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SaaS Benchmarks That Flip Conventional Wisdom
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SaaS Benchmarks That Flip Conventional Wisdom

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What separates the best sales teams from the rest? We analyzed data from hundreds of SaaS sales teams and found exactly what the country's best sales organizations do differently.

What separates the best sales teams from the rest? We analyzed data from hundreds of SaaS sales teams and found exactly what the country's best sales organizations do differently.

Published in Sales , Business , Economy & Finance
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  • 1. SaaS Benchmarks Conventional Wisdom That Flip
  • 2. What separates the best sales teams from the rest? We analyzed data from hundreds of SaaS sales teams and found specific benchmarks to help you determine exactly what the country’s fastest growing companies do differently than the rest of the pack.
  • 3. Result 1: High-growth sales teams close fewer deals.
  • 4. “But wait…how can it be that high-growth companies close fewer deals each month?”
  • 5. Result 2: High-growth companies close much larger deals.
  • 6. Key Insight: High-growth companies achieve 20% higher productivity by generating more leads, qualifying them more stringently, and focusing on the few, large opportunities in their pipeline.
  • 7. “But doesn’t chasing bigger deals have some serious drawbacks?” “It sure does.”
  • 8. 1. Larger deals have 1.4x longer sales cycles than average.
  • 9. 2. Larger deals have 1.4x longer sales cycles than average.
  • 10. 3. Larger deals have 20% lower Win Rates than average deals.
  • 11. Result 4: Chasing large deals is still worth it because they return much more $ per unit of effort.
  • 12. Key Insight: Although large deals require more effort and come through less frequently, it is still worth it to chase them: they yield 1.7x the return of an average deal. High-growth companies know this and weed out small opportunities so they can focus on the big ones.
  • 13. What makes a great sales rep? We wanted to know what makes a great rep, so we analyzed the activities and results of thousands of reps and determined exactly what separates a rock star rep from a run-of- the-mill one.
  • 14. Result 1: The best reps win 1.8x as many deals as average reps.
  • 15. Result 2: They do this by working more opportunities while maintaining the same Sales Cycle and Win Rates as bottom reps.
  • 16. Result 3: Additionally, the best reps get even more in bookings by winning slightly larger deals than average.
  • 17. Key Insight: Top reps outperform their peers by working more opportunities while maintaining the same Win Rate and Sales Cycle and closing slightly larger deals.
  • 18. For more informative sales advice, visit our website http://www.insightsquared.com/ And our blog http://www.insightsquared.com/blog Thank You!