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Trending of Average On-Target Earnings of Executive for Inside Sales Team

Leaders' compensation has remained flat since 2009

  Financial MetricsSales Comp & QuotaOn Target EarningsAll Sales Team AttributesTeam TypeInside SalesManagement

Average On-Target Earnings per Sales Development Rep

OTE average $72.1k with a 64% base component

  Financial MetricsSales Comp & QuotaOn Target EarningsAll Sales Team AttributesTeam TypeSales Dev Reps

Share of Incentive Components in Variable Compensation of Sales Development Rep

A quarter of companies tie largest share of compensation to won opportunities

  Financial MetricsSales Comp & QuotaQuota BaseAll Sales Team AttributesTeam TypeSales Dev Reps

Lead-to-Deal Conversion of Inside Sales Team in slow-growing companies (< 100% p.a.)

Inside Sales Reps in slow-growing companies convert 3.5% of Leads into Deals

  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.)

Inside Sales Reps in fast-growing companies convert 1.1% of Leads into Deals

  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

Fast growing companies win larger deals (2.8x on average) than slow-growing companies

  Financial MetricsSales Comp & QuotaBookingsGrowthGrowth RateCompany ProfileContract & PricingContract SizeAll Sales Team AttributesTeam TypeInside Sales

Relative Win Rate of Inside Sales Team by Deal Size Quartile

Large deals (quartile 4) are 20% less likely to be won than average deals

  Financial MetricsSales Comp & QuotaDeals WonCompany ProfileContract & PricingContract SizeAll Sales Team AttributesTeam TypeInside Sales

Deal Size by Rep Quartile

Top performers (quartile 1 & 2) close deals that are 20% larger than average

  Financial MetricsSales Comp & QuotaQuota AchievementAll Sales Team AttributesTeam TypeInside Sales

Relative Sales Cycle Time of Inside Sales Teams by Won vs. Lost Deals

Reps spend 2.7 times as long on lost opportunities as win opportunities

  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

Lost deals are 1.9 times larger than won deals on average

  Financial MetricsSales Comp & QuotaDeals WonAll Sales Team AttributesTeam TypeInside Sales

Weighting Components of Incentive Plans for Sales Commissions

79% of companies focus on simple Incentive Plans with a Primary Component

  Financial MetricsSales Comp & QuotaSales CommissionsAll Sales Team AttributesTeam TypeField/Outside Sales

Quota Attainment of First Line Manager and Sales Team by Company Size

While Sales Managers achieve 81% of quota, Sales Teams achieve an average of 75%

  Financial MetricsSales Comp & QuotaQuota AchievementAll Sales Team AttributesTeam TypeField/Outside Sales

Total Annual Variable Pay for Sales Representatives

Sales Representatives in smaller companies make an average variable pay of $100k, they make significantly less in larger compannies

  Financial MetricsSales Comp & QuotaOn Target EarningsAll Sales Team AttributesTeam TypeField/Outside Sales

Median Salaries of Sales Representatives (Incentive Only)

Median OTE of sales reps (incentive only) starts at $54 k per year

  Financial MetricsSales Comp & QuotaOn Target EarningsAll Sales Team AttributesTeam TypeSales Dev RepsInside SalesField/Outside Sales

Median Salaries of Account Management Manager/Director

Median salary of account management manager starts at $113 k per year

  Financial MetricsSales Comp & QuotaOn Target Earnings