Sandler Research Report | Sandler Sales Benchmark Report

Sandler Research Report | Sandler Sales Benchmark Report

During the Summer of 2023, Sandler Research Center conducted research to establish a snapshot of Sales Benchmarks.

The survey was completed by more than 300 global respondents with an emphasis on small and medium-sized organizations defined by annual revenue of less than $50 million.

The results were quite optimistic given that the global economy was quite uncertain at the time. The results are interesting and intended to be a snapshot of sales conditions at the time.

A few key insights of the research show that:

  • 55% of respondents report their sales team at 50% of quote or above– up from 48% when SRC asked this question in 2019.
  • 63% of respondents believe they have the right people in the right roles. That results was significantly more (23 point) than when SRC asked in 2019.
  • 2023 results were almost 10% higher than 2019 for the question how effective was the training a sales manager received before taking on the role.
  • About a third or respondents said the ongoing training a manager gets is LESS THAN effective.
  • A similar response (about a third) for those who say their managers are less than effective at coaching.
  • About 36% responded their sales and marketing teams were less than effective in working together to drive business.


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