First of all, let me be up front and say that Trish Bertuzzi is a colleague and a friend of mine, so take that for what it’s worth.
That being said, her company, The Bridge Group, Inc., recently released a fascinating research study on the state of inside sales organizations in 2010.
Even the shortened, “highlight reel” version on Bridge Group’s blog, found here, shows some keen insights into the direction that companies are going with their sales teams.
A couple of highlights:
- Per-rep quotas are up across the board—but the percentage of reps hitting their quotas is low (40 percent or less).
- The average number of calls to marketing-generated lead has dropped 43 percent. Think there’s any correlation to this and the fact that reps aren’t hitting their quotas? (Our ground-breaking MIT research study has some answers to why fewer phone calls = a bad, bad thing for sales teams.)
- Of the 115 companies surveyed, the average organization’s inside sales team had grown 280 percent since 2007, in terms of total people employed.
- 89% of respondents said outbound phone calling was a primary function of their inside sales teams.
What does it all mean?
Mostly what we’ve been saying for for a little while now, that inside sales is quickly going to become Inside Sales—no longer just an “outlier” sales department whose primary function is lead gen and nurturing, but will be the heart of the 21st century sales team.
Free Lead Resonse Management Study
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