Sales Planning Statistics

Understand how sales capacity planning can drive quota attainment.
  • Over a third of organizations don’t conduct – or rarely conduct – any type of capacity planning (OpsPanda)

  • In 2018, the average quota attainment was only 54% (CSO Insights)

  • 64% of organizations reported correct quota setting as the major challenge for their sales compensation program in 2017 (Alexander Group)

  • Companies that “peanut butter spread” quotas across similar roles see 14% less quota attainment than those that assign quotas based on territory-specific opportunity (Xactly Insights)

  • Nearly 60% of companies say that quotas are set as a collaborative effort between the CEO with input from senior management (CFO Alliance Survey)

Sales Territory Planning Statistics

See how best-in-breed companies use sales territory planning.  
  • Research shows that optimizing territory design can increase sales by 2 to 7%, without any change in total resources or sales strategy. (Harvard Business Review) 

  • Only 36% of organizations say they are effective at territory design (Sales Management Association Survey)

  • The majority of companies (76%) assign territories by geography (Sales Management Association Survey)

  • The majority of companies (76%) conduct territory planning once per year (Sales Management Association Survey)

  • Organizations ineffective at territory design performed 15% lower in sales objective achievement compared to the average (Sales Management Association Survey)

  • Organizations that are effective at territory design had 14% higher sales objective achievement compared to the average (Sales Management Association Survey)

  • Companies that digitize their territory alignment process increase revenue up to 15% (Sales Management Association Survey)

  • Companies who describe themselves as ineffective in using territory design technology had 10% lower sales achievement than the average (Sales Management Association Survey)

  • Organizations that use automated technology for territory design have up to 20% higher sales achievement than the average (Sales Management Association Survey)

  • Companies effectively managing territory data had 8% higher achievement of sales objectives compared to the average (Sales Management Association Survey)

  • Organizations can achieve a 10-15% cost reduction (or reallocation) with territory optimization and employment by matching territory size with revenue and profit growth opportunities, reducing the number of territories; and lowering cost channels (Alexander Group)

  • Modernized territory planning expands the customer base on average between 7-15% (Simon & Kucher)

  • Modernized territory planning results in reduced cost of sales and wasted rep transportation time up to 15% (Simon & Kucher)

  • Modernized territory planning increases productivity up to 20% after the first year of optimization (Simon & Kucher)

  • Modernized territory planning reduces planning time up to 75% (Simon & Kucher)

Financial Forecasting Statistics

Learn how accurate financial forecasting can impact your revenue.
  • 40% of CFOs now spend the majority of their time on non-finance issues (McKinsey & Company)

  • Over 90% of CFOs say the ability to dynamically plan “in the moment” is important to react in a fast-changing business landscape (

  • Nearly 50% of companies fail to measure and adjust financial forecasts and plans to account for the residual impact caused by sales force attrition (CFO Alliance Guide)

  • In 2016 78% of CFOs considered Excel proficiency as the most important skill for FP&A teams; today only 5% feel the same (CFO Indicator Report)

  • Over 40% of CFOs say the biggest driver behind automation is demand for faster, higher quality insights from executives and operational stakeholders (CFO Indicator Report)

  • Companies that embrace digital technology innovation experience nearly 20% higher gross margin than the laggards (Harvard Business Review)

  • 80% of CFOs recognize that investing in data can help them replace spreadsheets; however, they remain deterred by the perceived cost and complexity of new systems (2 EY Annual Survey)

Sales Compensation Statistics

Take a look at how companies like yours handle sales compensation.
  • Compensation is the (#1) largest expense for companies (Forbes)

  • On average, businesses spend 10% of revenue on sales compensation; more than 40% of companies say they spend more than 20% (2018 Sales Comp Administration Survey)

  • Organizations spend up to 5 hours per month compiling and analyzing sales commission data from spreadsheets (2018 Sales Comp Administration Survey)

  • More than 60% of companies rank their company as average or lower when it comes to sales compensation administration (2018 Sales Comp Administration Survey)

  • Only 18% of commissions are paid in Q1; 40% of sales commissions are paid in Q4.. (Xactly Insights)

  • 50% of homegrown or spreadsheet calculation mechanisms take four weeks or longer to payout (2018 Sales Comp Administration Survey)

  • 95% of companies who use ICM technology have payouts completed in less than 6 weeks, with the majority under 3 weeks (2018 Sales Comp Administration Survey)

  • 43% of sales organizations are making some investment to upgrade sales compensation automation support (Alexander Group)

  • The most efficient organizations, who use automated workflow processes, see efficiency gains of 2-3x when compared to counterparts using manual or spreadsheet-driven processes (2018 Sales Comp Administration Survey)

  • 60% of organizations do not track payment accuracy and are making a best guess about the accuracy of their commission payments (2018 Sales Comp Administration Survey)

  • Only 2/3 of sales organizations say their sales compensation program always pays everyone accurately (Sales Management Association)

  • With automated incentive compensation management (ICM) systems, organizations report up to 99% error-free commission payouts (2018 Sales Comp Administration Survey)

  • 83 percent of companies have payment inaccuracies for commissions (at an average rate higher than 5 percent) (2018 Sales Comp Administration Survey)

Sales Analytics Statistics

See the leading sales analytics based on years of aggregated data collection.
  • 79% of sales teams currently use or are planning to use sales analytics technology (Salesforce State of Sales)

  • 2/3 of organizations that use dedicated sales analytics tools say they have improved the outcomes of sales activities and processes (Ventana)

  • 12% of companies provide no reporting to their sales representatives (2018 Sales Comp Administration Survey)

  • Only 26% of companies are able to deliver analytics or reporting at an above-average or best-of-breed level (2018 Sales Comp Administration Survey)

