InsightSquared – New Benchmarks for Inside Sales Teams, 2014
Profile
Original Source
Publisher
Published
2014Base
50+ companiesCompany Type
B2B, B2C, SoftwareRevenue
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
