2026 State of Sales: Small to Mid-Size Businesses
Discover key takeaways from our 8th edition annual report, where 5,263 small to mid-size business leaders reveal what’s driving sales success — and what’s holding teams back.
In this LinkedIn Live session, Maura Kautsky, President and Integrator of Sales Xceleration®, unpacks the findings from the 8th edition of our annual State of Sales report — a survey of 5,263 SMB leaders at companies from $1M to $100M in revenue (87% B2B, 13% B2C).
Maura walks through the four categories that make up a solid sales infrastructure — Sales Strategy, Sales Methodology, Sales Analysis, and Sales Organization — and shares where most SMBs are falling short, where they’re improving, and what the data says separates the companies hitting their revenue goals from the ones still guessing.
This session is built for CEOs, Presidents, COOs, and sales leaders who want a clear-eyed look at how their organization stacks up against their peers.
Key takeaways:
- Build the Foundation: Define your ideal client profile, buyer personas, value proposition, and differentiators in a usable sales playbook — then unify that message across your website, marketing, and sales conversations.
- Improve Execution: Standardize your sales methodology, pipeline stages, and forecasting, and equip managers to coach consistently on deal quality and conversion.
- Build a High-Performing Team: Hire proactively, clarify roles and onboarding, and align compensation with the behaviors that drive profitable growth.
About the Speaker
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