1 of 3 · The wrong hire

Have you ever hired a salesperson who didn’t work out?

2 of 3 · Deals that stall

How much pipeline are you looking to build this year?

As a rule, you should be building 4 to 5 times your target.

Research says this much of it will die without a competitor ever winning it:

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Where this comes from

Of forecast deals, 47.3% are won, 32.0% lost and 20.7% stall with no decision: CSO Insights, 2018 to 2019 Sales Performance Study, nearly 900 sales organisations.
40% to 60% of lost deals are lost to customer indecision: Dixon and McKenna, The JOLT Effect, 2.5 million sales conversations.

3 of 3 · Buried in admin

Sales pay spent on everything except selling, every year:

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Where this comes from

Reps spend just 28% of their week actually selling: Salesforce, State of Sales, December 2022, 7,775 sales professionals.
Uses the annual pay from question 1. Extra capacity assumes selling time rises from 28% to 33%.

Your biggest leak

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We do not add these into one total. They overlap, and we would rather show you numbers we can stand behind.