Sales, revenue, and go-to-market statistics

Xactly helps organizations plan, execute and predict revenue performance by providing one platform with solutions to manage key go-to-market (GTM) sales activities like territory and quota planning, incentive compensation, and forecasting and pipeline management.

With nearly 20 years of industry experience, we have compiled some of the most impactful revenue planning, performance and prediction statistics.

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Sales territory planning statistics.

Effective territory management can also result in positive business benefits, including: 15% higher revenue; 20% increase in sales productivity; 15% increase in territory efficiency, 75% reduced planning time and up to 30% higher sales objective attainment (Intangent)
Sales organizations that thoughtfully design and optimize sales territories can realize 10-20% increases in sales productivity (Alexander Group)
Territory design and optimization should be an annual process; if territories are not adjusted periodically, sales organizations can encounter situations where growth is constrained in up to 20-30% of territories. (Alexander Group)
Intuitive sizing and deployment will maximize profit contributed by sales organizations; businesses can see revenue lift opportunities increase by 20% while cost reduction and reallocation increase by 10-15%. (Alexander Group)

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Forecasting statistics.

More than 80% of CFOs are expected to increase their time-spent on advanced analytic technologies and tools that the finance function can use to provide more forward-looking and predictive insights to the business (Top Priorities for Finance Leaders, Gartner 2022)
Only 9% of companies provide a revenue forecast within 5% of the actual revenue results; 60% of companies miss their forecast by more than 10%; 22% of companies miss their forecast by 20% or more; 91% of companies are missing forecasts by more than 5% (Xactly State of Revenue Intelligence Report)
Less than 25% of sales organizations have a forecasting accuracy rate greater than 75% (Korn Ferry)
Only 14% of companies have an active revenue intelligence program, while 65% are unfamiliar with the concept (Xactly State of Revenue Intelligence Report)
91% of companies are missing forecasts by 6% or more (Xactly State of Revenue Intelligence Report)

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Sales compensation statistics.

Only 24% of sellers can easily calculate their total variable compensation (Gartner)
It’s normal for businesses to spend between 40-80% of their gross revenue on employee compensation, which includes both salary and benefits (Freshbooks)
Compensation ranked 6/10 on the list of reasons that Sales leaders changed jobs over the last two years (Xactly Insights on the Sales Talent Crisis Report)
Only 18% of commissions are paid in Q1; 40% of sales commissions are paid in Q4 (Xactly Insights)

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Sales analytics statistics.

79% of sales teams currently use or are planning to use sales analytics technology (Salesforce State of Sales)
69% of sales professionals agree their job is harder now (Salesforce State of Sales)
Reps only spend 28% of their week selling; the rest is made up of critical, but tedious tasks like deal management and data entry (Salesforce State of Sales)
High performers are 1.9x more likely to use AI than underperformers (Salesforce State of Sales)

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Sales retention statistics.

The top reasons Sales leaders said they left their jobs in the last two years are work/life balance (20%), lack of career opportunities (18%), company culture (15%), poor management (15%) and stress or burnout (12%); compensation ranked 6/10 on the list of reasons for changing jobs in the last two years (Xactly Insights on the Sales Talent Crisis Report)
2/3 of Sales leaders reported they would leave their job for another that provides more purpose and/or value to society (Xactly Insights on the Sales Talent Crisis Report, 2022)
Nearly 2/3 of sales leaders said they would quit a higher-paying job for one offering more meaningful work; 98% said it is important that they believe in what their company does and/or sells (Xactly Insights on the Sales Talent Crisis Report, 2022)
Sales organizations reported 25% average turnover over the last 12 months (Salesforce State of Sales)
69% of sales professionals agree their job is harder now (Salesforce State of Sales)
Sales organizations reported 25% average turnover over the last 12 months (Salesforce State of Sales)
Companies paying competitively at the 75th percentile or higher have 50% less sales turnover (Xactly Insights)
Top performing sales reps hit their peak quota attainment between 2-3 years in their role (Xactly Insights)
Top sales reps by quota attainment have a 200% higher chance of promotion and have the potential to increase team performance by 20% (Xactly Insights)

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Go-to-market (GTM) statistics.

Only 14% of organizations can course correct early if a GTM initiative is not working (Harvard Business Review)
80% of companies will pivot innovation efforts from creativity to resilience (Forrester)
94% of sales organizations plan to consolidate their tech stack in the next 12 months (Salesforce State of Sales)
81% of sales reps say buyers increasingly conduct research before they reach out (Salesforce State of Sales)
On average, companies with revenue under $5 million rely on new customers for 80% of their revenue; companies earning between $5 million and $50 million gain 70% of their revenue from new sales (Xactly State of Revenue Intelligence Report)
While existing customers make up 30% of the total revenue growth across companies, those in the largest range ($250 million to $1 billion) attribute 65% of their revenue growth to existing customers (Xactly State of Revenue Intelligence Report)

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