The Bridge Group – Sales Development and Inside Sales Reports on Metrics & Compensation, 2014

Profile

Original Source
The Bridge Group - Resouces
Published
2015
Base
303 B2B companies
Company Type
B2B, SAAS, Software
Revenue
n.a.
Geography
USA, Other,

Description

The Bridge Group specializes in building, expanding and optimizing inside sales strategies for smart technology companies. The Bridge Group published some great Inside Sales Resources:

The 2014 Sales Development Report on Metrics & Compensation is their fifth round of research since 2007 with a focus on how metrics & compensation change over time. In this round, 222 B2B technology companies with Sales Development Teams were surveyed, most offer SaaS and Software solutions.  The report covers the Sales Development Model tasked with Pipeline generation, appointment setting, lead qualification and outbound prospecting. The report reveals:

  • How the Sales Development (SDR) Groups are made up (number of reps, territories, experience level, average tenure, ramp up, team structure)
  • SDR Quotas (basis of quota, average quota based on ACV, average number of deals, quota achievement)
  • Sales efficiency (average number of daily dials, dial attempts and connects)
  • Incentives & Compensation (OTE, duration of a SPIF)
  • ...
The 2015 SaaS Inside Sales Report on Metrics & Compensation  covers the metrics for Inside Sales Groups within SaaS companies, defined as Reps owning the entire sales cycle as an individual contributor and/or Reps in a team selling model sharing a territory with a field partner.  The report reveals:
  • How Inside Sales Groups are made up (number of reps, territories, segmentation into hunters and farmers, experience level, average tenure, ramp up)
  • Sales quotas (basis of quota, average quota based on ACV, average number of deals, quota achievement)
  • Sales efficiency metrics (average number of daily dials, dials attempts and connects)
  • Incentives & Compensation (OTE)
  • Top challenges for sales teams
  • ...
Authors Peter Gracey and Matt Bertuzzi have built The Bridge Group - Sales Development Outbound Index - an Index on transactional CRM data, after analyzing more than 40 outbound prospectors and large volumes of lead, activity, and opportunity data. The Index consists of 3 KPIs:
  1. Reach Rate: What percentage of accounts engage in at least one meaningful, forward-progressing sales conversation?
  2. Pass Rate: What percentage of reached accounts are passed by a SDR to a Sales counterpart?
  3. Pipeline Rate: What percentage of SDR-passed accounts are accepted into the sales pipeline?
 

Benchmarks

Ratio of Customer Accounts per Inside Sales Rep  Financial MetricsSales Comp & QuotaACVAll Sales Team AttributesTeam TypeInside SalesTeam ProfileStructure
Years of Experience Required per Inside Sales Rep  All Sales Team AttributesTeam TypeInside SalesTeam ProfileExperience
Average Tenure per Inside Sales Rep  All Sales Team AttributesTeam TypeInside SalesTeam ProfileTenure
Annual Attrition Rates / Turnover for Inside Sales Reps
Trending of Average On-Target Earnings per Inside Sales Rep   Financial MetricsSales Comp & QuotaOn Target EarningsAll Sales Team AttributesTeam TypeSales Dev Reps
Quota Base for Inside Sales Reps Compensation  Financial MetricsSales Comp & QuotaQuota BaseAll Sales Team AttributesTeam TypeInside Sales
Ratio between Executive and Inside Sales Reps within Inside Sales Team  All Sales Team AttributesTeam TypeInside SalesTeam ProfileStructureManagement
Trending of Average On-Target Earnings of Executive for Inside Sales Team  Financial MetricsSales Comp & QuotaOn Target EarningsAll Sales Team AttributesTeam TypeInside SalesManagement
Ramp-up Time per Sales Development Rep  All Sales Team AttributesTeam TypeSales Dev RepsTeam ProfileRamp Up
Average On-Target Earnings per Sales Development Rep  Financial MetricsSales Comp & QuotaOn Target EarningsAll Sales Team AttributesTeam TypeSales Dev Reps
Share of Incentive Components in Variable Compensation of Sales Development Rep  Financial MetricsSales Comp & QuotaQuota BaseAll Sales Team AttributesTeam TypeSales Dev Reps
Revenue Share Sourced by Sales Development Team by Company Size  Financial MetricsContract ValueRevenuesCompany ProfileCompany SizeAll Sales Team AttributesTeam TypeSales Dev Reps
Ratio between Executive and Sales Development Reps within Sales Development Team  All Sales Team AttributesTeam TypeSales Dev RepsTeam ProfileStructureManagement
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