B2B Inside Sales Representative

Average base salary: $45,000 - $60,000 per year

Total compensation (including commissions): $60,000 - $90,000 per year

Quota attainment: 60-70% of representatives typically meet their quotas

Average deal size: $5,000 - $50,000 (varies widely by industry)

Number of daily calls: 50-80

Number of meaningful conversations per day: 8-12

Average sales cycle: 3-6 months for complex B2B sales

Conversion rate from lead to opportunity: 10-15%

Conversion rate from opportunity to closed deal: 20-30%

Key Responsibilities:

Prospecting and lead generation

Qualifying leads and identifying decision-makers

Conducting product demonstrations and presentations

Negotiating contracts and closing deals

Maintaining customer relationships and upselling

Essential Skills:

Strong communication and active listening

Ability to build rapport quickly over the phone or video

In-depth product knowledge

Time management and organization

Resilience and persistence

Tools of the Trade:

Customer Relationship Management (CRM) software

Sales engagement platforms

Video conferencing tools

Email tracking and automation software

Social selling platforms (e.g., LinkedIn Sales Navigator)

Performance Metrics:

Monthly/quarterly sales quota attainment

Number of new opportunities created

Pipeline value

Average deal size

Win rate

Sales cycle length

Industry Trends:

Increasing adoption of AI and automation in sales processes

Growing importance of social selling and digital engagement

Shift towards consultative selling and solution-based approaches

Rising demand for data-driven sales strategies

Challenges:

Reaching decision-makers in a crowded digital landscape

Adapting to rapidly changing technology and buyer behaviors

Maintaining productivity and motivation in a remote work environment

Balancing quantity of outreach with quality of engagement