#London #United Kingdom #Sales Performance #Ebsta #GTM Benchmarks

Insights from the 2025 Go-to-Market Benchmarks Report

In today’s competitive business landscape, understanding the dynamics of sales performance is crucial. Ebsta has unveiled its latest 2025 Go-to-Market (GTM) Benchmarks Report, a deep dive into sales strategies, analyzing $48 billion in pipeline data while surveying over 2,000 Chief Revenue Officers (CROs). This report offers critical insights into the evolving trends shaping sales and marketing strategies across industries.

Key Findings

The report highlights several important metrics that portray a mixed picture of sales performance in 2025. Notably, despite an improvement in win rates from -18% in 2024 to -10% in 2025, many sellers are still struggling. A staggering 78% of sellers failed to meet their quotas, compared to 69% in the previous year, emphasizing persistent challenges in achieving sales objectives.

Furthermore, the performance gap between elite and lower-performing sellers is widening. Top achievers now close deals 11 times faster than their lower-performing peers, an increase from 8.9 times in 2024. This stark contrast highlights the need for organizations to investigate the habits of high performers and equip their teams with the necessary tools and coaching to elevate struggling sellers.

The Role of Artificial Intelligence

Artificial intelligence (AI) has emerged as a vital element for sales teams looking to enhance their efficiency and effectiveness. The report found that organizations using AI-driven tools significantly outperform their competitors who rely on traditional sales strategies. AI assists teams in prioritizing valuable accounts, automating repetitive tasks, and delivering real-time insights into deals, allowing for more informed decision-making. As Guy Rubin, CEO of Ebsta, points out, “To stay ahead in 2025, Chief Revenue Officers must leverage AI for smarter sales execution, closing the performance gap and minimizing deal delays.”

The Resurgence of Full-Cycle Sales Models

One of the noteworthy trends outlined in the report is the shift back towards full-cycle sales models. Approximately 46% of SaaS and technology companies are adopting this strategy. In this model, a single seller manages the entire customer journey — from initial prospecting to closing, and even post-sale nurturing.

This approach reflects a significant change in buyer behavior, fostering alignment within Go-to-Market teams. By minimizing the handoffs that often lead to friction, delays, and miscommunication, full-cycle sales models enhance sales efficiency while reducing customer acquisition costs and accelerating revenue growth. Moreover, sellers in this model who engage with clients for the first 12 months post-sale are ideally positioned to identify upsell and cross-sell opportunities.

Adapting to Evolving Trends

The 2025 GTM Benchmarks Report emphasizes the necessity for companies to adapt to these evolving trends to maintain competitive advantages. Organizations that embrace AI, align their sales and marketing teams, and implement full-cycle sales practices are better equipped to achieve scalable growth. As businesses navigate the challenges of 2025, these strategies become essential for driving predictable and sustainable growth in their operations.

To delve deeper into these findings and explore the complete 2025 GTM Benchmarks Report, visit Ebsta’s website.

About Ebsta

Ebsta stands at the forefront of revenue intelligence, dedicated to empowering sellers to reach their highest potential. The platform begins by cleansing CRM data, followed by integrating guided selling within Salesforce. Furthermore, Ebsta collaborates with clients quarterly to decipher critical insights, ensuring organizations can turn data into actionable strategies.

With unique guarantees designed to enhance sales performance, including improved quota attainment and forecast accuracy, Ebsta is a standout in the revenue SaaS landscape. For inquiries, reach out to Graham Smith, Marketing Director at Ebsta Ltd.