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Inside Sales Benchmarks and Insights by Mukund Mohan, CEO, Jivity

Inside Sales Benchmarks and Insights by Mukund Mohan, CEO, Jivity

Published in: Business, Education
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  • 1. Hiring, Training and Building an Inside Sales Team Mukund Mohan [email_address] +91 998 054 2748
  • 2. Inside Sales is all about metrics
  • 3. 123 IT companies, 753 inside sales professionals, 33% - SaaS, 67% - Services
  • 4. The metrics that matter
    • Lead generation
    • Compensation
    • Funnel or pipeline
    • Management
    • Quota (target) and Contribution
  • 5. 1. Lead Generation metrics
    • Ratio of Field : Inside Sales 4:1
    • # of appointments setup / month 38
    • Time to train 2 months, 5 days
    • Daily calls – 34
    • # of connects daily - 4
  • 6. 2. Compensation metrics
    • Base salary 2.1 L
    • On target earnings (OTE) 3.8L
    • Target M: Q : A 50:30:20
    • Ratio years exp: total comp (L) – 1.4
    • % churn (left for better comp) – 67%
  • 7. 3. Funnel / Pipeline Management
    • Conversion leads  opportunity 17%
    • % of clients from inside sales – 22%
    • % of revenue from inside sales – 31%
    • Leads passed monthly / rep – 8
    • Sales cycle Rs. 29K/$11K – 29 days
  • 8. 4. Management
    • Ratio of Manager: Rep 1:6
    • Base salary 4.6 L
    • On target earnings (OTE) 8.1L
    • # of years in inside sales 5.3
    • Tenure at single role 2.2 years
  • 9. Quota / Target & Contribution
    • Annual quota $512K (US), 80L (India)
    • Order size $11K (US), INR 29K (India)
    • % achieving quota (2010) – 47%

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