  • Only 6% of companies who use spreadsheet or static reporting are able to give their sales teams access to daily or near real-time data (2018 Sales Comp Administration Survey)

  • Of the companies able to provide daily or near real-time data, 39% are using automated reporting systems (2018 Sales Comp Administration Survey)

  • 66.4% of sales organizations surveyed do NOT provide mobile access to sales compensation reports (Alexander Group)

Sales Retention Statistics

Learn how to improve retention rate so you keep your top sales performers.
  • The ideal desired sales rep attrition rate is less than 15%; however, only 69% of organizations are able to achieve that level of attrition (2018 Sales Comp Administration Survey)

  • Businesses retain just 71% of salespeople annually, on average (Sales Management Association: Salesperson Retention and Turnover)

  • The average cost to replace a rep is $155K (DePaul University)

  • Companies paying competitively at the 75th percentile or higher have 50% less sales turnover (Xactly Insights)

  • Fewer than half of companies (46%) are satisfied with their salesperson retention; only 31% are satisfied with new salesperson success rates (Sales Management Association: Salesperson Retention and Turnover)

  • Among salespeople who leave, 67% do so voluntarily, and 32% are asked to leave

  • Of the remaining “voluntary” departures, 44% are considered low-performing and low potential salespeople (Sales Management Association: Salesperson Retention and Turnover)

  • Only 54% of companies believe their enterprises have the proper incentives in place to attract and retain the best talent (Sales Management Association: Salesperson Retention and Turnover)

  • Businesses effective at either providing clear performance objectives and implementing a well-defined onboarding program enjoy 8% greater sales objective achievement than non-effective peers (Sales Management Association: Salesperson Retention and Turnover)

  • Businesses effective at providing training, coaching, and professional development outperformed others with 17% higher sales objective achievement (Sales Management Association: Salesperson Retention and Turnover)

  • Only 42% are effective in providing professional development for salespeople (Sales Management Association: Salesperson Retention and Turnover)

  • A new salesperson takes 12 months, on average, to achieve success (Sales Management Association: Salesperson Retention and Turnover)

  • Across all businesses, just 55% of new hire salespeople are ultimately successful (Sales Management Association: Salesperson Retention and Turnover)

  • 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)

Sales Demographic Statistics

Understand the key truths when it comes to sales demographics in the industry.
  • Male-led sales teams are 76% men and 24% women vs. the general population 50/50 split (Xactly Insights)

  • Female-led sales teams more closely reflect the general population at 48% women and 52% men (Xactly Insights)

  • Women achieve 8% higher quota attainment than men (Xactly Insights)

    • 78% of men achieve quota, while 86% of women achieve quota (Xactly Insights)

  • Women outperform men by 3% but are actually paid 7% less (Xactly Insights)

  • Women earn a slightly higher commission rate than men, but earn a lower base salary (Xactly Insights)

    • Women earn 77% of the total compensation of their male counterparts (Xactly Insights)

    • Women earn $120,732 and men earn $156,012 (Xactly Insights)

Small Business Sales Statistics

Take a look at how small businesses process sales compensation.
  • Smaller companies pay 46% more in incentive compensation than larger companies with comparable quotas (Ventana Research)

  • Almost three-quarters (73%) of small organizations cite inconsistent execution as an impediment to improving sales compensation, a significantly greater percentage than the 61% average for all sizes (Ventana Research)

  • The use of multiple spreadsheets is a factor in producing scattered sales information, which 52% of organizations cited as impeding the systems they use to assess plans and incentives (Ventana Research)

  • Many smaller organizations (63%) acknowledge that reliance on spreadsheets makes it difficult to manage sales analytics effectively (Ventana Research)

  • Only one-fifth (21%) of small businesses said they are satisfied with the use of CRM systems for sales analytics (Ventana Research)

  • Two-thirds of organizations that use dedicated sales analytics tools said they have improved the outcomes of their sales activities and processes significantly (20%) or slightly (47%) (Ventana Research)

  • The top-ranked benefits of having sales-related analytics capabilities are aligning the sales force to business strategy and goals (for 38%) and better managing and tracking progress of product and sales initiatives (24%) (Ventana Research)

Enterprise Sales Statistics

Learn how enterprise companies use sales comp to drive growth.
  • Growth is the No. 1 business priority reported by CIOs for 2018, echoing the 2017 Gartner CEO Survey (Gartner)

  • 47% of growth is in tech-based startups (IT and Innovation Foundation, 2017)

  • 66% of CEOs see more competition threats today (PWC, Global CEO survey, 2016)

  • 90% of buyers are willing to engage with sellers earlier (CSO Insights, 2018)

  • Enterprises will miss the equivalent of up to 10% of annual sales lost opportunity that could have been captured through improved management of sales territories, quota and compensation plans (Gartner)

Sales Performance Management Statistics

Understand how sales performance management increases sales productivity.
  • Human and machine-generated data is growing 10x faster than traditional business data, and machine data is increasing even more rapidly at 50x that growth rate (Inside Big Data)

  • By 2020, 30% of organizations using a sales performance management solution will optimize the design and maintenance of their sales compensation plans using advanced analytics solutions provided by their SPM vendor (Gartner)

  • By 2022, organizations using a sales performance management solution will use employee-facing digital assistants to handle 75% of compensation disputes (Gartner)

  • SPM users are 2.6x as effective, at measurably connecting sales efforts, to revenue compared to non users (60% vs. 23%) (Aberdeen Group)

  • An integrated SPM suite increases sales productivity by 12.5% and accelerate financial close times up to 50% (Simon & Kucher)

  • SPM solutions helped reduce overpayment/underpayment, saving organizations 3% to 5% in compensation expense (Gartner) 

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