

Leaders' compensation has remained flat since 2009
Financial MetricsSales Comp & QuotaOn Target EarningsInside SalesAll Sales Team AttributesTeam TypeManagementOTE average $72.1k with a 64% base component
Financial MetricsSales Comp & QuotaOn Target EarningsSales Dev RepsAll Sales Team AttributesTeam TypeA quarter of companies tie largest share of compensation to won opportunities
Financial MetricsSales Comp & QuotaQuota BaseSales Dev RepsAll Sales Team AttributesTeam TypeInside Sales Reps in slow-growing companies convert 3.5% of Leads into Deals
GrowthFinancial MetricsSales Comp & QuotaDeals WonGrowth RateInside SalesEvaluationWin RateAll Sales Team AttributesTeam TypeTeam ProfileStructureInside Sales Reps in fast-growing companies convert 1.1% of Leads into Deals
GrowthFinancial MetricsSales Comp & QuotaDeals WonGrowth RateInside SalesAll ProcessesEvaluationWin RateAll Sales Team AttributesTeam TypeFast growing companies win larger deals (2.8x on average) than slow-growing companies
GrowthFinancial MetricsSales Comp & QuotaBookingsGrowth RateCompany ProfileInside SalesContract & PricingContract SizeAll Sales Team AttributesTeam TypeLarge deals (quartile 4) are 20% less likely to be won than average deals
Financial MetricsSales Comp & QuotaDeals WonCompany ProfileInside SalesContract & PricingContract SizeAll Sales Team AttributesTeam TypeTop performers (quartile 1 & 2) close deals that are 20% larger than average
Financial MetricsSales Comp & QuotaQuota AchievementInside SalesAll Sales Team AttributesTeam TypeReps spend 2.7 times as long on lost opportunities as win opportunities
Financial MetricsSales Comp & QuotaDeals WonInside SalesAll Sales Team AttributesTeam TypeTeam ProfileSales Cycle TimeLost deals are 1.9 times larger than won deals on average
Financial MetricsSales Comp & QuotaDeals WonInside SalesAll Sales Team AttributesTeam Type79% of companies focus on simple Incentive Plans with a Primary Component
Financial MetricsSales Comp & QuotaSales CommissionsAll Sales Team AttributesTeam TypeField/Outside SalesWhile Sales Managers achieve 81% of quota, Sales Teams achieve an average of 75%
Financial MetricsSales Comp & QuotaQuota AchievementAll Sales Team AttributesTeam TypeField/Outside SalesSales 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 SalesMedian OTE of sales reps (incentive only) starts at $54 k per year
Financial MetricsSales Comp & QuotaOn Target EarningsInside SalesSales Dev RepsAll Sales Team AttributesTeam TypeField/Outside SalesMedian salary of account management manager starts at $113 k per year
Financial MetricsSales Comp & QuotaOn Target Earnings