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.
Part 2: Ramp and Retention
Average tenure remains steady at 2.5 years.
Companies hiring more experienced reps prior are experiencing significantly longer tenure.
Part 3: Compensation and Quota
Roughly 65% of companies use accelerators, decelerators, or both.
Two-thirds of those set cliffs (a percentage of quota below which reps earn no commission). We took at a look at cliffs and multipliers to understand the shape of compensation.
We found three basic flavors: flat (35% of companies), gradual (28%), and steep (37%).
Part 4: Activity and Technology
On average, reps are having 6.6
conversations per day. This is down from 9.5 in 2012 – that’s nearly a 34% drop.
This year and in each other report we’ve produced, we have found that more conversations per day is correlated with higher quota attainment.
You can get the full ebook with all the findings and analysis here. Good selling.