2023 State of Revenue Engagement Benchmark Study


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Salesloft, in partnership with Benchmarkit, conducted research in the first half of 2023 to benchmark the state of Revenue Engagement and Revenue Performance.

 Who did we study?

  • 264 companies
  • A broad cross-section of sizes, annual contract values, and go-to-market models
  • Based in the United States and Europe

 What did we find?

  • 55% of participants say pipeline generation is their #1 challenge to revenue growth. There’s a real opportunity for enhancing engagement processes here.
  • Only 50% of AEs and 55% of Sales Development Representatives hit quota. It’s imperative to quickly identify coaching opportunities and provide proactive data-driven guidance to help reps enhance the quality of engagement and drive conversion at each step.
  • Marketing and Sales Development are only measured on existing customer expansion pipeline contribution in 26% and 32% of companies, respectively, which is concerning due to the increased dependency on expansion revenue in 2023.
  • 2-3x lower cost to expand existing customer revenue than new customer revenue. Customer expansion marketing and sales development is an opportunity for efficient revenue growth.

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