The head of Sales Development for a $50M SaaS company recently shared some interesting team data with me. Excluding recent hires and the team currently in place, the group had 55 terminations, promotions, transfers, and quits over the last three years. A little high, but not too far above the median.

Breaking down the individual data, I found the following:

Roughly 60% of his SDRs were promoted or internally transferred. That’s great stuff! But on the flip side, and a concerning note, nearly 40% of the SDRs promoted to an AE role had been terminated. That surprised me.

I wondered if these results were above average, below average, or to be expected. I couldn’t find any public data on the post-promotion failure rate for SDR-to-AE transitions, so I turned to LinkedIn to do my own research.

In the US, our approach to vacation is unrecognizable to much of the rest of the world. In Sales & Sales Leadership, our approach to Paid Time Off (PTO)  is incomprehensible to many of our own non-sales colleagues.

A quick trip to Federal Reserve Bank of St. Louis tells me that workers in the US work ~11% more hours annually than our peers. That’s roughly an extra half day. Every week. 52 weeks a year.

I suspect you wouldn't argue against the benefits of time away--improved concentration, replenished performance, refreshed attitude-to name a few. But a quick trip to LinkedIn, Glassdoor, Slack, and LinkedIn tells me that taking PTO and making the number are in conflict in many sales organizations.

Over the last few months, we published our latest research reports on the Account Executive role (AEs, ISRs, etc.). Both the SaaS and non-SaaS versions are currently available. The reports provide base and on-target earnings for the AE role—both averages and broken down by specific factors.

A number of readers have emailed in and the top three requests have been:

1. Update the 2015 calculator with the latest data (allow tailoring by geography, rep experience, ASP, etc.)
2. Add a sheet for manager, director, and VP compensation as well
3. Port the calculator over to Google Sheets
    

Well, we've done all three. Welcome to our new and improved AE & Inside Sales Leader Compensation Calculator (now available both in Excel and Sheets formats).

Daily, I hear sales leaders commenting how hard it is to find great candidates in this market. A search I ran on LinkedIn this morning bears this out.

In just the last 15 days, 468 companies posted “Account Executive” openings in Boston alone. That’s a rate of five new postings per business hour. Beyond the sheer volume, we’re also missing the mark in messaging (see below). It’s no wonder the majority of posts on LinkedIn get fewer than 10 applicants.

While there’s no silver bullet, there is a relatively simple step that too many companies miss:

Build and share a role elevator pitch.

We tackled this idea in our ebook, The Sales Hiring Hourglass, but I want to expand on the topic a bit.