Sales concentration by salesperson

The Pavilion 2025 GTM Benchmark Report (page 8) contains this striking statistic:

14% of sellers generate 80% of the revenue.

Yikes! That got us thinking...

We built an interactive Pareto chart in Funnelcast showing sales concentration by rep. It gives you a quick visual read on how revenue is distributed across your team. You can spot sales rep concentration instantly, assess what a reasonable quota might be, and see who’s crushing it—or not.

The representative example below shows sales concentration by rep, but it’s nowhere near the GTM Benchmark report’s stat: 14% of salespeople deliver 80% of sales. (The red dot.)

Well that's one company. Maybe it's an outlier?

Curious, we dug into data from dozens of companies. Many businesses were less concentrated than the example above. Even the most concentrated business wasn’t close to the GTM Benchmark's stat (which is presumably an average). See summary chart below.

Pareto showing sales concentration by salesperson for 33 companies. Data are filtered for non-renewal business and sales over the trailing 365 days.

So what’s going on? How is it that our customers' sales are so much less concentrated than the GTM Benchmark stat?

Maybe our customers have more balanced sales orgs? Or maybe the difference is in how the stats are derived. Ours are empirical. The GTM Benchmark report is probably based on surveys. (The report doesn't detail how this was obtained.)

But opinions are subject to bias. It's certainly easier to rely on what people think or what other "experts" say, than to carefully measure something. The thing is though:

One accurate measurement is worth a thousand expert opinions.

~ Attributed to many

Want to know how concentrated your sales are?

Run the Sales Concentration Pareto in Funnelcast Essentials—it’s free and takes minutes to set up.