Benchmarking Study: Sub-$100M Manufacturing Sales Organizations
min(s) to read
/
February 16, 2025
How do manufacturing sales forces handle sales compensation, incentives, and quotas? To find out, RevenueShift conducted a custom benchmarking study of these sales forces with an approximate revenue of $100M. We collected data from 20 organizations' sales and sales operations executives, focusing on organization structure, headcount, compensation, quotas, and incentive design. Here are some of our most insightful findings.
Chief among our discoveries: quota performance is muted this year with almost half the sales executives achieving less than 90% of quota.
It is more common for Account Executive (AE) hunters to have more accounts than Account Manager (AM) farmers or AE hybrids. AE hunters averaged 25 accounts, while AMs and AE hybrids averaged 15 accounts. Not surprisingly, AE hunters had a more significant allocation of quota towards new customers, followed by AE hybrids, and last, AM farmers.
Commission plans were more prevalent than other types of plans, indicating that organizations believe commissions offer the strongest incentives, or that they’re the simplest way to reward high performers. Interestingly, there is hardly any differentiation in the pay mix between the three primary selling roles:
At RevenueShift, we can run custom cuts of our data to help reveal specific insights. If you’d like to see a custom cut or are interested in any of our findings, please contact us. We’re happy to dig into the data behind any sales effectiveness challenges you face. We look to partner with our clients to create pragmatic, analytics-led solutions that meet challenges at their foundation.
