RepVue
Cloud Sales Index

q4 2023

Throughout 2023, organizations adopted far more conservative approaches to their GTM strategy in an effort to stop the bleeding. Right-sizing teams via RIFs and a more measured approach to hiring became the status quo. Quota Attainment stabilized after a sharp decline starting in 2022 — does a slight rebound in sales quota attainment in Q4 indicate the worst is behind us?

Amid this new normal in cloud sales, with ZIRP-era euphoria in the rearview, what will 2024 have in store?

The RepVue Cloud Sales Index (comprising 207 companies with ~28,000 full sales professional ratings and over 600,000 datapoints), enables us to provide a clear breakdown of where sales professionals are succeeding, which organizations are outperforming their peers, and other deep insights into the B2B sales landscape.

01Is the Bottom In? Time Will Tell

02Most Sub-Industries Continue to Struggle, but Marketing Tools & Sales Tools See Q4 Gains

03Larger Deals Face Fewer Headwinds

04Sales Cycle Lengths Mostly Decreased

05Largest Deal Sizes Increasing in Value

06Included Companies