Raising the Tide of Sales to Lift All Sales Reps to Top Performance

Only 51% of companies met sales targets in H1 2024 

The first half of 2024 revealed sobering statistics for sales organizations worldwide. According to the Fall 2024 GTM Partners Benchmark Report, only 51% of companies achieved their sales and revenue targets—a clear indication that traditional strategies aren’t keeping up with today’s challenges. The report uncovers a series of pain points that are causing sales teams to falter, including:

• 54% of companies failed to create enough pipeline.

• 54% reported longer sales cycles, though this has improved from the 81% peak.

• 18% decrease in win rates, suggesting deals are harder to close.

• 21% decline in deal values, impacting revenue growth.

• 69% of sales reps missed their quotas, leaving leadership grappling with underperformance.

The data from the GTM Partners Benchmark Report paints a clear picture of the challenges businesses face. Among the top three GTM problems identified by companies in the report was an over-reliance on heroic individual performers vs plays to drive results.

When sales teams are struggling with insufficient pipeline (54%), longer sales cycles (54%), and declining win rates (18%), the burden often falls on top-performing reps to pick up the slack. While these sales "heroes" may be able to carry the team in the short term, this approach is neither sustainable nor scalable.

This reliance on a few standout players highlights a critical gap in many organizations: the lack of repeatable systems and scalable strategies that empower all team members to succeed. Without these in place, teams will continue to experience high burnout, missed quotas, and stagnant growth.

The “hero sales rep” model is not sustainable

For years, sales organizations have lionized top performers—the rainmakers who can close deals against all odds. While these individuals are invaluable, they can’t carry the team forever.

• Burnout risk: Over-reliance on top performers leads to unsustainable workloads and, ultimately, turnover.

• Lack of scalability: A strategy based on a few individuals doesn’t scale across an entire team or adapt to unpredictable market shifts.

As sales cycles grow longer, win rates drop, and deal values shrink, the need for a systematic approach to sales success has never been more critical.

Empowering the entire team: How Convoso levels the playing field

One strategy to reverse these trends, businesses need to move away from relying on heroic sales reps and instead adopt solutions that enable every team member to succeed. This is where Convoso plays a crucial role. With its suite of features tailored to enhance sales operations, Convoso empowers teams to maximize productivity and unlock their full potential. 

By equipping every agent with the tools they need to succeed and ensuring the right lead reaches the right agent in real time, Convoso helps organizations optimize performance and drive consistent results.

1. Increase Prospect Reach: With Convoso’s advanced dialing capabilities, agents can connect with more prospects in less time, ensuring pipelines stay full and opportunities don’t slip through the cracks.

2. Shorten Sales Cycles: Convoso integrates seamlessly with CRM and AI tools to provide real-time insights, enabling reps to focus on qualified leads and avoid wasting time on dead-end calls.

3. Improve Close Rates: With features like dynamic scripting and real-time coaching, agents are equipped with the information they need to navigate objections and drive meaningful conversations.

4. Scale Success Across Teams: Convoso’s user-friendly platform ensures even new hires can ramp up quickly and contribute to team goals. This democratization of success ensures companies aren’t just reliant on their top 10%.

A better path forward

The statistics from the GTM Partners Benchmark Report are a wake-up call for businesses to reevaluate their sales strategies. Instead of lamenting lost deals or longer cycles, companies should focus on empowering their entire salesforce with the tools and technology to thrive.

Convoso offers a path forward—one that doesn’t depend on heroic individual efforts but instead builds a culture of consistent success across the board. When every rep has the ability to perform at their best, hitting sales and revenue targets becomes less of a struggle and more of a certainty.

Is your team ready to break free from the constraints of traditional sales models? Discover how Convoso can help your business transform its sales results and build a team where everyone wins. Book a Demo!