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Sales Models, Metrics, and Motions Blog

Lead Generation Metrics: Ramp, Quota & Productivity

by Trish Bertuzzi on Wed, Aug 25, 2010

I'm very excited to announce the release of the 2010 Lead Generation Metrics & Compensation Report focusing on the “pipeline development" Inside Sales function.

Let me share three data points I found interesting:
  • On average, it takes 3.2 months to get a rep fully ramped and their tenure in the role is 2.1 years.
    That means you get roughly 7 quarters of productivity from a rep.  It is time we all think about our on boarding process and the investment it requires
  • 63% of LeadGen Reps make quota which is down 13% from 2009.
  • LeadGen teams are contributing between 41% to 52% of their company’s overall pipeline. 
    That is nothing to be sneezed at!

Lots more great info in the report! Our thanks to all who participated and, as always, 

feel free to call/email/comment with any questions you may have.



Get the Full Report:
2010 Lead Generation Metrics & Compensation

Research Report: Focusing on the Lead Generation (pipeline generation) function. 

Lead Generation Metrics & Compensation: KPIs & trends

Based on 2010 survey of 115+ B2B companies.

Topics: inside sales management, metrics

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