Analysis of $57B in Revenue: What's Driving Performance for the Most Successful Sales Teams in H1 2024
SaaSOpen, September 2024
Guy Rubin
Founder & CEO, ebsta
Our Revenue Growth
2024 Benchmarks: Pipeline Analyzed
Ebsta is an AI-first Revenue Platform that Delivers:
AI Forecast:
Inside Salesforce/
Hubspot
AI Guided Selling:
Help sales reps replicate best practices
GTM Insights:
Help RevOps and sales managers identify risk in the pipeline earlier
Ebsta Guarantees to…
Get you live inside 30 days
Improve your rep quota attainment in the first 6 months
Improve Forecast accuracy to +/- 10%
Over the next 20 minutes
I’m going to show you
What We Analyzed
State of Sales in H2 2024
Traits of High Performers
Opportunities
Revenue
Of the world’s best performing companies
$57.3 Billion
566
4.7 Million
Hours of conversations
1.2m+
Where We Started 2024
reps missed quota
69%
Velocity delta
8.9x
deals slipped
44%
win rates
-18%
deal values
-21%
sales cycles
+16%
Let’s jump into Section 2
I’m going to show you
State of Sales in H2 2024
How are Sales Teams Performing Compared to 2023?
rep velocity delta
10.2x
reps missed quota
75%
+9%
deals slipped
34%
-26%
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Only a Quarter of Reps are Hitting Target
reps missed quota
75%
+9%
-7%
Win Rates
+7%
Deal Values
+20%
Sales Cycles
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Pipeline Creation is Increasing Significantly
deals slipped
34%
-26%
+25%
Pipeline Created
46% of deals slipped in Q1, and then fell to 34%....
Sales team sizes shrunk by 9% in Q1, then grew 18% in Q2…
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Quota Targets are Growing Despite �Sales Velocity Slowing
rep velocity delta
10.2x
+37%
Quota
Target
-15%
Sales Velocity
16% of reps contributed 83% of revenue
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“Those Who Cannot Remember The Past are Condemned to Repeat It”
Reps exceeded quota
25%
How can we replicate their success?
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Let’s jump into Section 3
I’m going to show you
What Can We Learn From the Success of High-Performing Reps?
Win Rates Increase 3.1x When Opportunities Match Icp
+25% increase in total pipeline since the end of 2023
18% of 2024 pipeline matches the business’s ICP
Average Pipeline Created
% ICP Pipeline Created
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Maintain pipeline health with data-driven pipeline reviews
Pipeline Created Average ($)
500k
0M
1.5M
1M
2.5M
2M
3M
Qualifying Deals Effectively Increases Sales Velocity by 4.7x
Adoption of a qualification methodology has increased by 19% since 2023
However, 68% of deals moved past the ‘qualification’ stage are not qualified effectively
Top performers are 357% more likely to use a methodology
Top Performer
Low Performer
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Improve adoption by automating qualification
Insufficient Discovery Leads to Poor Value Alignment and Pipeline Health
Top performers are 263% more likely to close an opportunity at “Discovery” or “Qualification” stages
Low performers are quick to progress deals to the latter stages, but spend longer losing a deal due to insufficient qualification
33% of low performer’s deals lost at proposal + negotiation stages
Top Performer
Low Performer
Closed Lost Timing
Proportion Closed Lost (%)
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Reveal unhealthy pipeline with AI-enhanced pipeline visibility
Buyers are More aware When Making �Investment Decisions
Majority of deals are being closed lost because a lack of momentum and lack of a decision maker, often caused by poor ICP fit, and poor multi-threading
Top performers are 250% more likely to have the C suite engaged early
Top performers are 77% more likely to create pipeline that matches their ICP
Competitor
Functionality
Decision Maker
Momentum
Timing
Budget
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Spot deal risk early with AI-enhanced pipeline visibility
Engaging The Cxo Early In Stage �Increases Velocity By 9.2x
Win rates are 42% lower when the C suite are engaged late
The number of relationships involved in the buying process has grown since 2023 (Enterprise remains the same):
Win rates are +14% the senior finance persona is engaged by the mid-stage
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Improve multi-threading by scoring relationship strength
Satisfying Objections by The Mid Stage �Improves Velocity By 3.4x
Objections concerning ROI and value have increased by 127% since 2023
Buyers are increasingly aware of what functionality (AI included) they require, as objections have risen by 111% since 2023
Top performers are 109% more likely to satisfy objections by the mid stage of the sales cycle
Win rates decrease -64% when ROI is discussed late stage
Price
Timing
ROI/Value
AI/Features
Integrations
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Improve with coaching AI recommendations from calls
Win Rates Decline by 83% When Deals Slip
When deals slip between 1-4 weeks since close date, win rates decline -34%
When deals slip greater than one month since close date, win rates decline a further -67%
Commercial
Mid-Market
Enterprise
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Prevent deals slipping with AI-enhanced pipeline visibility
How to Improve Rep Quota Attainment
Thank you!
https://bit.ly/2024h1update
www.linkedin.com/in/rubinguy/
guyrubin@ebsta.com
SaaSOpen, September 2024
Guy Rubin
Founder & CEO, ebsta
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H1 Report
See how Ebsta guarantees to improve rep quota attainment at www.ebsta.com