Hyper Growth and Other Sales and Marketing Trends

72. That’s the percentage of high tech organizations that are growing their field sales teams in the next year. 58% are growing their inside sales teams.

Hyper-growth stands out as the biggest takeaway from BAO’s “Inside Outside Sales & Marketing Trend Report,” which highlights the results of a survey BAO conducted into high tech companies about their demand generation operations.

While high tech sales and marketing has always been fast paced, lately things are getting faster, HYPER FAST.

BAO’s CEO, Jim Higgins, gave his thoughts on a recent Tech Crunch article that posed the question “Is Enterprise Hyper Growth the New Normal?” And in fact, Tech Crunch noted “dramatically expanded global markets, access to unprecedented later-stage private growth capital and the ability to scale sales organizations,” as key indicators that the enterprise market is entering an era of unprecedented growth.

But we wanted to dig deeper into the current sales and marketing landscape.

With a focus on team composition and coverage models, the BAO “Inside/Outside Sales & Marketing Trend Report” focuses on responsibilities, growth plans and other factors affecting demand generation organizations. Among the highlights from the Trend Report:

• 49% of field sales reps cited getting a foot in the door at brand new accounts as their biggest challenge
• 27% of organizations fund their demand generation efforts with marketing budgets between $1 and $5 million
• 28% of the survey respondents noted three or more primary duties for their inside sales teams

Also included are details about inside sales’ primary roles and responsibilities, typical inbound lead volume, as well as insight into inside sales’ success at connecting with leads. Download the BAO Inside / Outside Sales & Marketing Trend Report for the whole story on the current sales and marketing landscape.