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metrics, trends, and analysis

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

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

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

Outbound Prospecting Benchmarks for 2015

Posted by Matt Bertuzzi on Wed, Oct 29, 2014

For every 1000 accounts prospected in a given quarter, how many opportunities should an SDR group generate?

That question can mean only one thing, it's time for the latest release of the Outbound Index.

For those unfamiliar, the Index is a collaboration between Pete Gracey, CEO of QuotaFactory, and I into the metrics of outbound prospecting. With each release, we provide an 'outbound snapshot' powered by actual, transactional CRM data.

In other words, we don’t ask ‘Hey, how’s the prospecting going?,’ we dig into the data and find out the truth.

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Topics: cold calling, metrics


Sharing insight & ideas on Inside Sales best practices for pipeline generation & quota attainment - trends, tips, models & metrics.

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