Isaac Garcia, CEO of CentralDesktop, sent us a few good resources on inside sales...
2009InsideSalesReport.pdf 2009 Inside Sales Metrics and Compensation is all about how expansion stage software companies are leveraging inside sales. Interesting tid bits I got out of it:
- Survey data indicates that inside sales is typically adopted post the start-up phase and in targeting early majority technology buyers and beyond. I may be biased by our heavy SaaS based portfolio... but we see inside sales as the starting point for any distribution model, including the start-up and early adopter phases.
- Average team size is 12 reps. I suspect that is highly correlated to the revenue size of the companies in the group. We believe that the smallest team size should be 4 reps, with a recruiting ramp in classes of 4-5.
2009LeadGenerationReport.pdf 2009 Inside Sales Lead Generation Metrics and Compensation is all about how expansion stage software companies are leveraging inside sales for lead generation.
- Companies with lead generation specialization within the sales team are ones that have passed the start-up phase into the expansion stage... which is when tiering a sales team starts making sense.
- Marketing evolves from being responsible for generating leads... to being responsible for fostering leads until the leads turn into qualified leads (see my post on Lead Management Science Not Art)
- Only 26% of companies puts the lead gen team in marketing... Unfortunate reflection of the fact that typical marketing managers are not process oriented enough to run a process-intensive lead gen team. On the other hand, lead gen and qualification is the responsibility of marketing... and human based lead qualification is an essential compon
ent of that function.
- I agree with the Bridge Group that a ratio of 1:3 for lead gen to sales rep is the right ratio. 1:2 makes the sales team resource heavy... 1:4 makes it cost heavy.
Isaac also pointed us to Phone Works a services firm that specializes in building inside sales teams. In particular, the Q4 2009 VP Sales Compensation Report and Q4 2009 Inside Sales Compensation Report.
Another reference point is a recent post I wrote about inside sales in general... Inside Sales - Science not Art
Give us a call if you're looking for investors that provide sales support and marketing strategy implementation. Why did I just say that? Ask Compendium.
2009InsideSalesReport.pdf 2009 Inside Sales Metrics and Compensation is all about how expansion stage software companies are leveraging inside sales. Interesting tid bits I got out of it:
- Survey data indicates that inside sales is typically adopted post the start-up phase and in targeting early majority technology buyers and beyond. I may be biased by our heavy SaaS based portfolio... but we see inside sales as the starting point for any distribution model, including the start-up and early adopter phases.
- Average team size is 12 reps. I suspect that is highly correlated to the revenue size of the companies in the group. We believe that the smallest team size should be 4 reps, with a recruiting ramp in classes of 4-5.
2009LeadGenerationReport.pdf 2009 Inside Sales Lead Generation Metrics and Compensation is all about how expansion stage software companies are leveraging inside sales for lead generation.
- Companies with lead generation specialization within the sales team are ones that have passed the start-up phase into the expansion stage... which is when tiering a sales team starts making sense.
- Marketing evolves from being responsible for generating leads... to being responsible for fostering leads until the leads turn into qualified leads (see my post on Lead Management Science Not Art)
- Only 26% of companies puts the lead gen team in marketing... Unfortunate reflection of the fact that typical marketing managers are not process oriented enough to run a process-intensive lead gen team. On the other hand, lead gen and qualification is the responsibility of marketing... and human based lead qualification is an essential compon
ent of that function.- I agree with the Bridge Group that a ratio of 1:3 for lead gen to sales rep is the right ratio. 1:2 makes the sales team resource heavy... 1:4 makes it cost heavy.
Isaac also pointed us to Phone Works a services firm that specializes in building inside sales teams. In particular, the Q4 2009 VP Sales Compensation Report and Q4 2009 Inside Sales Compensation Report.
Another reference point is a recent post I wrote about inside sales in general... Inside Sales - Science not Art
Give us a call if you're looking for investors that provide sales support and marketing strategy implementation. Why did I just say that? Ask Compendium.
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