Dear SaaStr: How Many Deals Can a Sales Rep Close Per Month?
A successful but not top 5% sales rep in SaaS typically can close:
- 20–50 deals a month if $0.5k-$2k ACV, i.e., very transactional 1–2 call close. Usually all inbound.
- 10–15 deals a month if $5k-$25k ACV (i.e., transactional, but not 1–2 call close)
- 1–3 deals a month if enterprise, $50k-$1m ACV
There are a number of factors here, including just the number of leads.
But in the end, you can only do so many qualified calls and demos a day.
- Maybe another 3–4 discovery calls with new prospects. Max.
- Maybe 3–4 demos max for deals in process a day. And each might take an hour with prep, more if enterprise.
- And that doesn’t leave 2 hours a day for follow-up, admin, etc.
You can then also use this to basically back into standard SaaS sales comp plans (you can tweak the OTE and quotas, but it won’t make that much of a difference):
You can also see from this math that too few leads to a rep leads to starvation. But too many leads to … leads not being followed up on. You can only follow up with so many.
Getting this just right can lead to a +20% boost in revenue per lead right there. A bit more on that here:
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via https://www.aiupnow.com
Jason Lemkin, Khareem Sudlow
