Go-to-market benchmarks for 2026 excellence

Discover how sales teams are performing against lowered quotas in 2025.

This report draws on 440,000 opportunities worth $43 billion and insights from 118 CROs on ICP.

Discover efficiency trends, the widening velocity delta between top and bottom performers, and the role of ICP discipline in determining whether teams hit or miss their number.

Executive summary

“The world of Go-to-Market execution is evolving faster than ever.

The technology continues to evolve, but it’s the people behind the numbers who determine whether a strategy succeeds or stalls. As leaders, our responsibility is not only to equip teams with the right tools but also to ensure they have the insights to develop and deliver a data-driven growth strategy.

This report reinforces what we at SBR Consulting see every day: the best-performing organisations are those that have visibility into their performance and hold themselves accountable for execution excellence.

Our purpose has always been to help organisations turn strategy into execution. Over the past 23 years, working with more than 1000 businesses across 38 countries, we’ve seen how insights can transform performance. As you explore these benchmarks, I encourage you to view them
not just as data points, but as decision levers.