Sales Qualified Appointment

Sales Qualified Appointment

There is a huge difference between a sales qualified appointment and any other appointment. If the SQL is not really ready to buy, the AE will waste his or her time talking to someone who’s just researching or doesn’t have the budget to buy your solution.

Thyleads Sales Qualified Appointment is human verified.

We call the lead and determine if your product or service fits the buyer’s needs.
What is the timeline for buying and their budget.
If the solution is a fit, the purchase timeline is close and a decision maker has vetted the budget, then that lead is ready for the AE.
How valuable then are Sales Qualified Appointments to your business? Probably a lot. If you could ensure that your sales team only gets qualified sales appointments, you could probably build a great pipeline and increase your revenue.
As you know from experience, this is easier said than done. Setting up a marketing and sales funnel that works consistently can cost you a lot of money.
Now, to calculate the real cost of a qualified sales appointment, we need to take into account all the costs incurred by your sales team, especially the SDRs.
What is the role of an SDR?
SDRs pre-sales activities:
SDRs identify and qualify prospects for the sales team. SDRs are responsible for sourcing up to 45% of a company’s revenues.
SDRs pre-sales activities:
Making cold calls
Sending outbound emails to prospects
Setting up appointments or introductory meetings
Qualifying webs visitors through chat conversations
Setting up an in-house sales team costs a lot of time and money. Here’s a breakdown of the costs involved.

Recruitment

According to the Bridge Group, you can spend a total of 1,170 hours hiring reps over a period of several months. The average cost to hire a single SDR is $4,129.
What’s worse, the average tenure of a sales rep is 15 months, and according to a report by DePaul University replacing a rep costs organizations $97,690 on average.

Training

Once you hire a rep, you’ll spend three months training him or her — the average ramp up time is 3.2 months or about 108 days. That means you’d have to pay a salary for those days that the sales rep is not productive yet.

Salary and benefits

Hiring a full sales team in-house (with 4 SDRs and support staff) may cost your company more than $485k per year with salaries and benefits.
Here are the numbers:
Average SDR salary in the U.S.: $48,412/year + $7,261/year in benefits = $55,673 (222,692 for 4 SDRs)
Average Sales Manager salary in the U.S.: $99,299/year + $14,894/year in benefits = $114,193
Average Sales Trainer salary in the U.S.: $72,829/yr + $10,924/year in benefits = $83,753
Average Quality Analyst salary in the U.S.: $56,616/yr + $8,492/year in benefits = $65,108
Total: $485,746

Office space

On top of salaries and benefits you’d have to pay for office space. Then add desks, chairs, computers, phones, internet connection, utilities, maintenance, cleaning and more (around $12,000 per employee).

Technology stack

Add the cost of technology, such as specialized software, licensing fees per user and IT staff. According to Xant, the average cost for these per SDR is $3,287 per year.
The actual costs will vary depending on your industry, location and other factors, but for the sake of this example, let’s calculate the total cost from the numbers above for one SDR.
Recruitment: $4,129
Salary and benefits: $55,673
25% of support staff: $63,763
Office space and equipment: $12,000
Tech stack: $3,287
Total: $138,852

What is the role of an SDR?

SDRs identify and qualify prospects for the sales team. SDRs are responsible for sourcing up to 45% of a company’s revenues.

SDRs pre-sales activities:

Making cold calls
Sending outbound emails to prospects
Setting up appointments or introductory meetings
Qualifying webs visitors through chat conversations

Setting up an in-house sales team costs a lot of time and money. 
Here’s a breakdown of the costs involved.

Recruitment

According to the Bridge Group, the average cost to hire a single SDR is $4,129.

What’s worse, the average tenure of a sales rep is 15 months, and according to a report by DePaul University replacing a rep costs organizations $97,690 on average.

 

Once you hire a rep, you’ll spend three months training him or her. That means you’d have to pay a salary for those days that the sales rep is not productive yet.

Technology stack

Add the cost of technology, such as specialized software, licensing fees per user and IT staff. According to Xant, the average cost for these per SDR is $3,287 per year.

The actual costs will vary depending on your industry, location and other factors, but for the sake of this example, let’s calculate the total cost from the numbers above for one SDR.

  • Recruitment: $4,129
  • Salary and benefits: $55,673
  • 25% of support staff: $63,763
  • Office space and equipment: $12,000
  • Tech stack: $3,287
  • Total: $138,852

In the US : Salary + Benefits

Average SDR salary

 $48,412/year + $7,261/year 

$55,673

(222,692 for 4 SDRs)

Average Sales Manager salary

$99,299/year + $14,894/year

$114,193

Average Sales Trainer salary

$72,829/yr + $10,924/year 

$83,753

Average Quality Analyst salary

 $56,616/yr + $8,492/year 

$65,108

Total:

$485,746

This is by no means applicable to all cases and industries, but a ballpark estimate based on available data.


Some companies have sales teams that make a lot more qualified appointments per month as their product is cheaper for example so their cost per qualified sales appointment would be less. You can adjust the figures above to your own team’s performance and costs.

Our Solution

Thyleads Pay Per Qualified Appointment Model

Cut the noise and pay only when you get a 
Pre -Qualified meeting setup with your ideal Buyers!

No String attached !

Let’s connect and Find your Buyer

Book Your Free Strategy Call Now!
Thyleads supports leading B2B technology companies by taking on the heavy lifting of cold calling their prospects to secure appointments for their sales reps. We handoff win-ready leads to accelerate your sales and grow your revenue.
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