5 benchmarks from 1,200+ rep-years of data
In a study of 1,200+ rep-years across 14 B2B SaaS organizations, the top 30% of AEs generated between 66% and 74% of total revenue — every single fiscal year from FY22 through FY26. The number didn't spike or dip. It's structural.
Most revenue leaders suspect this. Few know how wide the gap really is, or how much it's costing them in misallocated pipeline.
Inside the report:
- Why your top 30% generates over 70% of revenue — and why that number barely moves year over year
- The performance distribution that makes "average rep" planning a fiction
- A 5.3x pipeline conversion gap between your best and worst AEs — and what it means for your forecast
- How much revenue you're leaving on the table by treating all pipeline as equal
- The single ramp behavior that predicts long-term top performance (it isn't call volume)