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Sales Navigator

By comparing an organization's return-on-sales data to their peers and prioritizing sales efficiency improvements, Sales Navigator empowers companies to achieve 5-10% increased productivity and 10-20% cost savings.

The Sales Navigator database includes 1,300+ data sets from 200+ companies, which allows our experts to compare 35 standard indicators of sales performance and organizational setup, such as:

  • sales return on investment (gross margin per sales cost)
  • revenue per frontline-sales full-time equivalent (FTE)
  • sales cost per revenue
  • sales cost per sales FTE
  • frontline-sales FTE per sales-support FTE


Thomas Baumgartner

Senior Partner, Vienna

Roland John

Senior Partner, Atlanta

Michael Viertler

Senior Partner, Munich

Sales Navigator by the numbers


performance and organization indicators


B2B companies across geographies


data sets

What Sales Navigator helps you do

Sales Navigator (part of the Commercial Diagnostic Suite together with CCAT and Sales DNA) benchmarks a company’s operational and organization data against their peers to answer critical sales performance questions like:

• How does the efficiency of my sales team compare to other organizations?

• What is the best go-to-market strategy in terms of channel mix, coverage, and sales backbone?

• What is the improvement potential across business units, geographies, and channels?

Our detailed reports allow companies to prioritize their long-term financial performance targets at the organization and business unit level, as well as their near-term operational KPIs.


Sale Navigator provides three core applications:

Sales return-on-investment (ROI) benchmarking

Understand sales ROI across channels, geographies, and business units, compare your performance to your peers, and identify optimization areas

Go-to-market comparison

Identify internal and external differences in your go-to-market setup and drivers, and optimize the areas of under-performance for higher sales ROI

Sales ROI drill-down

Identify granular improvement areas by drilling down into operational key performance indicators like representative productivity, sales-coverage ratios, and organizational architecture

Related Insights

article | Harvard Business Review

4 ways the best sales teams beat the market

– Including lower sales costs and more administrative support.

Sales Growth: Five Proven Strategies from the World’s Sales Leaders (2nd edition)

This book distills interviews with more than 200 sales leaders at some of the world’s most successful companies into a set... of practical, real-world insights across four major areas.

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