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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 representatives? - What is the compensation method for your telesales representatives? - What is the average yearly base salary of your telesales representatives?
- Please enter the average variable/commission compensation paid to your telesales representatives? - Please enter the average variable/commission compensation paid to your commission-only telesales representatives?
- 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 a telesales representative exceeds quota, how are they typically compensated?
- 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?
- How soon do your telesales personnel receive their variable compensation after the close of a sale? - What is the size of your average sale?
- What percentage of your telesales representatives exceeded quota last year?
- Of the telesales representatives that exceeded quota or personal sales goals, by what average percentage did they exceed quota last year?
- What percentage of your total telesales is achieved by the top performing 20% of your telesales representatives?
- Which sales count towards your telesales representatives quota/personal sales goals?
- Are your telesales representatives measured and compensated for maintaining customer satisfaction with existing accounts?
- Did you meet or exceed your yearly telesales plan?
- If you answered “Yes, we exceeded our telesales plan” in the prior question, please indicate by what percentage?
- How often does your company change its telesales compensation plan? Sales Promotions and Lead Generation Efficiency
- How often do you “roll” (run) your telesales incentive promotions? - What is the single greatest source of leads for your telesales program?
- 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? - Do you conduct remote demonstrations of your product during the telesales cycle?
- What remote demonstration/web conferencing tool does your telesales group primarily rely on? - How many E-mail pieces do you typically send to a client before closing a sale?
Sales Management Measures and Incentive Compensation
- Are telesales managers measured and rewarded based on meeting and exceeding sales targets? - If the answer to the prior question is “Yes”, then how frequently are telesales targets set and measured? - If sales management compensation is tied to achieving telesales results, on average how much of their 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 representatives? - What is the compensation method for your telesales representatives? - 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 a telesales representative exceeds quota, how are they typically compensated?
- 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?
- How soon do your telesales personnel receive their variable compensation after the close of a sale? - What is the size of your average telesale?
- What percentage of your telesales representatives achieved quota/personal sales goals last year?
- Of the telesales representatives that exceeded quota or personal sales goals, by what average percentage did they exceed quota last year?
- Which sales count towards your telesales representatives quota/personal sales goals?
- Are your telesales representatives measured and compensated for maintaining customer satisfaction with existing accounts?
- Did you meet or exceed your yearly telesales plan?
- If you answered “Yes, we exceeded our telesales plan” in the prior question, please indicate by what percentage?
- How often does your company change its telesales compensation plan? - Sales Promotions and Lead Generation Efficiency
- How often do you “roll” (run) your telesales incentive promotions? - What is the single greatest source of leads for your telesales program?
- 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? - Do you conduct remote demonstrations of your product during the telesales cycle?
- What remote demonstration/web conferencing tool does your telesales group primarily rely on? - How many E-mail pieces do you typically send to a client before closing a sale?
- Sales Management Measures and Incentive Compensation
- Are telesales managers measured and rewarded based on meeting and exceeding sales targets? - If the answer to the prior question is “Yes”, then how frequently are telesales targets set and measured? - If sales management compensation is tied to achieving telesales results, on average how much of their 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 representatives? - What is the compensation method for your telesales representatives? - 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 a telesales representative exceeds quota, how are they typically compensated?
- 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?
- How soon do your telesales personnel receive their variable compensation after the close of a sale? - 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? - Of the telesales representatives that exceeded quota or personal sales goals, by what average percentage did they exceed quota last year?
- What percentage of your total telesales is achieved by the top performing 20% of your telesales representatives?
- Which sales count towards your telesales representatives quota/personal sales goals?
- Are your telesales representatives measured and compensated for maintaining customer satisfaction with existing accounts?
- Did you meet or exceed your yearly telesales plan?
- How often does your company change its telesales compensation plan? - Sales Promotions and Lead Generation Efficiency
- How often do you “roll” (run) your telesales incentive promotions? - What is the single greatest source of leads for your telesales program?
- 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? - Do you conduct remote demonstrations of your product during the telesales cycle?
- What remote demonstration/web conferencing tool does your telesales group primarily rely on? - How many E-mail pieces do you typically send to a client before closing a sale?
- Sales Management Measures and Incentive Compensation
- Are telesales managers measured and rewarded based on meeting and exceeding sales targets? - If the answer to the prior question is “Yes”, then how frequently are telesales targets set and measured? - If sales management compensation is tied to achieving telesales results, on average how much of their 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 representatives? - What is the compensation method for your telesales representatives? - 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 major sale?
- If a telesales representative exceeds quota, how are they typically compensated?
- 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?
- How soon do your telesales personnel receive their variable compensation after the close of a sale? - What is the size of your average telesale?
- What percentage of your telesales representatives achieved quota/personal sales goals last year?
- Of the telesales representatives that exceeded quota or personal sales goals, by what average percentage did they exceed quota last year?
- What percentage of your total telesales is achieved by the top performing 20% of your telesales representatives?
- Which sales count towards your telesales representatives quota/personal sales goals?
- Are your telesales representatives measured and compensated for maintaining customer satisfaction with existing accounts?
- Did you meet or exceed your yearly telesales plan?
- If you answered “Yes, we exceeded our telesales plan” in the prior question, please indicate by what percentage?
- How often does your company change its telesales compensation plan? - Sales Promotions and Lead Generation Efficiency
- How often do you “roll” (run) your telesales incentive promotions? - What is the single greatest source of leads for your telesales program?
- What is the single most important secondary source of leads for your telesales program? - Do you conduct remote demonstrations of your product during the telesales cycle?
- What remote demonstration/web conferencing tool does your telesales group primarily rely on? - How many E-mail pieces do you typically send to a client before closing a sale?
- Sales Management Measures and Incentive Compensation
- Are telesales managers measured and rewarded based on meeting and exceeding sales targets? - If the answer to the prior question is “Yes”, then how frequently are telesales targets set and measured? - If sales management compensation is tied to achieving telesales results, on average how much of their total compensation is tied to achieving these goals?
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