B2B selling has never been more demanding than it is today. The expanding delta between the potential output of a revenue team and its actual results make it even more challenging to succeed.

We call this the Sales Execution Gap, which can prevent a typical enterprise company from realizing tens of millions of dollars in revenue. From a sample of 800 public companies, Outreach’s Value Consulting team found that those leveraging Outreach’s sales execution platform, delivered 9% more revenue during their respective fiscal 2021 year – or $230B dollars of unrealized revenue.

This paper explains what the Sales Execution Gap is, how to identify and size it, and the benefits of closing the gap to drive predictable, efficient growth.