Sales statistics
Numbers worth planning against — salaries, quota attainment, cycle length and team structure. Every figure is sourced.
SMB deals close in 14–30 days. Mid-market runs 30–90 days. Enterprise takes 90–180+ days. Median across all B2B SaaS is 84 days, up 22% since 2022.
Only 43–55% of B2B sales reps hit quota in 2026. The median has fallen from 60–65% pre-2022. Here's what it means for comp, hiring, and territory design.
Median SaaS AE OTE is $195K with a 50/50 base-to-variable split. Enterprise AEs earn $230K–$270K+, while mid-market ranges $160K–$220K. Typical quota-to-OTE ratio is 4x–6x.
Sales rep turnover hits 35% annually—3x the cross-industry average. Average tenure is 18 months, leaving reps underutilized before departure.
What % of product demos turn into proposals in B2B SaaS. Median 42%, top teams 55–63%. Driven by discovery call structure.
Win rates drop from 30% in SMB to 15% in enterprise. Why larger deals lose more often—and why that matters less than you think.
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