2009 Report Focuses on Technology Companies with an Inside Sales Lead Generation Function
Hudson, Mass - Jan 7, 2009 - Productivity and performance are the top 2 challenges facing Sales and Marketing executives at technology companies, according to a new research report released by The Bridge Group, Inc.The research, which focuses on lead generation metrics & compensation, is based on surveys of over 125 North American technology companies conducted in Q4 2008. The report, entitled "2009 Inside Sales Lead Generation Metrics & Compensation for Technology Companies", is available via free download from The Bridge Group.The report focuses on lead generation, an Inside Sales model responsible for:• Pipeline generation
• Appointment setting
• Lead qualification
• Lead nurturing
Key findings of the report:
• 79% of all organizations compensate their Reps based on some component of revenue
• The average monthly quota for appointments set / leads passed is 16
• Average Rep activity metrics: 4 hours phone time & 46 calls daily
"Experience, time to productivity & tenure are challenges companies face when building and maintaining an Inside Sales lead generation group," explained Trish Bertuzzi, President & Chief Strategist for The Bridge Group. "We hope this report with allow companies to benchmark themselves against their peers & best practices."
She continued, "Regarding compensation, technology companies must consider their:
• Name recognition in the market
• Product's position in the technology adoption lifecycle
• Proportion of targeted outbound calling v. inbound lead qualification
when determing how and on which metrics to compensate their Reps."
The complete findings of this report are immediately available from The Bridge Group's Inside Sales Experts Blog.