Sales performance statistics.
Sourced B2B sales benchmarks for 2026, with every figure linked to the report it came from and notes where sources disagree.
Last updated: September 2026
The average B2B team wins 19% of new-logo opportunities over a 91-day sales cycle, according to Ebsta and Pavilion’s 2025 GTM Benchmarks, while 48% of account executives hit quota, according to The Bridge Group’s 2026 research. New AEs take 6.2 months to ramp, and four in five sales and finance leaders missed a quarterly forecast in the past year, per Xactly.
Each page below breaks one benchmark down, explains why published figures differ, and lists its sources.
Seven numbers every sales leader should know.
Every figure comes from a named, published source. Accelerain Training client results are kept in a separate, clearly labelled section on each page.
B2B win rate benchmarks
19% average new-logo win rate. Source: Ebsta × Pavilion, 2025.
See win rate data Sales cycleB2B sales cycle length
91 days average new-business sales cycle. Source: Ebsta × Pavilion, 2025.
See sales cycle data Buying committeeBuying committee size
13 internal stakeholders in a typical buying decision. Source: Forrester, 2026.
See buying committee data QuotaQuota attainment
48% of account executives at quota. Source: The Bridge Group, 2026.
See quota data RampNew AE ramp time
6.2 months average AE ramp to full productivity. Source: The Bridge Group, 2026.
See ramp time data TrainingSales training ROI
33% of companies rate their sales training as effective. Source: RAIN Group & Allego, 2024.
See training ROI data ForecastingForecast accuracy
4 in 5 leaders missed a quarterly forecast in the past year. Source: Xactly, 2024.
See forecasting dataHow we source these numbers.
We only publish figures we can trace to a named report, survey, or data set, and we link each one. Where a widely repeated statistic has unclear origins, we either leave it out or say so on the page.
Benchmarks often disagree because they measure different things. A win rate from CRM data on every opportunity will be lower than one from a survey of proposal-stage deals. Each page explains the definitions behind the numbers so you can compare your team fairly.
Accelerain Training’s own client-reported results appear only in a separate section on each page, labelled as client-reported, and are never mixed into industry benchmarks.
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Common questions about sales performance statistics.
01What are the most important sales performance statistics?
Win rate, sales cycle length, quota attainment, ramp time, and forecast accuracy. Accelerain Training tracks sourced benchmarks for each, such as Ebsta and Pavilion’s 19% average new-logo win rate and The Bridge Group’s 48% of AEs at quota.
02What percentage of B2B sales reps hit quota?
About 48% of account executives, according to The Bridge Group’s 2026 research across 158 B2B companies. Ebsta and Pavilion’s pipeline data is harsher, showing 78% of sellers missed quota.
03What is the average B2B sales cycle and win rate?
A 91-day sales cycle and a 19% win rate for new-logo deals, according to Ebsta and Pavilion’s 2025 GTM Benchmarks of 655,000 opportunities. Expansion deals close faster, in 52 days, at a 45% win rate.
04Why do sales benchmarks from different sources disagree?
They use different definitions, samples, and methods. RAIN Group’s 47% win rate counts only proposal-stage deals in a survey, while Ebsta’s 19% counts all new-logo opportunities in CRM data. Each Accelerain Training statistics page explains the differences.
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