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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.

tbertuzzi@bridgegroupinc.com978-562-2623

Blog blog.bridgegroupinc.com www.linkedin.com/in/trishbertuzzi @bridgegroupinc

Questions?