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Author: Jan Johnson

New Inside Sales Research: Lead Generation Metrics & Sales Compensation

Research specifically reflecting the behavior and trends within inside sales organizations is a rare commodity.  One organization that has been conducting focused research on our industry since 2007 is The Bridge Group, based in Hudson, Mass.  This consulting firm has been helping B2B technology companies build, expand and optimize their inside sales strategies since 1988. I caught up with Matt Bertuzzi, Marketing Manager for The Bridge Group, last month just as he was putting the finishing touches on his 2012 Lead Generation Metrics & Compensation research results, based on 197 respondents. He shared with me his most interesting findings, which were related to these four questions: Which team has the longer new-hire ramp time: inbound or outbound – and why? How is incentive compensation calculated? What functional group – sales or marketing – does inside sales report to? What are the top two challenges you face? The Findings  Matt shared that this year the study had more lead generation Director level respondents than Managers. I view this as great news, as it indicates to me that our industry is maturing both in terms of available experience among our professionals and increasing recognition among upper management of the value of our functional group. One of the questions that Matt and team have repeatedly included over the years is “How long does it take for a new rep to become fully...

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Forbes.com: 3 Google Tools to Check Before Starting a Business

Great News! Ken Krogue has accepted an invitation to become a weekly Forbes Online contributor. If you are interested in keeping well-informed of new tips and techniques regarding lead generation  and sales management best practices, please follow Ken Krogue, President of InsideSales.com, on Forbes Online. You can view his first blog post by clicking the link below. Be sure to setup a free account and click the “follow me” link by his name, for future alerts regarding new blog posts. 3 Google Tools to Check Before Starting a Business (Can you please spread the word?) Since the theme for this week on Forbes Online is starting a new business, Ken’s first post relates to using Google searches to help an entrepreneur refine his business plan when starting a new business. If you have questions, a problem or frankly any topic you would like us to look into, please send your ideas to Ken, kk(at)insidesales.com, or myself, janjohnson(at)insidesales.com, directly.  We look forward to helping you improve your inside sales operation and expand your knowledge and career opportunities by sharing the knowledge and research we have access to. Free eBook: The Ultimate Revenue Engine Learn how to dramatically increase revenue by combining sales and marketing automation. Get eBook...

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Looking for a first job? Thinking about changing jobs? Check out InsideSales.com. Here’s Why…

Last month there were 6 new hires. This month, I was one of 18 in the InsidesSales.com training class.  Next month that number is likely to be even higher, so HR tells us. What the heck is going on here? They are hiring like crazy. After spending about two weeks in the most amazing, confidence-building, on-boarding experience I’ve ever had – and I’ve worked at a number of technology companies both in Utah and the Bay Area –  I can say from experience: This IS the place. InsideSales.com is the place to be if you want to be a part of the next new thing. The company develops and delivers a sales automation, cloud-based platform to support the new, rapidly growing numbers of inside sales professionals, a trend quickly displacing the traditional outside sales force model. What makes this scrappy group of eclectic entrepreneurs an appealing career choice is, well, the people … and their unabashed, infectious enthusiasm for their mission:  to conquer their niche of the software universe and still find time for their workouts, bike rides, families and friends. Think Silicon Valley meets Happy Valley, the latter being where one would expect to find a reasonable balance between work/life.  (Ya hear that Thad, this may be the first pre-IPO, hi-tech job I’ve had in decades that actually gets me home before the moon rises over the Wasatch.) ...

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