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Inside Sales Trends & Benchmarks

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Inside Sales Trends & Benchmarks

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

Editor's Notes

  • &lt; $29M - 9 Reps $30 - 100M - 17 Reps &gt; $100M - 23 Reps
  • 2009 data Base – $50k Total - $98k Quota - $670k 2010 data 46% had total comp &gt; $100k 21% had total comp &gt; $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

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