Sales Models, Metrics, and Motions Blog

SDR, AE, and CSM analysis

Sales Models, Metrics, and Motions Blog

Inside Sales Experts Blog


SaaS AE Compensation Heading into 2020

Posted by Matt Bertuzzi on Wed, Sep 25, 2019

Turn on economic news these days and it’s nearly impossible to miss stories about the tight labor market and (depending on how you measure it) moderate wage growth. 

The chart below compares the Unemployment Rate  and Average Hourly Earnings indexed to June 2009--the official end of the last recession.

Net-net, the unemployment rate has fallen by ~60% while earnings have increased ~30%. 

We’ve been diligently working our way through our latest round of AE research and I wanted to share a preview of what I'm seeing. If the AE role were following the larger economy, we would expect to be seeing 2.5% compound annual growth in On-Target Earnings. In other words, a $100K OTE in 2009 should be roughly $124K today.

In reality what we're seeing is much, much bigger. 

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Insight on the Sales Tech Stack (of the Present and Future)

Posted by Matt Bertuzzi on Fri, Jun 21, 2019

Gartner's 2019 Current and Emerging Technologies in Sales is making the rounds on LinkedIn.

I’ll be honest, I spent quite some time trying to grok what it was saying. I’m more of a numbers person than a visual learner, so I made a bit of a remix. I thought I’d share it here to get the community’s feedback.

First, I spreadsheet'd their data out by adoption, current ROI, and future importance. I used distance to center to measure Deployment Level  (1-9 scale) and followed their size and color key for Current ROI and Future Importance (1-3 scale).

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Participate in 2019 AE Research

Posted by Matt Bertuzzi on Thu, Apr 25, 2019

Today, we launch our Account Executive research focused on B2B closing teams.

This is our seventh round of research since 2007. We asked a group of VCs, CROs, and Sales VPs to weigh in on the key questions for building and leading teams today. They came back with items like:

  • Pipeline source: What's the mix between inbound, outbound SDR, and self-sourced pipeline? How do high-growth companies differ from the pack?
  • Compensation: What's the going rate for OTE (by experience, location, and quota)? Outside the mega-hubs, where are companies building teams?
  • Quotas: What are average quotas (by company stage, by ACV, etc.)? What % attain the number?
  • Technology: What makes up the sales stack? Which tools actually move the needle on performance?

This year’s survey is more streamlined than prior and will take roughly 5 minutes to complete. If you lead an AE group, please participate

All answers will be aggregated anonymously. We’ll be sharing the results with you and the rest of the community in the coming months. I appreciate that so many of you take the time to share. We couldn’t do it without you.

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Account-Based Lessons Learned: 2016-Today

Posted by Trish Bertuzzi on Thu, Apr 04, 2019

Account-based revenue is a concept as old as outbound sales. The names have varied—whale hunting, selling to big companies, target account sales, and so on—but the desire has always been the same:

Get strategic on big accounts.
Win the opportunities that matter.
And once we’ve landed, grow the account.

2016 was the year that strategic outbound and account-based approaches stepped out from behind the inbound shadow. Over the last 3+ years, the thinking, the tools, and the tactics have continued to evolve.

Account-Based Interest over time

I thought I’d share what I’ve seen change over that time both in our client work and in our experience as a consulting firm selling to named accounts. It just so happens that my friends over at Engagio recently published a revised second edition of their ABM ebook. I’ve included snippets below to emphasis my points.

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