INSIDE SALES EXPERTS BLOG

metrics, trends, and analysis

Inside Sales Experts Blog

Inside Sales Experts Blog

by

Matt Bertuzzi

Matt bleeds blogs, business books and inside sales. He is never short an answer to the question, “Read or see anything interesting lately?” Matt works with Bridge Group clients on tools, roadmaps, and advice around inside sales. Internally for The Bridge Group, he works on technology, content, and other (fun!) projects.

Recent Posts

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.

Read More

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 ).

Read More

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).

Read More

GDPR and The Future of Cold Outreach into Europe

Posted by Matt Bertuzzi on Thu, Feb 22, 2018

If your company markets to, sells, or otherwise engages prospects in Europe, GDPR should be on your radar. 

I know these conversations are taking place in legal and IT departments, but I  haven't seen much awareness for SDR or AE VPs, Directors, or Managers.  So, this is your polite wake-up call. If you haven't paid much attention to the General Data Protection Regulation (GDPR), that is likely to change. And soon.

This brief post is my attempt to give you an assist.

High Level. What's GDPR?

The EU General Data Protection Regulation (GDPR) sets out a new, unified privacy law for Europe. The new law is relevant not just to businesses established in Europe; it will also apply to entities worldwide that provide goods and services to individuals in Europe, and online platforms and other website operators that are accessible from Europe. - McDermott Will & Emer


Net-net, GDPR applies to any organization that retains, processes, or profiles the data of individuals in Europe. Broadly, this seems to include the European Union and the European Economic Area. As you might suspect, prospecting (including cold, outbound emailing) most certainly involves profiling, processing, and retaining individual data.

Read More

Get the latest sales development and inside sales insights in your inbox.

Comments

What do you think?