2025 B2B sales benchmarks

High-growth sales teams don’t just execute better—they think differently

What drives B2B SaaS sales teams to outpace their peers and achieve 20%+ YoY revenue growth? They’re not just working harder—they’re approaching sales with smarter strategies and tighter alignment. This first edition of our annual survey uncovers the mindset, tactics, and structures that set these high-growth leaders apart. Designed for sales leaders and CROs, it provides a clear roadmap to evaluate and activate growth opportunities with precision.

This report covers

• Key differences between sales team archetypes: Steady Builders, Market Contenders, and Growth Leaders
• Essential attributes of high-performing sales organizations
• Building blocks to advance to the next level of growth
• Five priority actions for sales leaders heading into 2025

Select insights

• 33% of high-growth companies set targets based on opportunity potential rather than existing revenue.
• Growth leaders employ documented, long-term growth plans and segment-specific strategies while aligning closely with marketing teams
• Leading sales teams operate with an average of three customer segments compared to two or fewer for lower performers.
• Industry-specific targeting and account ownership strategies drive greater efficiency, with single account ownership boosting ACVs by 40% compared to hunter-farmer models.
• Growth leaders align sales compensation with strategy, ensuring motivation and clarity of focus.

Whether you’re looking to optimize sales operations, align your team with strategic goals, or unlock the next level of performance, this report offers the clarity and direction needed to succeed in an increasingly competitive B2B SaaS landscape.