SaaS

Benchmarks

Conventional

Wisdom

That Flip

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.

Result 1:

High-growth sales teams close

fewer deals.

“But wait…how can it be that high-growth

companies close fewer deals each month?”

Result 2:

High-growth companies close

much larger deals.

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.

“But doesn’t chasing bigger deals have

some serious drawbacks?”

“It sure does.”

1. Larger deals have 1.4x longer

sales cycles than average.

2. Larger deals have 1.4x longer

sales cycles than average.

3. Larger deals have 20% lower

Win Rates than average deals.

Result 4:

Chasing large deals is still worth it because

they return much more $ per unit of effort.

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.

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.

Result 1:

The best reps win 1.8x as many deals as

average reps.

Result 2:

They do this by working more

opportunities while maintaining the same

Sales Cycle and Win Rates as bottom reps.

Result 3:

Additionally, the best reps get even more in

bookings by winning slightly larger deals

than average.

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.

For more informative sales advice, visit our website

http://www.insightsquared.com/

And our blog

http://www.insightsquared.com/blog

Thank You!