Professional Services

Professional Services

Based on responses from 899 companies across a variety of industries and sizes, including 102 respondents from professionals services, The B2B Sales and Marketing: Key Benchmarks and Best Practices Report provides real world benchmarks that enable professional services executives to understand the key sales and marketing drivers of the professional services industry and their own business.

Containing 139 charts and graphs, the report provides insight on the effectiveness and use of nearly all sales and marketing channels and tactics for companies in professional services.   With 102 respondents from professional services, there is a tremendous amount of information for businesses to benchmark against their competitors.

Among the charts with direct industry comparisons for professional services companies are:
Average Variable Compensation As A Percentage Of Base Salary By Industry
Base Sales Compensation: Highest Paid vs. Lowest Paid By Industry
Number Of Respondents By Industry
Policy On Sales Commission Caps By Industry
Total Compensation Multiple: Highest Paid vs. Lowest Paid By Industry
Total Marketing Expenditure As A Percentage Of Revenue Among Professional Service Companies
Total Marketing Expenditure As A Percentage Of Revenue By Industry
Total Sales Compensation By Industry – Bottom Quartile
Total Sales Compensation By Industry – Median
Average Base Sales Salaries By Industry
Average Contribution Margin on New Revenue By Industry
Average Lead Time to Close a New Sale By Industry
Average Number Of Sales Emails and Calls Per Week Per Salesperson By Industry
Average Number Of Visits Made Per Salesperson Per Week Among Manufacturers
Average Number Of Visits Made Per Salesperson Per Week By Industry
Base Sales Compensation: Highest Paid vs. Lowest Paid By Industry
Channel Mix By Industry
Investment In Sales and Marketing As A Percentage of Total Revenues – Median By Industry
Investment In Sales As A Percentage Of Revenue By Industry
Median Percentage Of FTE’s In Sales By Industry
Percentage Of Repeat Customers By Industry
Percentage of Total Sales from New Customers By Industry
Revenue per Customer By Industry
Sales Executives and Supervisors Per 10 Sales People By Industry
Salesforce Productivity: Average Revenue per Salesperson By Industry

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Measuring the time it takes to close new sales is a key metric to help companies grow faster than their competition. As an executive at a professional services firm, you should measure the average lead time to close a new sales for your salesforce, and work to understand bottlenecks in the sales process to speed up the sales process.

For professional services firms, the average lead time to close a new sales is 17 days. The median average lead time for all professional services firms in the survey was 10 days, while the 25th percentile required only 6 days to close a new sale and the 75th percentile required 20 days to close a new sale.

Does your sales team close a new sale in the average amount of time, or are you closer to the 75th percentile, requiring 20 days to close a new sale? Executives at professional services firms can find incredibly valuable benchmarking data in The B2B Sales and Marketing: Key Benchmarks and Best Practices Report. Order yours today!

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As an executive at a professional services company, you already know how important it is to invest in a strong sales and marketing team. In The B2B Sales and Marketing: Key Benchmarks and Best Practices Report you can benchmark your investment in sales and marketing as a percentage of total revenues against other companies in professional services.

For all professional services firms, the median investment in sales is 15% of total revenues, with an additional 4.5% of revenue invested on marketing personnel and 2.5% on marketing expenditure. In total, professional services firms invest 22% of total revenue in marketing and sales.

If your company is seeing growth slow, then perhaps you need to invest more in your sales and marketing teams. On average, professional services companies who invest heavily in sales and marketing as a percentage of total revenue see higher revenue growth than companies who invest less. The B2B Sales and Marketing: Key Benchmarks and Best Practices Report can help you measure the key drivers in your business and positively impact your bottom line.