What is your buying group size?
If you are in B2B sales this is a tough one to answer, so let us do the hard work for you.Available FREE to all HubSpot customers
In just one click, we do the work to provide you with a free report detailing your average buying group size, plus much more insight.
In just one click, we do the work to provide you with a free report detailing your average buying group size, plus much more insight.
Why is it important to know my average buying group size?
You are considering starting an account based strategy
One of the key things you need to understand before embarking on an Account Based Marketing or Sales strategy is your average buying group size. If you are successfully closing deals with small buying groups then perhaps it's not the right strategy for you.
Improve your deal reviews significantly
You may already know that you have a large buying group on each of your deals. But you probably don't know what the average is or the detail behind the numbers on each account. Once you have this information it makes your deal reviews way more effective!!
Before
Sam the Sales Rep
I am pretty sure I have all the key stakeholders engaged.
Sales Support / Management
hmmmmmm looks like you might.....
After
Sam the Sales Rep
I am pretty sure I have all the key stakeholders engaged.
Sales Support / Management
We can see that our average buying group size is 8.9 across our closed deals. Right now we can see that there are 5 people engaged in the buying group on this account.
To give ourselves the best chance of closing this deal we will need to dig a little deeper and see who else we should be engaging. How can I help you here?
Sam the Sales Rep
Wow you know your stuff!! Let me take another look at this buying group!
Supercharge your deal reviews
As business leaders we try to keep tabs on our sales metrics like Average Sales cycle length, Average Close Rate, Average Win Rate etc
We do this to give ourselves benchmarks, so that we can be more effective in deal reviews with our team. We become better coaches, asking the right questions. In turn it also makes us better at forecasting.
One metric which you rarely hear talked about amongst business and sales leaders is the Average Buying Group Size. Aka what's the average number of people you need to engage with in an account in order to close the deal.
Once you have your Average Buying Group size your deal reviews become supercharged!! You can now spot any at risk deals that sit below your average and dig a little deeper with your sales reps to ensure all of the key decision makers are engaged. Giving you and your team the best chance to close the deal.
