metrics, trends, and analysis

Inside Sales Experts Blog

2015 Research: SaaS and the AE/ISR Role

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

Sales role specializationIf 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

Sales rep tenureAverage tenure remains steady at 2.5 years. 

Companies hiring more experienced reps prior are experiencing significantly longer tenure. 


Part 3: Compensation and Quota

Sales acceleratorsRoughly 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

Sales conversations per day 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 matters.

This year and in each other report we’ve produced, we have found that more conversations per day is correlated with higher quota attainment.

This is the tip of the iceberg when it comes to the data that was shared by the SaaS community. As always, we are happy to share our findings.

You can get the full ebook with all the findings and analysis here. Good selling.

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