Analysis of $57B in Revenue: What's Driving Performance for the Most Successful Sales Teams in H1 2024

SaaSOpen, September 2024 Analysis of $57B in Revenue: What's Driving Performance for the Most Successful Sales Teams in H1 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 % of reps making quota Sales performance benchmarks B2B sales trends Pipeline generation Deal management Objection handling $billions in revenue More data points than ever before

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%

How many reps hit quota, and how much pipeline slipped What is the benchmark for B2B sales performance B2B SaaS sales trends 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% Get the report to see graphs + a few bonuses

Only a Quarter of Reps are Hitting Target reps missed quota 75% +9% -7% Win Rates +7% Deal Values +20% Sales Cycles Get the report to see graphs + a few bonuses

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… Get the report to see graphs + a few bonuses

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 Get the report to see graphs + a few bonuses

“Those Who Cannot Remember The Past are Condemned to Repeat It” Reps exceeded quota 25% How can we replicate their success? Get the report to see graphs + a few bonuses

Trends behind high quality pipeline High performance deal management How to improve rep quota attainment 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 Get the report to see graphs + a few bonuses 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 Get the report to see graphs + a few bonuses 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 (%) Get the report to see graphs + a few bonuses 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 Get the report to see graphs + a few bonuses 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): Mid-market = +37% Commercial = +23% Win rates are +14% the senior finance persona is engaged by the mid-stage Get the report to see graphs + a few bonuses 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 Get the report to see graphs + a few bonuses 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 Get the report to see graphs + a few bonuses Prevent deals slipping with AI-enhanced pipeline visibility

Understand the ICP driving the greatest velocity and prioritize focus Ruthless qualification to maintain high-quality pipeline Anticipate objections with effective discovery Build genuine relationships with CXO early Reinforce winning behaviors with AI workflows & data automation How to Improve Rep Quota Attainment

SaaSOpen, September 2024 Thank you! https://bit.ly/2024h1update www.linkedin.com/in/rubinguy/ [redacted email] Guy Rubin Founder & CEO, ebsta Get the H1 Report See how Ebsta guarantees to improve rep quota attainment at www.ebsta.com