Sales Models, Metrics, and Motions Blog

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Sales Models, Metrics, and Motions Blog

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How One VP Hired 23 Reps in 100 Days (and Lived)

Posted by Matt Bertuzzi on Tue, Aug 19, 2014

ZipRecruiter’s VP of Inside Sales, Kevin Gaither, was tasked with hiring 25 inside sales reps in just three months. This is his story.

Kevin joined ZipRecruiter in the summer of 2013. By January 2014, he’d grown the inside sales organization to a dozen reps, proving out both the concept and model.

With greater than 8K inbound leads per month, it came time to scale.

Four months and 700 candidates later, Kevin hired 23 reps (and lived to tell the tale).

Kevin shared three things he did right.

1) Approach the hiring process like you would a sales process.

Kevin’s ‘hiring funnel’ included:

  • 7 ‘stages’
  • A 4.5 hour process per hire
  • Starring roles for himself, his Managers, and Reps
  • 3.5% conversion rate from candidate-to-hire
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Topics: inside sales management, metrics

Grade Your Sales Team with this Tool

Posted by Matt Bertuzzi on Wed, Jul 23, 2014

Last quarter is in the books. How did your team do?

If you're like most companies, you know a) your team's actual vs. goal and b) the number of reps at/above quota. But does that truly give a full picture of performance?

Sales Team Grader

I've been working on a benchmarking tool to fill in the gaps. (Big thanks to the folks who participated in beta testing!) The tool benchmarks your team against:

  • Group performance vs. goal
  • % of reps at 90%+ (of quota)
  • Median rep performance
  • Top and bottom 20%

By way of example, I ran analyses on two companies. Here are the results.

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Topics: inside sales management, metrics

How to Track Attempts per Lead in Salesforce

Posted by Matt Bertuzzi on Thu, Jun 26, 2014

If you lead a Sales Development team, or are in Marketing and deliver them leads, I'm sure you've been involved in debates about how many times a rep should attempt to reach a prospect.

You have a process. But are you able to accurately track it in Salesforce?  

For years, I've been tweaking reports trying to get an accurate picture and I think I've finally buttoned it up. Here's how you can too: (you might want to involve your Salesforce Admin)

Step 1 - Choose the right report

For most orgs, Activities with Leads will be the best report type.

Step 2 – Focus on a subset of leads

If you include leads that your reps are currently calling, it will skew your numbers. Similarly, you don't want leads your SDRs have disqualified without ever attempting (competitors, students, cartoon characters, etc.).

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Topics: inside sales management, metrics

BDR Compensation Calculator [TOOL]

Posted by Matt Bertuzzi on Wed, Mar 05, 2014


We are neck deep writing the 2014 edition of our BDR / SDR metrics and compensation report. This year we had 200+ valid responses and roughly 160 of those shared compensation data. A huge thank you to all who participated! 

Since 2007, we've reported SDR compensation as a national average. Every year, you've asked for more specifics (how about our region, our price point, our hiring profile, etc.).

Well, I finally have something to share.

This year, we isolated 6 variables that impact compensation. The result is our new BDR Compensation Calculator. See a sample 'output' below.

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Topics: inside sales management, metrics

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