“Benchmarks in Business Winning: What It Takes to Win Today” is now available! It’s been 15 years since a study of this scope has been published, and you can get the complete report or access an on-demand webinar that shares top-level findings. Don’t miss out!
One interesting finding is that nearly half of all respondents report less than 5% of staff are dedicated to BD/Sales and 40% reinvest 3-10 percent of annual revenue in BD/Sales, while another 20% invest less than 3%. Of course, the data varies by geographic region and company characteristics.
For example, 7% of companies with revenues in excess of $500M dedicate more than 20% of their employees to BD/Sales (though this doubtless includes technical and support staff who are key contributors to BD/Sales activities). Their markets are State or Provincial Governments and International Business-to-Business. One sells services from the Asia Pacific Rim and the others sell a combination of products and services from the Americas. While it’s not unusual for companies under $50M in sales to dedicate a high percentage of staff to BD/Sales, it’s interesting to see this level of workforce engagement in large operations that are not strictly selling product.
To compare your company to other organizations around the world and in your own niche, visit https://www.bd-institute.org/downloads/benchmarks-in-business-winning. There’s no better way to prepare for the new year than to set a research-validated course to high performance in 2019!