InsightSquared – New Benchmarks for Inside Sales Teams, 2014

Published
2014
Base
50+ companies
Company Type
B2B, B2C, Software
Revenue
n.a.
Geography
USA,

Description

Authors Zorian Rotenberg and Nick Christman from InsightSquared aggregated 12 months of detailed sales data for more than 50 growing software companies with inside sales teams to provide you with some benchmarks that help measure sales team’s performance on some new dimensions.

The benchmark answers a number of important questions:

  • How does the sales process differ for companies growing at more than 20% per year? (Conversion rates, Average deal sizes, Number of bookings per rep etc.)
  • Are big deals worth it? (Sales cycles, Sales effort, Win rates, Dollar per effort, etc.)
  • How much performance variance within your sales team should you expect? (Number of deals, Deal sizes, Win rates by rep performance quartile etc.)
  • Are you spending too much chasing bad deals? (Win/Loss cycles, Win/Loss deal sizes, Sales tasks per win/loss deal etc.)

The authors split software companies into two groups based on sales growth:

  • Fast growth: 100%+ growth in the last 12 months
  • Slow growth: 0 -100% growth int the last 12 months

Benchmarks

Lead-to-Deal Conversion of Inside Sales Team in slow-growing companies (< 100% p.a.)  Financial MetricsSales Comp & QuotaDeals WonGrowthGrowth RateEvaluationWin RateAll Sales Team AttributesTeam TypeInside SalesTeam ProfileStructure
Lead-to-Deal Conversion of Inside Sales Team in fast-growing companies (> 100% p.a.)  Financial MetricsSales Comp & QuotaDeals WonGrowthGrowth RateAll ProcessesEvaluationWin RateAll Sales Team AttributesTeam TypeInside Sales
Relative Deal Size and Bookings of Inside Sales Teams by Slow vs. Fast Growing Companies  Financial MetricsSales Comp & QuotaBookingsGrowthGrowth RateCompany ProfileContract & PricingContract SizeAll Sales Team AttributesTeam TypeInside Sales
Relatitve Sales Effort of Inside Sales Team by Deal Size Quartile  Company ProfileContract & PricingContract SizeAll Sales Team AttributesTeam TypeInside SalesTeam ProfileSales Effort
Relative Win Rate of Inside Sales Team by Deal Size Quartile  Financial MetricsSales Comp & QuotaDeals WonCompany ProfileContract & PricingContract SizeAll Sales Team AttributesTeam TypeInside Sales
Relative Number of Closed Deals of Inside Sales Team by Sales Team Quartile  All Sales Team AttributesTeam TypeInside SalesTeam ProfileStructure
Deal Size by Rep Quartile   Financial MetricsSales Comp & QuotaQuota AchievementAll Sales Team AttributesTeam TypeInside Sales
Relative Sales Cycle Time of Inside Sales Teams by Won vs. Lost Deals  Financial MetricsSales Comp & QuotaDeals WonAll Sales Team AttributesTeam TypeInside SalesTeam ProfileSales Cycle Time
Relative Deal Size of Inside Sales Teams by Won vs. Lost Deals  Financial MetricsSales Comp & QuotaDeals WonAll Sales Team AttributesTeam TypeInside Sales
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