Hiring, Training and Building an Inside Sales Team Mukund Mohan [email_address] +91 998 054 2748
Inside Sales is all about metrics
123 IT companies, 753 inside sales professionals, 33% - SaaS, 67% - Services
The metrics that matter <ul><li>Lead generation </li></ul><ul><li>Compensation </li></ul><ul><li>Funnel or pipeline </li><...
1. Lead Generation metrics <ul><li>Ratio of Field : Inside Sales 4:1 </li></ul><ul><li># of appointments setup / month 38 ...
2. Compensation metrics <ul><li>Base salary 2.1 L </li></ul><ul><li>On target earnings (OTE) 3.8L </li></ul><ul><li>Target...
3. Funnel / Pipeline Management <ul><li>Conversion leads    opportunity 17% </li></ul><ul><li>% of clients from inside sa...
4. Management <ul><li>Ratio of Manager: Rep 1:6 </li></ul><ul><li>Base salary 4.6 L </li></ul><ul><li>On target earnings (...
Quota / Target & Contribution <ul><li>Annual quota $512K (US), 80L (India) </li></ul><ul><li>Order size $11K (US), INR 29K...
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14 inside sales

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

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14 inside sales

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

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