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Inside Sales Experts Blog

Inside Sales Experts Blog

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Quota Attainment, Morale, and Sales Culture

Posted by Matt Bertuzzi on Wed, Nov 14, 2018

We’ve just entered a very special time of year. Namely the three weeks (from Nov 1st to Thanksgiving) where it's acceptable to talk quotas for the upcoming year. 

Broach the topic any earlier, and it’s like touring colleges with a newborn. Any later, and it's a distraction from finishing the year strong. But right now, is just right.

Chorus.ai CEO Roy Raanani posted a whiteboard video on the topic recently. He compared two groups with equal average quota attainment and equal group performance. I've dubbed them:

  • Team Summit with a single peak distributed around 80% of quota
  • Team Camel with two humps at 60% and 100%

 

Roy argues Team Summit is preferable. For one, "whenever there is variability [like in Team Camel] it usually means we don't fully understand the process." He continues that reps in the left hump are likely stressed out—as they see how they're underperforming their peers—and ultimately, may face PIP or involuntary termination. I recommend you take a look at the video and comments. It's a great discussion.

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Participate in CRO / (S)VP of Sales Research

Posted by Matt Bertuzzi on Thu, Sep 13, 2018

Fall is upon us.

The days after getting shorter. Football (both proper and American) is back on the TV. And we at The Bridge Group are kicking off a new research project.

This time we're targeting the most senior Sales Leaders.

We focusing on CRO/(S)VP compensation, accelerators, and equity grants as well quota, makeup, and span of control. So if you're a CRO, SVP, or VP of Sales, we'd love your participation. We worked hard to make this survey easy and short (roughly 4 minutes ).

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The 2018 SDR Metrics Report is Here

Posted by Matt Bertuzzi on Wed, May 09, 2018

In the Sales Development world, metrics can be finicky beasts.

What works at Google, LogMeIn, or Okta might not be transferable from one to the other, let alone work for you. Questions around how can I benchmark my team make leading an SDR group all the more challenging. In our 2018 SDR Metrics & Compensation Report, we analyze the biggest shifts in recent years and provide core metrics to measure these groups. We also break out findings by company revenues, ASP, and other factors.

About the Participants

This is our seventh round of this research project and I can tell you it's our best dataset yet. This year, 434 Executives from a broad range of B2B companies participated. (89% with HQs in North America, median respondent revenues of $24M, and median ASP at $28K).

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How One Company Integrates SDRs into their Account-Based Strategies

Posted by Trish Bertuzzi on Fri, Mar 09, 2018

We all know account-based (ABx) strategies are hot.

Search for “account-based technology” on Google, and before you know it, targeted display ads will fill your browser, vendor branded socks will arrive in your mailbox, and dozens of new SDR cadences will flood your inbox. 

No doubt, the technology behind ABx is amazing. But what gets less attention is how the SDR role needs to evolve to support it. I want to share one company’s journey. Meet Zignal Labs.

Zignal Labs, Inc. provides a cloud-based platform that analyzes social and digital media in real-time and delivers data-driven insights. By way of orientation, their average deal is six figures and the sales cycles run 6–8 months. Jamie Varley, Director of Account Development at Zignal, shared how his group integrates into the company’s account-based approach.

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