Inside Sales Trends & Benchmarks
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w w w . b r I d g e g r o u p I n c . c o m Trish Bertuzzi President & Chief Strategist The Bridge Group, Inc. Inside Sales Trends & Benchmarks 2010 Research Data
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Inside Sales Trends & Benchmarks (based on 2010 Research Data) for the AA-ISP (American Association of Inside Sales Professionals)
Transcript of Inside Sales Trends & Benchmarks
w w w . b r I d g e g r o u p I n c . c o m
Trish BertuzziPresident & Chief Strategist
The Bridge Group, Inc.
Inside Sales Trends & Benchmarks 2010 Research Data
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About the Research
115+ Technology Companies Participated
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Which best describes your solution?
About the Participants
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In the technology adoption lifecycle
About the Participants
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Inside Sales Groups
2007 5
2009 12
2010 14
Average group size:
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Primary Functions of the Group
(Select all that apply)
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About the Inside Reps
Metric
Experience prior to hire 3.1 years
Ramp to full productivity 4.5 months
Tenure at company 2.9 years
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Inside Sales Compensation
Metric Change from ‘09
Base Comp. $53k 6%
Total Comp. $98k 1%
Quota $889k 23%
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Percentage of Reps at Quota
50% 25% from 2009
• 4 in 10 reported less than ½ of their Reps at quota
• Only 1 in 25 had greater than 80% of Reps at quota
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Inside Sales Activity
Metric Change
% of calls on marketing-generated Leads 27% 43%
# of touches from “Prospect” to “Win” 9.3 9%
% of “Prospects” converting to “Wins” 22% 22%
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Inside Sales Contribution
Metric Change
% of total Company Revenue 42% 9%
Avg. order size $50k 122%
Avg. sales cycle 108 days 13%
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Trish BertuzziThe Bridge Group, Inc.
Blog blog.bridgegroupinc.com www.linkedin.com/in/trishbertuzzi @bridgegroupinc
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