Sales Models, Metrics, and Motions Blog

SDR, AE, and CSM analysis

Sales Models, Metrics, and Motions 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

Your Sales Development Metrics for 2016

Posted by Matt Bertuzzi on Tue, Mar 22, 2016

Sales development as a function, role, and profession has seen serious change lately. In recent years, we’ve had a significant rise in stature, a host of new SDR-focused technologies, and even a conference all its own.

One constant is a thirst for the metrics behind the sales development function.  To make sense of the changes and trends, we researched and collected insights from 355 B2B companies. Our 2016 Sales Development Metrics and Compensation report is available today, and we have a ton to share with you.

What’s inside the report

This is our sixth round of sales development research since 2007 covering:

  • Reporting structure
  • Models, territories, and SDR to AE ratios
  • Experience, ramp, and tenure
  • Compensation, quota, and career path
Read More

Topics: sales development

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. 

Read More

Topics: metrics

The New Hotness: SalesforceIQ for Sales Cloud

Posted by Matt Bertuzzi on Wed, Oct 07, 2015

Like many of you, I’m finally recovering from the one-two punch of Dreamforce ’15 and the end of Q3.  

Now that my head is above water, I want to highlight one Dreamforce product launch you might have missed: SalesforceIQ for Sales Cloud. I’ve been playing with the app for a few weeks and am totally blown away.

What it is

SalesforceIQ for Sales Cloud is both a mobile email client (iOS and Android devices) and a Chrome browser extension.  The product marketing promises:  sell smarter right from inbox. They aren’t kidding. It is part email open tracker, part cloud calendar scheduler, part Salesforce integration, and part automated assistant.

How it works

I shot a quick video walk-thru to give you a feel for the app.

Read More

Topics: technology

Productivity Hack: Customize Chrome Search

Posted by Matt Bertuzzi on Wed, Aug 19, 2015

Our featured author today is Seth M. List, Director Market Development at Umbel. He joins us for the latest installment of the Inside Sales Practioner Series.

Over in the Sales Development Rep Forum on LinkedIn, Trish Bertuzzi recently posed this question:

What are your most effective SDR productivity hacks?

While my hack isn’t explicitly for sales development. It is wonderful nonetheless for Chrome users.

Chrome is awesome for quite a few reasons. As it relates to sales development, sales and/or sales management, this one is my favorite.

In a nutshell, what I’m going to teach you to do is perform Salesforce,
LinkedIn, Wikipedia, Google Drive, Hoovers, and more searches directly
from Chrome’s URL bar using custom keywords.

Read More
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