David Skok of Matrix Partners shares the results from a survey of 342 B2B SaaS inside sales metrics.

Table of Contents:

1. Intro
2. How are territories assigned?
3. How many accounts are owned per rep?
4. What % of pipeline is sourced by Marketing?
5. Are the groups front-ended by an SDR team [ADR, BDR, LGR, etc.]?
6. How many leads does each closing rep receive?
7. Do you segment into hunters and farmers?
8. How many reps are involved in prospecting, closing, and growing a new customer?
9. Ramp & Retention
10. What do you require as experience when hiring?
11. How long until a new rep becomes fully productive?
12. What is the average tenure of your reps?
13. Average months at full productivity
14. What is average annual turnover?
15. Impact of turnover on quota attainment
16. Compensation & Quota
17. What are BASE Salary and OTE?
18. What Percentage of reps are at quota?
19. What are revenue quotas?
20. At 100% of quota, what is the commission rate?
21. Activity & Technology
22. What daily activity metrics?