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.