2015 Research: SaaS and the AE/ISR Role

Posted by Matt Bertuzzi on Tue, Feb 10, 2015

What happens when 342 SaaS companies share key metrics for their inside sales closers (AE, ISRs, etc.)?

Forty-six pages of analysis, metrics, comp data, and trends.

I'm extremely happy to share our new research report: 2015 Inside Sales Metrics for SaaS. A huge thank you to the community whose participation made it possible.

Here's a peek at what we cover in the report.

Part 1: Group Structure

If you spend any time reading sales blogs, you'd think nearly every SaaS company has implemented tripod role specialization: SDR, closer, and farmer.

Turns out the reality is closer to 4 in 10. As you might expect, ACV comes into play for both the requirement and the ability to finance a 'tripod' team.

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Your Inside Sales Metrics for 2015

Posted by Matt Bertuzzi on Thu, Jan 22, 2015

One afternoon in the summer of 2007, I was waiting in the dentist's office. This was pre-Android and only a month after the iPhone launched, so I had no screens to scroll and no feeds to skim.

Looking around the waiting room, I noticed a 'brush more, fewer cavities' poster on the wall. I distincly remember thinking, "That is basically a Crest ad hung up as as piece of wall art. Why doesn't that happen in B2B?"

When I got back to the office, I decided to try to make something worthy of being hung up.

Six months later, we published Rev 1 of The Periodic Table of Inside Sales. We are currently in version six with over 15k+ downloads and I couldn't be happier.

Next month, we'll be releasing our 2015 SaaS Metrics and Compensation Report. As a teaser, here's an updated edition of the Periodic Table (direct link to PDF).

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How 2015 Ready Are You?

Posted by Cindy Littlefield on Wed, Dec 10, 2014

I opened my email this morning and was bombarded by advice on how to end the year with a bang.

For most of us, those with longer sales cycles, that horse has left the barn. Trying to course correct now is too little, too late.

I'm sure you've spent countless hours on strategy and planning for next year. I'm asking you to spend 5 more minutes. As inside sales leaders, the next few days and weeks are the perfect time to assess your readiness for 2015.

I've created a 2015 Readiness Scorecard to make it easy for you.

With the scorecard you can assess your team's readiness for 2015 against:

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Topics: inside sales management, metrics

3 Salesforce Hacks Your Inside Reps Will Be Thankful For

Posted by Matt Bertuzzi on Tue, Nov 25, 2014

Happy Thanksgiving to all my American friends. I want to share 3 quick changes to CRM that will most certainly make your reps thankful.

None of these are my original ideas and I'm thankful to the amazing Salesforce community for sharing them with me.

1) Display the timezone of a phone number

This one comes from my good friend and Salesforce mentor, Becka Dente.

You can add this formula field to accounts, contacts, and/or leads. Reps can then build and sort lists based on timezone. It's unbelievably useful for bunching calls together.

if( ISBLANK(Phone),"--",  if( CONTAINS( "206: 209: 213: 253: 310: 323: 360: 408: 415: 425: 503: 509: 510: 530: 559: 562: 604: 619: 626: 650: 661: 702: 707: 714: 760: 775: 778: 805: 818: 831: 858: 867: 909: 916: 925: 949: 951: 971: 424: 442: 541: 657", left( SUBSTITUTE( Phone , "(", ""),3)),"Pacific", 

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Topics: sales tools, inside sales motivation

Participate in 2015 Inside Sales Research

Posted by Matt Bertuzzi on Thu, Nov 06, 2014

ISRs, AMs, AEs - whatever you call them, the metrics that drive the closing function are always in demand. 

Every eighteen months we conduct this research project, I'm asking for your help as we begin our 5th round.

The key themes we hope to uncover and share include:

  • SaaS versus On-Premise: where are groups similar, where do they differ
  • Compensation: base + ote, pay on what/how/when, accelerators and decelerators
  • Quotas: $ quotas, other components, % attainment
  • Rep Profiles: experience, tenure, ramp, career path

We worked hard to make this year’s survey easier and it should only take 6-8 minutes to complete.

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Sharing insight & ideas on Inside Sales best practices for pipeline generation & quota attainment - trends, tips, models & metrics.

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