metrics, trends, and analysis

Inside Sales Experts Blog

Inside Sales Experts Blog


Hiring 2016 Grads? Recruit with Instagram

Posted by Kyle Smith on Wed, Apr 20, 2016

For New Englanders like me, Spring means three things - golf, despair over the Red Sox’s starting rotation, and college graduation season.

A new crop of sales talent is readying to enter the market and nearly all of my clients have open headcount for Sales Development Reps. And, I can assure you, most are facing a very competitive hiring market. If you’re looking to attract the class of 2016, you have to be creative. It should come as no surprise that 90% of those under the age of 30 use social media. What you may not know is that Instagram’s usage has surpassed Twitter’s – registering 400M monthly active users.

A new channel for recruiting

If you are looking to drive candidates to your positions, you need to fish where your potential candidates swim.

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Topics: inside sales management, inside sales hiring

Too Many Job Descriptions Are Sleep Prescriptions

Posted by Trish Bertuzzi on Tue, Apr 12, 2016

"The corporate SDR is accountable for booking sales demos across all verticals for the closing representative. They will be responsible for proactive calling and lead activity management owning the prospecting stage from . . ." Zzzzzzzzz.

Sorry. Nodded off there.

After a scan of more sales development job descriptions than I can count, I can tell you that’s how the vast majority sound. In a word: dreary. They are about as captivating and inspiring as the operating manual for my toaster. Most of us were taught that a job description should, well, describe the job. But that’s totally backwards.

A job description should sell the job. If you can’t capture attention and interest, who the hell cares about the fine print.

Your job descriptions are content assets that should be attracting top talent. If done well, you’ll be selling the sizzle, while every other hiring manager will be documenting the chemical makeup of the steak.

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Topics: inside sales hiring, sales development

Your Sales Development Metrics for 2016

Posted by Matt Bertuzzi on Tue, Mar 22, 2016

Sales development as a function, role, and profession has seen serious change lately. In recent years, we’ve had a significant rise in stature, a host of new SDR-focused technologies, and even a conference all its own.

One constant is a thirst for the metrics behind the sales development function.  To make sense of the changes and trends, we researched and collected insights from 355 B2B companies. Our 2016 Sales Development Metrics and Compensation report is available today, and we have a ton to share with you.

What’s inside the report

This is our sixth round of sales development research since 2007 covering:

  • Reporting structure
  • Models, territories, and SDR to AE ratios
  • Experience, ramp, and tenure
  • Compensation, quota, and career path
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Topics: sales development

The Next Generation of Women Sales Leaders

Posted by Trish Bertuzzi on Wed, Feb 17, 2016

Last month, I spent an afternoon at SalesLoft in Atlanta. SalesLoft has done an outstanding job hiring a gender diverse team and, having met a few “#LadyLofters” at various events, I asked CEO Kyle Porter if I could spend some time with the women in his organization.

First, the numbers:

  • 81 employees
  • 23 women (28%)
  • 13 managers/department heads
  • 5 women managers/department heads (38%)
  • 30% of all employees report to women managers

I know that many companies struggle to hire women in sales/tech and I wanted to know SalesLoft’s secret.

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