Learn How to Your Sales Reps Can Meet or Exceed Sales Quotas from Inside Sales Enablement

November, 2009
Jigsaw Customers Derive Measurable Value from Inside Sales Enablement
Companies seeking to steer highly qualified leads to their "closers" are Analyst Insight faced today with a combination of competitive threats, information overload Aberdeen's Insights provide the and hesitant buyer behavior requiring new strategies and tools to succeed. analyst perspective of the The never-ending economic pressure for sales organizations to increase research as drawn from an productivity, while "doing more with less," often results in organizational aggregated view of the research emphasis on segregating responsibilities between inside and outside sales surveys, interviews, and data teams. analysis Aberdeen research conducted in October and November, 2009 of nearly 500 corporate sales teams, has provided extensive data that will yield actionable recommendations to be published in the upcoming Benchmark Report, Inside Sales Enablement: "Let Them Drink Coffee!" Initial analysis of 113 end-user organizations currently deploying Jigsaw on behalf of their inside sales teams shows these sales practitioners outperform other Survey Demographics companies in both performance and the adoption of Best-in-Class practices, which are defined in this Analyst Insight. In October and November, 2009, Aberdeen surveyed 476 organizations, of which 420 Deconstructing Best-in-Class Inside Sales Deployments reported deploying inside sales Among the 476 sales organizations researched by Aberdeen, the sample of teams. These companies' 113 that named Jigsaw as a sales intelligence vendor represents the second- demographics are as follows: highest customer total within the data set. ? Job Title: job titles: CEO / President (20%); EVP / SVP / Figure 1: Current Inside Sales Performance of Jigsaw Customers VP (14%); Director (23%); Manager (26%); Consultant versus All Other Companies (4%); and other (13%). 6600%% 5588%% JJiiggssaaww ccuussttoommeerrss AAllll ootthheerr ccuussttoommeerrss ? Department/Function: sales and business ss 4499%% development (58%), ttnn 5500%%ee marketing (18%), corporate ddnn 4444%%oo 4433%% management (8%), ppssee 4400%% operations (6%) and other RR ff 3366%%oo (10%). eeggaatt ?nn Industry: software (31%), eecc 3300%%rr IT consulting and services eePP 2244%% (12%), computer equipment, hardware or peripherals 2200%% (6%), telecommunications IInnssiiddee rreeppss aacchhiieevviinngg qquuoottaa OOuuttssiiddee SSaalleess rreeppss LLeeaadd ccoonnvveerrssiioonn rraatteeaacchhiieevviinngg qquuoottaa (6%), financial services (5%), and other (40%). nn == 447766 continued Source: Aberdeen Group, November 2009
© 2009 Aberdeen Group. Telephone: 617 854 5200 www.aberdeen.com Fax: 617 723 7897 Jigsaw Customers Derive Measurable Value from Inside Sales Enablement Page 2
These end-users (see sidebars for demographics) provided extensive insight Survey Demographics into both their current and year-over-year performance, as well as how (continued) they respond to business pressures by deploying various capabilities and ? Geography: The majority enablers. As illustrated in Figure 1, Jigsaw customers outperform those who of respondents (84%) were do not use their service, in terms of current sales metrics, by an average of from the Americas. 34%. One of these measurements, the current percentage of inside sales Remaining respondents were representatives currently achieving quota, is a Key Performance Indicator from the EMEA region (11%) (KPI) used by Aberdeen to construct the Best-in-Class designation within and Asia-Pacific (5%). this research study (Table 1). ? Company size: 17% of respondents were from large Table 1: Top Performers Earn Best-in-Class Status enterprises (annual revenues above US $1 billion); 31% Definition of Maturity Class Mean Class Performance were from midsize enterprises (annual revenues ƒ 87% of inside sales reps currently achieve annual between $50 million and $1 quota billion); and 52% of Best-in-Class: ƒ 17% average growth in overall corporate revenue; respondents were from Top 20% 80% have shown improvement small businesses (annual of aggregate ƒ 7% average increase in lead conversion rate (pass- revenues of $50 million or performance scorers through to closers); 47% have shown improvement less). ƒ 6% average improvement in win-loss ratio; 50% have ? Headcount: 24% of shown improvement respon... [download for more]