RepVue
Quota Attainment is stuck in Neutral and the Check Engine light just came on. Q2-2025 offered little to get excited about across the Cloud Sales Index with Quota Attainment retreating back below 43%, failing to show signs of any sustained progress and Inbound Leadflow Sentiment ticked the lowest level since we've been collecting data - offering little optimism for the remainder of 2025. While some sub-industry verticals showed modest YoY gains in Quota Attainment, the industry wide decline in Inbound Leadflow Sentiment cautions future outlook for the next few quarters to come.
The RepVue Cloud Sales Index (comprising 246 companies with ~47,000 quota carrying sales professional ratings and over 2 million data points), enables us to provide a clear macro picture of where sales professionals are succeeding, which organizations are outperforming their peers and other deep insights into the B2B sales landscape.
01
Leadflow Sentiment weakens outlook
Sales Professionals in the Cloud Index saw weaker Quota Attainment in Q2-25 compared to Q1-25, dipping back below 43% to 42.69%, perhaps more concerning is Q2-25 Inbound Leadflow Sentiment coming in at 2.72, the lowest level we've ever recorded. The cautious optimism offered in Q1-25 is gone, with the weak Inbound Leadflow Sentiment as the primary headwind, H2-25 Quota Attainment resurgence to 45%-50% seems unlikely.
Quota AttainmentLead Flow
Dampened Inbound Leadflow Sentiment and its relationship to Quota Attainment lead one to conclude the broad Cloud Index is still, on the whole, generally experiencing pressure from over-capacity among Quota Carrying sales reps - and saturated market competition that absorbs all available demand. Either demand needs to increase or supply reduced in order to see any material progression in Quota Attainment, really the likelihood of 'average' performer success among sales reps.
02
Leadflow Sentiment retreats across all verticals
On a QoQ basis, every sub-vertical experienced declining Inbound Leadflow Sentiment in Q2-25, in aggregate driving the measure across the Cloud Index to its lowest level in recorded history. YoY offers a mixed bag of results on generally softer Q2-24 comps across both Quota Attainment and Inbound Leadflow Sentiment.
Data & AI
Finance & ERP
Marketing Tools
HR Tools
DevOps & Developer Tools
Productivity & Collaboration Tools
Cybersecurity
Vertical Industry Software
Sales Tools
Cybersecurity continues to be the most challenged sub-vertical we cover. Q2-25 Quota Attainment did rise nearly 3% YoY but sitting at 37.35% this is the weakest absolute Quota Attainment we observed in the quarter. Inbound Leadflow Sentiment similarly lags all others, at 2.57, declining YoY and the lowest we've seen for the sub-industry. Vertical Industry specific software saw the largest YoY gain, rising to 43.19% Quota Attainment, primary due to a particularly weak comp in Q2-24. Finance & ERP Tools saw a weak quarter as well, declining nearly 8% YoY to 38.29%. On the bright side, Data & AI continues to outperform all other sub-verticals - with Quota Attainment in Q2-25 eclipsing 48% for the first time in over 2 years.
03
The 100K divide
Above and below average attainment straddles 100K in ACV
A continued theme holds true in Q2-25; relative to the entire Cloud Index Quota Attainment of 42.69% - we observe those selling average deals sizes below 100K under-performing and those selling average deal sizes above 100K over-performing. Of note, the smallest ACV range, those selling deals less than 10K, saw a declining 7% YoY change to just above 40% attainment. Sellers with average deal sizes north of 200K continue to see the highest likelihood of individual quota attainment, coming in at 46.70%.
Deals under $10k
7.08%
Deals $10k - $50k
4.24%
Deals $50k - $100k
2.83%
Deals $100k - $200k
5.53%
Deals $200k+
1.08%
04
Sales Cycles extend on smallest deals
Immaterial changes in Sales Cycles observed generally across deal sizes
With the exception of the smallest deal sizes, those selling 10K and smaller ACV deals, which saw a 3.17% increase in sales cycle length YoY, other deal sizes witness immaterial changes to their established sales cycle length. The modest lengthening in the 10K and smaller range could be correlated to the declining Quota Attainment for the same cohort described above.
Deals under $10k
3.17%
Deals $10k - $50k
0.73%
Deals $50k - $100k
2.06%
Deals $100k - $200k
1.30%
Deals $200k+
1.05%
05
Key Account and Enterprise ACV retreat from highs
Both Divisions focused on the largest customers saw QoQ regression coming off all time highs
Average deal sizes or ACV among SMB and Mid-Market sellers were largely unchanged, with Mid-Market deal sizes holding steady to rough 2.5x those of SMB. Enterprise sellers, with an ACV of nearly 3x that of Mid-Market saw a sharp QoQ decline in measured average deal size, retreating to 183K down from 194K. Key Accounts ACV, roughly 100K larger than that of Enterprise, also saw QoQ regression, retreating from 300K in Q1-25 to just 272K in Q2-25.
06
Included Companies
We created the RepVue Cloud Sales Index by aggregating ratings data from 246 companies and categorizing them into SaaS sub-industries. This report comprises ~47,000 ratings from quota-carrying sales professionals who worked at these organizations.