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.

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!