Sales Consulting Research

Here are some metrics you can use when presenting your 2012 budget to the board, CEO, or CFO.  I have also made these metrics easy to share by including a tweet button next to each one.  If there are other stats you would like to see, let me know in the comment section below and I will get them for you.


  1. Median quota attainment 2011 YTD is 63% Tweet This Stat
  2. Average base to variable sales compensation ratio is 55:45 Tweet This Stat
  3. Benchmark % of revenue spent on marketing is 5.6% Tweet This Stat
  4. Cost per lead via outbound marketing is 3.3x higher than inbound marketing CPL Tweet This Stat
  5. Forecasting accuracy for companies with a customer sales methodology is 81% Tweet This Stat


  6. Geographic based sales structures underperform peak performance replication structures 3 out of 4 times. Tweet This Stat
  7. #1 job attribute that attracts “A” player reps is territory potential Tweet This Stat
  8. Cost of mistake hire for sales manager is 9.2x base salary Tweet This Stat
  9. Most accurate metric to measure new hire ramp time is time to first sale Tweet This Stat
  10. Top 10% producing sales managers spend 66% of their time coaching reps Tweet This Stat


If you want to benchmark the productivity of your sales force, check out our sales consulting database of 11,000 companies and 315 sales metrics here.



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Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.


He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.


Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.


He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.


Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.


He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.




Transforming the Sales Organization inside Fortune 500 Companies

Greg Alexander and John Gleason, Chief Sales Officer of Ryder, talk about the unique challenges of transforming a sales team inside of very large enterprises.


A Better Way to Structure Your Sales Force

Greg Alexander and Tony Capucille, Chief Sales Officer at Heartland Payment Systems, discuss the pros and cons of the 7 B2B sales organizational models.


Build a team of A Players Inside the Sales Organization

Greg Alexander and Todd Cione, Chief Revenue Officer at Rackspace, talk about hiring, onboarding, and developing exceptional sales talent.




Fill Every Role on Your Team with an A Player

In this article, Greg Alexander makes the case for applying the TopGrading methodology to the sales team, and outlines how to do so.


What CEOs Need to Know About Their Marketing Strategies

In this article, Greg Alexander and Rashid Skaf, CEO of AMX, discuss the role the CEO plays in crafting a company’s marketing strategy.


What CEOs are Looking for in a Sales Leader

In this article, Greg Alexander and George Norton, leader of Heidrick & Struggles Chief Sales Officer practice, discuss what CEOs need in the chief sales officer role.

Read full bio >