Why aren’t your SDRs hitting quota? Your Sales Development Reps (SDRs) have a quota to hit every month. Their success in doing so impacts the company’s bottom line and sales compensation across the board (yours, theirs, your AE’s) — no pressure. But according to The Bridge Group,only about 65% of reps are hitting quota. If […]
Inside sales research from ZS and Reality Works found that 40% of large technology companies plan to increase their inside sales headcount. However simply hiring new sales reps, even if they are all-stars, does not garuntee a significant growth in revenue for your sales organization. Rather, one of the most effective ways to motivate sales […]
There are a few areas that are important to making sure you set people up for success both in setting KPIs and then in making sure they are realistic and achievable.   1. Use proxies – talk to peers in the industry and find out established benchmarks and then try to adjust for your business and […]
Not long ago, we showed you an example of a great compensation plan for your outbound sales development reps (SDRs). But what about inbound SDRs? Inbound SDRs, sometimes called marketing qualification reps (MQRs) or lead response reps, are a vital part of any inside sales team. They’re tasked with following up with leads that come in […]