Software Sales Benchmarks

Segment Level Metrics

Medians
Performance Metrics
% of Quota Capacity Achieved* 86.7%
% of AEs Delivering 75%+ of Quota 62.5%
% of AEs Delivering 100%+ of Quota 25.0%
Compensation Plan Metrics
Quota-to-OTE Ratio 4.2x
% Variable Comp @ OTE 50.0%
Use of Accelerators 23% use Large Accelerators
Use of Decelerators 28% use Large Decelerators
Cost Performance Metrics
AE Comp ARR Bookings 37.1%
AE Comp-to-Total Sales Cost Ratio 93.6%
Segement S&M Cost/ARR Bookings 55.2%
Team Metrics
AE-to-Manager Ratio 5:1
AE-to-SE Ratio 3:1
AE-to-BDR Ratio 3:1
AE-to-SDR Ratio 3:1
Company & Other Metrics
# of Segments 155
# of Companies 147
ARR
% over $20M 29%
% over $60M 11%
Years Profiled 2021 and 2020
* % of Quota Capacity equals Bookings divided by the quantity : Avg ramped AEs times Avg Quota

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