How do sales metrics vary by company size? Compare small (1-50), medium (51-200), and large (201+) organizations across key performance indicators.
Simpler processes, fewer approvals
Growing complexity as processes formalize
More stakeholders, compliance, and reporting
Faster decisions, shorter approval chains
Balancing speed and process
Longer evaluation, more stakeholders
B2B sales reps spend 139 minutes/day (2.3 hours) on CRM input. AI-powered CRMs reduce this by 45%.
Overall B2B average: 23%. Top performers: 35%+. Varies by industry: SaaS 25%, Manufacturing 20%.
Formula: (# Opps × Avg Deal × Win Rate) / Cycle Days. B2B SaaS average: $8,219/day ($3M annual).
AI adoption increases productivity by 28% on average. Admin time reduced 45%, pipeline generation +18%.
39% of B2B sales teams now use AI tools. SaaS leads at 48%, manufacturing lags at 18%.
B2B average: 65%. Top 20%: 120%+. By industry: SaaS 70%, Manufacturing 60%, Services 68%.
Standard: 1:2 to 1:3. SMB 1:2, Mid-Market 1:2.5, Enterprise 1:3-1:4. Depends on ACV and lead volume.
B2B average: 35%/year. SDR 45%, AE 30%, Manager 28%, CSM 25%. Best-in-class (<20%) invest 2.5x more in onboarding.
Average time-to-productivity: SDR 3.2 months, AE 5.8 months. Ramp includes training, shadowing, and quota achievement.
Initial: 40 hrs/qtr, Ongoing: 15 hrs/qtr. SDR 48hrs, AE 42hrs. Best-in-class: 70% hands-on practice vs. 30% theory.
Companies <50 employees close deals 40% faster due to shorter approval chains, but struggle with process consistency as they scale.
Mid-size firms (51-200) face the hardest scaling challenges—formalizing processes while maintaining agility. Win rate drops 15% during this phase.
Organizations 201+ leverage sophisticated sales ops, achieving 25% higher quota attainment through data-driven forecasting and enablement.
Use our interactive calculators to benchmark your team against by company size industry standards.