Introduction

About the report

As we stand at the precipice of another new year, GetAccept is pleased to present the 1st edition of our Digital Sales Report, where we explore the challenges and opportunities that await revenue leaders in 2024.

At the core of the report is the data we uncovered after surveying 300 C-level executives about the challenges their revenue teams face and what their strategy and goals are for the year ahead.

We were also keen to complement and corroborate our own findings with additional research from authoritative sources.

The result is a trend-based report, which spans five pivotal domains: Win rates, sales tools and technology, maintaining competitiveness, shifts in ideal customer profiles, and the rising benchmarks of sales quotas.

With this report, we aim to provide insights and actionable content, offering you a guide to recalibrating your strategies and embracing the nuances of a marketplace where agility is not only rewarded but essential.

About us

We're GetAccept, the brains behind the digital sales room (DSR) platform that's all about making your buying and selling experiences smoother than ever.

In a nutshell: we're invested in understanding and improving the world of digital sales — hence this report. You can read more about digital sales room software here and take a look at more of our content over at our blog. 

What we found out

Trend 1 — Increasing win rates is the leading goal for revenue teams. 

We wanted to know what revenue leaders are going to be prioritizing in 2024, and a resounding 79% of them expressed a shared goal: to increase their win rates. 

Trend 2 — Investment in sales tools and tech continues to grow.

Our research shows that 60% of revenue leaders plan to allocate budget to sales tools and technology in 2024. We consider the motivations behind this and how the money could be put to good use.

Trend 3 — Competition is the leading cause of lost deals. 

We discovered that 39% of revenue leaders feel that their competition is the main reason they lose goals. In this section, we think about how to reframe competition as opportunity.

Trend 4 — Ideal customer profiles are under the microscope.

98% of our survey respondents say that their companies plan to change their ICPs in 2024. We look at what factors could contribute to this and why it's probably not such a bad thing.

Trend 5 — The rise and rise of reps' quotas. 

We found that 80% of revenue leaders will raise their reps' quotas in 2024. In this section, we consider what quota increases say about you and how you can empower your reps to meet their goals.