Outsell’s 2018 Sales Performance Benchmark


Author: Ned May

Date: November 28, 2018


In our ongoing dialog with the market, Outsell hears two common themes from CEOs and their teams. First, effective execution is a primary focus for companies and their leaders today. Second, growing top-line sales remains a challenge for many, if not most. To these ends, we set out to identify how sales is operating in sales organizations today: What are their biggest challenges, how are they realizing success, and what defines top performers? This report analyzes these questions and more, provides key outcomes from our research, and provides leaders with an important benchmark for comparing their own sales performance against the industry’s today.

We advise readers to undertake their own benchmarking efforts and provide the opportunity for everyone to do so immediately by clicking on the link at the end of this analysis. Those who do will receive an individually tailored benchmark utilizing this data.


Table of Contents

Why This Topic


Key Findings: Sales Performance

Key Findings: Growth Strategies

Key Findings: Product Design

Key Findings: Team Structure

Key Findings: Organizational Challenges

Essential Actions

Related Research

About the Author

About Outsell


List of Figures

Figure 1: Outsell’s 2018 Sales Performance Benchmark – Respondent Growth Rates

Figure 2: Outsell’s 2018 Sales Performance Benchmark — Sales as Percentage of Plan by Company Size

Figure 3: Outsell’s 2018 Sales Performance Benchmark – Percentage of Reps Making Quota

Figure 4: Outsell’s 2018 Sales Performance Benchmark – Average Renewal Rate

Figure 5: Outsell’s 2018 Sales Performance Benchmark – Time to Close


List of Tables

Table 1: Primary Growth Tactic Deployed

Table 2: Average Pay by Sales Position

Additional information



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