Why 14% of Sellers Are Driving 80% of New Revenue and What Revenue Leaders Can Do About It

What separates your best sellers from everyone else?

The answer may already be sitting inside your revenue data.

In this episode of the Go-To-Market Podcast with Dr. Amy Cook, we revisit one of the most data-packed presentations from GTM Live, featuring Guy Rubin, founder of Ebsta and Managing Director of Revenue Intelligence at Fullcast.

Rubin takes revenue leaders inside a massive benchmark study analyzing more than 650,000 opportunities representing nearly $48 billion in pipeline, along with insights from more than 2,000 revenue leaders.

And some of the findings should make every CRO, RevOps leader, and sales executive pay attention.

Among the biggest:

Just 14% of sellers are responsible for 80% of new-logo revenue.

The performance gap between top sellers and everyone else has become enormous. Top performers manage more opportunities, maintain momentum through the sales cycle, qualify more aggressively, build stronger customer relationships, and spend their time on deals that actually have a chance of closing.

But Rubin argues that the solution isn't simply hiring more salespeople.

It's understanding what your best performers consistently do differently, and using your own revenue data to help the rest of the organization replicate it.

What Revenue Leaders Will Learn In this episode, Rubin explores:

Why top sellers dramatically outperform average sellers on sales velocity