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Inside Sales Experts Blog

Inside Sales Experts Blog

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How One Head of Sales Tackled Building a Sales Playbook

Posted by Trish Bertuzzi on Wed, Jun 22, 2016

Kevin Dorsey is a fantastic sales leader. As Head of Sales for SnackNation, he leads a team of 12 Sales Development Reps and 30 Account Executives. SnackNation offers office delivery of healthy snacks that create happier and more productive teams.

In just one year, Kevin grew the teams from a handful of reps to over 40. Along the way, he decided that the best avenue for reinforcing and scaling critical sales competencies was to build a Sales Playbook.

And over the next 3.5 months, he did just that.

Lesson #1: He immersed himself in his SDRs' process

"I knew that if I wrote the Playbook from behind my desk exclusively, it probably wouldn't be very good."

Kevin got his hands dirty, getting in the seat with the SDRs and really seeing what that day-to-day felt and sounded like. He was looking to combine emergent best practices (identified by his team) with industry and thought leaders learnings.

 The playbook is broken into three sections:

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Data on Inside Sales as Exempt vs Non-Exempt

Posted by Matt Bertuzzi on Wed, Jun 08, 2016

Three weeks ago, the Department of Labor published its final rule updating the overtime regulations under the Fair Labor Standards Act (FLSA). Whether to classify inside sales reps as exempt or non-exempt remains a very messy issue. For those unfamiliar, non-exempt employees are:

Subject to overtime pay
Entitled to rest and meal breaks
Required to keep time records

By a stroke of luck brilliant strategic planning, I happened to be running research on how companies classify their SDRs and AEs for the purposes of overtime pay.

One hundred fifty-nine companies were kind enough to participate. Let’s first turn to what the new rule means.

What’s in the final rule

What has changed: The salary and compensation levels needed for the Executive, Administrative and Professional exemption will be raised to $47,476 on December 1st, 2016.  The total annual compensation requirement for highly compensated employees (HCE) will be raised to $134,004.

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Topics: inside sales management

The Five Whys of Sales Development

Posted by Trish Bertuzzi on Wed, May 25, 2016

Recently, I had a conversation with the CRO of an exciting SaaS startup. He had just built a sales development team and was frustrated with the results to date. Prior to his current role, he was Director of Sales for a well-established, big name company. Now at a startup, he faced no name recognition and next-to-no inbound marketing support.

I asked him about the specifics of his SDR strategy and he replied, “I replicated what we had in place at BigCo. It worked extremely well there, so why not here?”

And therein lies the problem.

Sales development is not one size fits all. That conversation is far from unique—I have them all too frequently. So much so, that I created a framework to help companies think through their implementations. Let me set the stage a bit.

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Topics: sales development

What's the Minimum ASP Where Sales Development Makes Sense?

Posted by Matt Bertuzzi on Tue, May 17, 2016

It’s safe to say that the sales development function is here to stay. Companies, conferences, and careers are being built around the SDR movement. If your average sales price is $100K+, sales development is a no brainer. At $50K, it’s most definitely a yes. But what about $16K? Or $8K? $4K?

There are dozens of threads on Quora about sales development, but none directly answer the question:

What is the minimum ASP where “doing sales development” makes sense?

Even in our Inside Sales AE research and SDR research, we’ve never tackled this specific question. But by combining the two data sets, I think I’ve come up with a pretty good answer. You can follow my math below or skip to the end number here(Note: I’m not commenting on growth versus profitability. See Mark Suster, David Skok, and Danielle Morrill for that.) I’m trying to answer a more straightforward question. If I spend $250K on sales development, by how much should revenues increase?

To get there, we need to step through four questions.

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Topics: metrics, sales development

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