75%+ of SME's are missing out
- May 7
- 1 min read
Research and industry benchmarks suggest only 10–25% of SMEs apply - sales methodology + sales process + CRM + Sales tools that drive predictable revenue growth.
Individually there are varying levels of application like CRM where it is estimated up to 80% are using CRM systems. However, it only takes one missing piece to impact the entire sales operations.
What this means is that 75%+ of SME's are missing key pieces of the sales puzzle
Whilst the table below shows estimated adoption of just a selection of sales areas it does show how SME's are missing out.
Capability / Practice | Estimated SME Adoption |
Sales Methodology | 20–35% |
Sales Process | 45–65% |
Win Reviews | 20–30% |
Loss Reviews | 10–20% |
Org Charts in Deal Management | 15–25% |
Online Proposals With View Tracking | 25–40% |
Customer Journey Mapping | 20–35% |
Account Plans | 15–30% |
Sales Persona Assessments | 15–25% |
Baseline Assessment Across Sales, Marketing & Customer Success | 5–15% |
Formal Sales Training | 35–50% |
Deal Qualification Framework | 35–55% |
Research Linked Companies Around Existing Customers | 25–45% |
Use a CRM System | 65–80% |
Understand ICP (Ideal Customer Profile) | 30–50% |
Ability to Identify Website Visitor Companies | 15–30% |
Have Audited Website for Broken/Missing Elements | 40–60% |
Categorise Accounts Into Tiers | 20–35% |
Use Sales Coaching | 15–30% |
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