Software Sales Benchmarks

Segment Level Metrics

Medians
Performance Metrics
% of Quota Capacity Achieved* 90.9%
% of AEs Delivering 75%+ of Quota 60.0%
% of AEs Delivering 100%+ of Quota 29.0%
Compensation Plan Metrics
Quota-to-OTE Ratio 4.3x
% Variable Comp @ OTE 50.0%
Use of Accelerators 26% use Large Accelerators
Use of Decelerators 23% use Large Decelerators
Cost Performance Metrics
AE Comp ARR Bookings 24.0%
AE Comp-to-Total Sales Cost Ratio 92.7%
Segement S&M Cost/ARR Bookings 46.7%
Team Metrics
AE-to-Manager Ratio 5:1
AE-to-SE Ratio 3:1
AE-to-BDR Ratio 3:1
AE-to-SDR Ratio 2:1
Company & Other Metrics
# of Segments 109
# of Companies 108
ARR
% over $20M 31%
% over $60M 14%
Years Profiled 2021 and 2020
* % of Quota Capacity equals Bookings divided by the quantity : Avg ramped AEs times Avg Quota

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