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“Making the sales process more predictable, sustainable and high performance”: Hiring, Training and Building an Inside Sales Team
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© Copyright Mukund Mohan 2011. All rights reserved
Hiring, Training and Building an Inside Sales Team
Mukund [email protected]
+91 998 054 2748
© Copyright Mukund Mohan 2011. All rights reserved
Inside Sales is all about metrics
© Copyright Mukund Mohan 2011. All rights reserved
123 IT companies, 753 inside sales professionals, 33% - SaaS, 67% - Services
© Copyright Mukund Mohan 2011. All rights reserved
The metrics that matter
1. Lead generation2. Compensation3. Funnel or pipeline4. Management5. Quota (target) and Contribution
© Copyright Mukund Mohan 2011. All rights reserved
1. Lead Generation metrics
• Ratio of Field : Inside Sales 4:1• # of appointments setup / month 38• Time to train 2 months, 5 days• Daily calls – 34• # of connects daily - 4
© Copyright Mukund Mohan 2011. All rights reserved
2. Compensation metrics
• Base salary 2.1 L• On target earnings (OTE) 3.8L• Target M: Q : A 50:30:20• Ratio years exp: total comp (L) – 1.4• % churn (left for better comp) – 67%
© Copyright Mukund Mohan 2011. All rights reserved
3. Funnel / Pipeline Management
• Conversion leads opportunity 17%• % of clients from inside sales – 22%• % of revenue from inside sales – 31%• Leads passed monthly / rep – 8• Sales cycle Rs. 29K/$11K – 29 days
© Copyright Mukund Mohan 2011. All rights reserved
4. Management
• Ratio of Manager: Rep 1:6• Base salary 4.6 L• On target earnings (OTE) 8.1L• # of years in inside sales 5.3• Tenure at single role 2.2 years
© Copyright Mukund Mohan 2011. All rights reserved
Quota / Target & Contribution
• Annual quota $512K (US), 80L (India)• Order size $11K (US), INR 29K (India)• % achieving quota (2010) – 47%
