Inside Sales Comp Calculator: Base Salary & OTE

Posted by Matt Bertuzzi on Thu, Mar 19, 2015

Over the last few months, we've published our 2015 research reports on the AE/ISR role (SaaS and non-SaaS versions).

Those reports provide closing rep compensation averages - both generally and broken down by several factors. A number of readers have emailed in to ask what base and OTE should look for them (based on geo, rep experience, ASP, etc.).

I've built a Inside Sales Comp Calculator to try to answer that. 

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Topics: metrics

Inside Sales Onboarding: An Interview with a Sales Enablement Pro

Posted by Trish Bertuzzi on Thu, Mar 05, 2015

We all know that ramp time is a KPI for inside sales organziations. From our 2015 inside sales research, we also know that the percentage of companies with 5+ month ramp time has tripled since 2010.

Online survey software company Qualtrics takes this seriously. And judging by their Glassdoor reviews, they are nailing it. 

Recently, I had a chance to speak with Charlie Besecker their Head of Sales Development, Sales Enablement and Professional Development. I asked him a few questions that I thought would be of interest to the inside sales community.

When did onboarding become a mission for Qualtrics?

When given the assignment of revamping our onboarding process, I asked what our ultimate goal was, "How will we know when we’ve been successful?" The response was daunting: “You know how Xerox, IBM, and Pitney Bowes, became synonymous with world class training and are spoken about for decades to come? Like that.”

As cheesy as it is, we started with a

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Topics: inside sales management, ask the experts

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

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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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