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

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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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.

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New ebook: PTO and the Sales Team

Posted by Matt Bertuzzi on Tue, Jan 16, 2018

Last July, I posted a survey on this blog. My aim was to learn how most sales organizations are handing vacation for their selling reps.

  • When a rep takes a vacation, are they offered quota relief?
  • If yes, what are the policy specifics?
  • If no, how are leaders ensuring reps take successful vacations?

I thought a few dozen companies would respond and I'd have some interesting results to share with the community. It turned into something bigger. Over 200 sales leaders (team leads, managers, directors, VPs) and 340+ individual contributors (AEs, SDRs, CSMs, etc.) participated. I combed through more than 250 individual, anonymous comments. Additionally, I interviewed seven senior leaders on the topic—four on the record and three off.

I’ve compiled the results in our new ebook PTO and Sales.

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Participate in 2018 SDR Research

Posted by Matt Bertuzzi on Thu, Nov 02, 2017

BDRs, LDRs, SDRs - whatever you call them, the metrics that drive the SDR role are always in demand.

Today, I'm excited to launch our latest research focused on Sales Development organizations. This is our seventh round of research since 2007. The key themes we'll explore include:

  • Rep profiles: experience, tenure, ramp time, career path
  • Structure: in/out/blended, headcount, territories
  • Compensation: base, OTE, regional variations
  • Quotas: average quotas, components, % attainment
  • Technology stack: categories, adoption, impact
     

We worked hard to make this year’s survey easier and it will take roughly 4-5 minutes to complete. If you lead a sales development group, please participate

Read More

Topics: metrics

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