The Softletter Telesales Compensation and Efficiency Report

Transcription

1 Brochure More information from The Softletter Telesales Compensation and Efficiency Report Description: The Softletter Telesales Compensation and Efficiency Report provides software companies with up-to-date benchmarks, metrics, and best practices information on compensating your sales force. The report covers everything from base pay rates and variable compensation to sales close periods and yearly sales plan achievement. In addition to company revenue size, the report breaks software firms into four basic categories: Desktop/Retail, OEM, On Premise, Client/Server, and SaaS (Software as a Service). This enables you to compare your company's performance and goals against similarly sized type and category peers. The Softletter Telesales Compensation and Efficiency Report contains over 250 charts and graphs as well as informed commentary and insights of the critical information being presented. SCOPE - Comprehensive summary direct sales compensation across software industry - Up-to-date benchmarks, metrics and best practices information on compensating your telesales force - Covers everything from base pay rates and variable compensation to sales close periods and yearly sales plan achievement - Information cross referenced by company revenue size and stage of development. REASONS TO BUY - CEO and CFO for end of year reports and to ensure competitiveness of sales compensation with other companies in the industry. - Sales Management to understand compensation trends, compensation best practices, and sales plan metrics. Contents: Introduction and Methodologies - Company Profiles and Demographics: - Respondents Companies Current Yearly Revenues - Respondents Companies Development Stage Industry Research Results Quota and Telesales Representative Compensation - What is the yearly quota assigned to your telesales - What is the compensation method for your telesales - What is the average yearly base salary of your telesales - Please enter the average variable/commission compensation paid to your telesales - Please enter the average variable/commission compensation paid to your commission-only telesales - If you answered you pay base salary plus incentive bonus(es), what method to you use? Sales Practices and Efficiency - What is the average time it takes to close a major sale? - If you answered Increase in commission percentage, please indicate below how much of an increase in commission a telesales representative receives as compensation for their exceeding quota: - If you answered Fixed Monetary Bonus, what was the average bonus paid to a telesales representative for their exceeding quota? - What is the size of your average sale? - What percentage of your telesales representatives achieved quota last year?

2 - What percentage of your telesales representatives exceeded quota last year? - What percentage of your total telesales is achieved by the top performing 20% of your telesales - If you answered Yes, we exceeded our telesales plan in the prior question, please indicate by what percentage? Sales Promotions and Lead Generation Efficiency - What is the single most important secondary source of leads for your telesales program? - What indirect marketing programs does your company find most effective in generating leads? Sales Management Measures and Incentive Compensation total? SaaS Specific Research Results - Software as a Service (SaaS) Research Introduction - Quota and Telesales Representative Compensation - What is the yearly quota assigned to your telesales - What is the compensation method for your telesales - What is the average yearly base salary of your telesales force? - Please enter the average variable/commission compensation paid to your telesales representatives that also receive a base salary. - Please enter the average variable/commission compensation paid to your commission-only telesales representatives. - Sales Practices and Efficiency - What is the average time it takes to close a telesale? - If you answered Increase in commission percentage or combination, please indicate below how much increase in commission a telesales representative receives as compensation for their exceeding quota: - If you answered Fixed Monetary Bonus, what was the average bonus paid to a telesales representative for their exceeding quota? - What is the size of your average telesale? - What percentage of your telesales representatives achieved quota/personal sales goals last year? - If you answered Yes, we exceeded our telesales plan in the prior question, please indicate by what percentage? - Sales Promotions and Lead Generation Efficiency

3 - What is the single most important secondary source of leads for your telesales program? - What indirect marketing programs does your company find most effective in generating leads? - Sales Management Measures and Incentive Compensation total compensation is tied to achieving these goals? Desktop Specific Research Results - Desktop/Retail Software Research Introduction - Quota and Telesales Representative Compensation - What is the average yearly quota assigned to your telesales - What is the compensation method for your telesales - What is the average yearly base salary of your telesales force? - Please enter the average variable/commission compensation paid to your telesales representatives that also receive a base salary. - Sales Practices and Efficiency - What is the average time it takes to close a telesale? - If you answered Increase in commission percentage or combination, please indicate below how much increase in commission a telesales representative receives as compensation for their exceeding quota: - If you answered Fixed Monetary Bonus or combination, what was the average bonus paid to a telesales representative for their exceeding quota? - What is the size of your average telesale? - What percentage of your telesales representatives achieved quota/personal sales goals last year? - What percentage of your telesales representatives exceeded quota/personal sales goals last year? - What percentage of your total telesales is achieved by the top performing 20% of your telesales - Sales Promotions and Lead Generation Efficiency - What is the single most important secondary source of leads for your telesales program? - What indirect marketing programs does your company find most effective in generating leads? - Sales Management Measures and Incentive Compensation total compensation is tied to achieving these goals? On-Premise/ Client Server Research Results - On-Premise/Client Server Software Research Introduction - Quota and Telesales Representative Compensation - What is the average yearly quota assigned to your telesales - What is the compensation method for your telesales - What is the average yearly base salary of your telesales force? - Please enter the average variable/commission compensation paid to your telesales representatives that also receive a base salary.

4 - Sales Practices and Efficiency - What is the average time it takes to close a major sale? - If you answered Increase in commission percentage or combination, please indicate below how much increase in commission a telesales representative receives as compensation for their exceeding quota: - If you answered Fixed Monetary Bonus or combination, what was the average bonus paid to a telesales representative for their exceeding quota? - What is the size of your average telesale? - What percentage of your telesales representatives achieved quota/personal sales goals last year? - What percentage of your total telesales is achieved by the top performing 20% of your telesales - If you answered Yes, we exceeded our telesales plan in the prior question, please indicate by what percentage? - Sales Promotions and Lead Generation Efficiency - What is the single most important secondary source of leads for your telesales program? - Sales Management Measures and Incentive Compensation total compensation is tied to achieving these goals? Ordering: Order Online - Order by Fax - using the form below Order by Post - print the order form below and send to Research and Markets, Guinness Centre, Taylors Lane, Dublin 8, Ireland.

5 Page 1 of 2 Fax Order Form To place an order via fax simply print this form, fill in the information below and fax the completed form to (from USA) or (from Rest of World). If you have any questions please visit Order Information Please verify that the product information is correct and select the format(s) you require. Product Name: Web Address: Office Code: The Softletter Telesales Compensation and Efficiency Report SC Product Formats Please select the product formats and quantity you require: Electronic (PDF) - Single User: Electronic (PDF) - Enterprisewide: Quantity USD 299 USD 5000 Contact Information Please enter all the information below in BLOCK CAPITALS Title: Mr Mrs Dr Miss Ms Prof First Name: Last Name: Address: * Job Title: Organisation: Address: City: Postal / Zip Code: Country: Phone Number: Fax Number: * Please refrain from using free accounts when ordering (e.g. Yahoo, Hotmail, AOL)

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