_address] 978-562-2623 Blog blog.bridgegroupinc.com www.linkedin.com/in/trishbertuzzi @bridgegroupinc Questions?