Inside Sales Trends & Benchmarks

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?

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Inside Sales Trends & Benchmarks

by The Bridge Group, Inc. on May 19, 2010

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Inside Sales Trends & Benchmarks — Presentation Transcript