The Softletter Direct Sales Compensation and Efficiency Report

SUMMARY

Packed with up-to invaluable benchmark information on sales compensation and efficiency statistics such as close rates, The Direct Sales Compensation and Efficiency Report is a must purchase for any software company head of sales and marketing. The report breaks companies down by revenue, development, years in business and four key categories: desktop/retail, OEM, on premise, client/server and SaaS (Software as a Service). Key sales metrics analyzed include close rates, compensation levels and models, variable compensation payment rates, bonuses, quota performance and attainment, sales plan performance and attainment, and more. The Direct Sales Report contains over 200 charts and graphs as well as informed commentary and insights on 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 direct sales 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
Respondent Companies Development Stage
Industry Research Results
Quota and Direct Sales Representative Compensation
What is the yearly quota assigned to your direct sales representatives?
What is the compensation method for your sales representatives?
What is the average base salary of your direct sales force?
Sales Practices and Efficiency—
What is the average time it takes to close a major sale?
If a sales representative exceeds quota, how are they typically compensated?
How soon do your sales personnel receive their variable compensation after the
close of a sale?
What is the size of your average sale?
What percentage of your sales representatives achieved quota last year?
What percentage of your sales representatives exceeded quota last year?4
What percentage of your total sales is achieved by the top performing 20% of
your direct sales representatives?
Which sales count towards your direct sales representatives quota?
Did you meet or exceed your yearly sales plan?
How often does your company change its sales compensation plan?
Sales Management Measures and Incentive Compensation
SaaS Specific Research Results 73
Software as a Service (SaaS) Research Introduction
Quota and Direct Sales Representative Compensation
What is the yearly quota assigned to your direct sales representatives?
What is the compensation method for your sales representatives?
What is the average base salary of your direct sales force? Continued
Sales Practices and Efficiency
What is the average time it takes to close a major sale?
If a sales representative exceeds quota, how are they typically compensated?
What is the size of your average sale?
What percentage of your sales representatives achieved quota last year?
What percentage of your sales representatives exceeded quota last year?
Which sales count towards your direct sales representatives quota?
Did you meet or exceed your yearly sales plan?
How often does your company change its sales compensation plan?
Sales Management Measures and Incentive Compensation
Are sales managers measured and rewarded based on meeting and exceeding
sales targets?
Desktop/ Retail Specific Research Results
Desktop/Retail Software Research Introduction
Quota and Direct Sales Representative Compensation
What is the yearly quota assigned to your direct sales representatives?
What is the compensation method for your sales representatives?
What is the average base salary of your direct sales force?
Sales Practices and Efficiency
What is the average time it takes to close a major sale?
If a sales representative exceeds quota, how are they typically compensated?
How soon do your sales personnel receive their variable compensation after the
close of a sale?
What is the size of your average sale?
What percentage of your sales representatives achieved quota last year?
What percentage of your sales representatives exceeded quota last year?
Which sales count towards your direct sales representatives quota?
Are your sales representatives measured and compensated for maintaining
customer satisfaction with existing accounts?
Did you meet or exceed your yearly sales plan?
How often does your company change its sales compensation plan?
Sales Management Measures and Incentive Compensation
Are sales managers measured and rewarded based on meeting and exceeding
sales targets?
On-Premise/Client Server Sector Research Results
On-Premise/Client Server Software Research Introduction
Quota and Direct Sales Representative Compensation
What is the yearly quota assigned to your direct sales representatives?
What is the compensation method for your sales representatives?
What is the compensation method for your sales representatives?
Sales Practices and Efficiency
What is the average time it takes to close a major sale?
If a sales representative exceeds quota, how are they typically compensated?
What is the size of your average sale?
What percentage of your sales representatives achieved quota last year?
What percentage of your sales representatives exceeded quota last year?
Which sales count towards your direct sales representatives quota?
Did you meet or exceed your yearly sales plan?
How often does your company change its sales compensation plan?
Sales Management Measures and Incentive Compensation
Are sales managers measured and rewarded based on meeting and exceeding
sales targets?
If sales management compensation is tied to achieving sales results, on average
 how much of their total compensation is tied to achieving these goals?