How much revenue is your sales team leaving on the table? Full transparency on the numbers, calculations, and sources.
Total Cost of Inaction Per Rep
$249K
per year
Total Cost Per 5-Rep Team
$1.2M
per year
44% of reps give up after just 1 follow-up
$124K
per rep/year
Calculation (SMB):
1. Opportunities per quarter: 50
2. Abandoned after 1 follow-up (44%): 22
3. Of those, 80% were still winnable: 18
4. Apply SMB win rate (35%): 6.2 deals would have closed
5. Average deal size: $5K
6. Annual lost revenue: $124K/year
Reps spend only 28% of their time actually selling
$86K
per rep/year
Calculation (SMB):
1. Fully loaded rep cost (SMB): $120K/year
2. Time NOT spent selling: 72% (100% - 28%)
3. Cost of non-selling time: $86K/year
Note: Not all non-selling time is eliminable, but research shows top performers spend 40%+ time selling vs. 28% average.
Structured coaching yields 28% higher win rates
+$39K
per rep/year
Calculation (SMB):
1. Annual pipeline per rep: $400K
2. Current win rate (SMB): 35%
3. Revenue without coaching: $140K
4. Win rate with coaching (+28% lift): 44.8%
5. Revenue with coaching: $179K
6. Additional revenue opportunity: +$39K/year
73% of managers spend less than 5% of time coaching
$195K
per 5-rep team/year
Calculation (SMB):
1. Coaching lift per rep: +$39K/year
2. 5-rep team total opportunity: $195K/year
This is the revenue opportunity being missed when managers don't have time or tools for structured coaching.
SMB Assumptions
Mid-Market Assumptions
Enterprise Assumptions
These calculations are estimates based on industry research. Your actual numbers will vary based on your specific situation. We encourage you to run these calculations with your own data.
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