Survey results from 342 B2B SaaS companies on key inside sales metrics including group structure, ramp and retention, quota and compensation, activity & technology and leadership.
The SaaS model has become mainstream, and is everywhere. Gone are the early fears of data privacy and security, and now even late adopters are using SaaS for a variety of functions. Software as a Service didn’t just change the delivery mechanism, business model and associated metrics, it also changed the way software is sold. In most SaaS companies, the model of choice is Inside Sales (occasionally coupled with a smaller team of field sales reps).
Lower price points, less upfront capital, and no IT involvement have all led to a far lower risk purchase, which in turn means fewer decision makers, and shorter sales cycles.
In parallel with these changes, we’ve seen the Internet dramatically change the customer buying journey and resulting sales process. As everyone now knows, buyers are completing 75% of their buying journey before even talking to the company. New marketing and sales technologies have evolved to address the challenges, bringing measurability to both marketing and sales. This has given rise to the data driven funnel. And at the same time, the data driven sales manager.
Savvy sales managers now measure each micro step in the sales process, and use the resulting data to identify which reps aren’t performing a certain task well. They can also spot the reps that are best at that task and use them to provide coaching to weaker performers.
Given the new data driven approach, more and more sales managers seek to benchmark their data against their peers to see how they stack up. What does best in class look like? What are the best practices? The annual Bridge Report provides answers to these questions, and is an absolute treasure trove for anyone managing an inside sales organization.
I am a huge believer in the power of data to drive improvement, and that is why I have collaborated with The Bridge Group to help produce the report, and have asked readers of forEntrepreneurs.com to contribute their data. Inside this report, you will find answers to the most frequently asked questions for sales managers: how are inside sale functions organized, and compensated? What kind of results are they able to produce? What percentage of reps can be expected to reach quota? What level of experience is typically seen, and how long will it take for them to ramp? What is the average tenure of a rep? Etc. etc.