Inside Sales Trends & Benchmarks

3,768 views

Published on

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

Published in: Business, Technology
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
3,768
On SlideShare
0
From Embeds
0
Number of Embeds
726
Actions
Shares
0
Downloads
102
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide
  • < $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

    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?

    ×