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metrics, trends, and analysis

New Thinking for a New Wave of Sales Candidates

Posted by Sally Duby on Wed, Nov 04, 2015

It’s a tough hiring market -- especially for SDR and AE roles. In some locations (San Francisco, New York, and Boston), it has become almost impossible.

I know from speaking with Sales Leaders (and from our research) that companies are being forced to hire younger and less experienced reps. It seems “straight out of college” has become the new “1-2 years of experience” and that “minimum of 1 year of selling” has replaced “3+ years in a sales capacity.”

By this point, if you don’t have a healthy number of “Millennials” on your team, you’re in the minority. Despite the stereotypes (social media-obsessed, marriage-delaying, selfie-addicts), Millennials actually stay longer with their employers than the previous generation.

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Topics: inside sales management, inside sales hiring, inside sales motivation

Participate in 2016 Sales Development Research

Posted by Matt Bertuzzi on Wed, Oct 21, 2015

Today, we launch our Sales Development research focused on teams generating pipeline (aka SDRs, BDRs, LDRs, etc.).

This is our sixth round of research, since 2007. The key themes we'll explore include:

  • Rep profiles: experience, tenure, ramp time, career path
  • Compensation: base, OTE, comparisons between roles
  • Quotas: pay on what, average quotas, % attainment
  • Technology: categories, adoption, impact

We worked hard to make this year’s survey easier and it will take roughly 6 minutes to complete. If you lead a Sales Development group, please participate

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Topics: metrics

The New Hotness: SalesforceIQ for Sales Cloud

Posted by Matt Bertuzzi on Wed, Oct 07, 2015

Like many of you, I’m finally recovering from the one-two punch of Dreamforce ’15 and the end of Q3.  

Now that my head is above water, I want to highlight one Dreamforce product launch you might have missed: SalesforceIQ for Sales Cloud. I’ve been playing with the app for a few weeks and am totally blown away.

What it is

SalesforceIQ for Sales Cloud is both a mobile email client (iOS and Android devices) and a Chrome browser extension.  The product marketing promises:  sell smarter right from inbox. They aren’t kidding. It is part email open tracker, part cloud calendar scheduler, part Salesforce integration, and part automated assistant.

How it works

I shot a quick video walk-thru to give you a feel for the app.

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Topics: technology

"Sit" Your Team Up for Success

Posted by Sally Duby on Thu, Sep 10, 2015

You’ve spent hours interviewing, training, and coaching your inside sales team to help them hit their goals. But are you truly ‘sitting’ them up for success?

While open floor-plans in offices are in vogue, we shouldn’t always succumb to every trend. (Clogs, jeggings, mullets… need I say more?)

The New Yorkerin a review of research on this nouveau workplace design, determined that the benefits in building camaraderie simply mask the negative effects on work performance. While employees feel like they’re part of a laid-back, innovative enterprise, the environment ultimately damages workers’ attention spans, productivity, creative thinking, and satisfaction.
  - Lindsey Kaufman, The Washington Post

Inside sales reps, in particular, need to be able to make calls in a calm, quiet and controllable environment. Can you imagine prospecting while 5, 15, or 50 of your closest colleagues hold their own conversations? This makes no sense for those of who make our livings talking and listening for 3+ hours a day.

Take a look at Glassdoor reviews posted by inside sales reps and you'll find

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Topics: inside sales management


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Sales Development (SDR) Metrics and Comp