Performance Drivers · Finding 06 of 16

How much more do high-capability sales reps sell?

Finding

Reps in the top capability tier (score 75+) hit quota at 81%, against 13% for the bottom tier (score under 55) - approximately 6× more likely. They also win at 20% above their own team’s average & close deals 18% larger.

The data

Capability score

% hitting quota

Win rate vs team avg

Deal size vs team avg

75+ (top tier)

81%

+20%

+18%

65–75 (above average)

47%

−3%

−2%

55–65 (below average)

23%

−6%

−3%

Under 55 (bottom tier)

13%

−11%

−20%

What it means for revenue leaders

The middle tier is the largest revenue lever, not the bottom tier. The jump from 55–65 to 65–75 moves quota attainment from 23% to 47% — a 24-point swing across what is usually the largest population in the team.

An 8-point win rate gap across 100 opportunities is the difference between 30 and 22 closed deals per repper year. Multiply by team size.

How this was measured

Capability Score derived from paired rep and manager assessment, normalised to a 0–100 composite. Quota attainment recorded at time of measurement. Win rate and deal size compared within company to control for differing baselines.

Source: Global Sales Capability Index 2026 (Uhubs). Based on 500,000+ dual-scored sales capability assessments across 45 countries and 30+ role types, 2020–2026. Published April 2026.