The Bridge Group - Inside sales consultants
 
 

Lead Generation Metrics & Compensations Report

for Technology Companies


Inside Sales Metrics & Compensation



Topics covered:
  • Group Reporting Structure
  • Rep Activity Metrics
  • Pipeline Contribution
  • Rep Compensation
  • Management Compensation
(Excerpt from the Lead Generation Metrics & Compensation Report)

What is the ratio of Lead Generation Reps to Field Sales Reps?
The average ratio is 1 Lead Generation Rep to 3.5 Field Reps.

In our opinion, the optimal ratio is 1:3.
Extremely large territories or strategies that require penetration of large accounts may warrant ratios of less than that, but for most organizations a 1:3 ratio works best.

Downside of ratios greater than 1:3:
  • Reps will work with those Field partners they "like" the most and ignore the rest
  • Reps will work those territories that receive the most inbound leads
  • The requirement to communicate with >3 field partners impacts the Rep's productivity
To read more download the Report...

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