33% of pipeline is from Marketing. This includes inbound SDR support but excludes outbound. If your ACV is $5k to $25k, the share from marketing ranges between 48% and 58%. The larger your ACV, the less of your pipeline will come from marketing, but it is still very significant (at a $250k+ ACV, 25% of pipeline is from marketing).
Expansion doesn’t sit with the AE. Only 27% of companies rely on AE’s for expansion. CSM’s and account managers were used by 46% of companies. Everyone else did a blend. High growth companies are less likely to rely on AE’s for either expansion or renewal.
Remote is in. 37% of open roles are fully remote, 47% are a blend, and only 5% are in the office full-time.
Average tenure is 2.2 years. So after ramp, you have roughly 22 months of productive sales from a new hire. “This is down from 26 months in 2020’s report. Considering lower experience requirements — which correlate with shorter tenure — and an overall fall in average tenure, this isn’t surprising. Median time at productivity now sits at 22 months.” Median annual turnover is 32% whether voluntary or involuntary. Only 12% is involuntary turnover.
Quotas and achievement. Median quota is $740k annual. 66% of AE’s achieve quota. “There has been remarkable consistency around this metric over the years. Two-thirds of reps achieving quota seems to be the natural equilibrium.”
Teams are small. The median number of reps reporting to a leader is 7. Managers make $173k, Directors make $253k, VP of Sales make $296k on median.
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