B2B Sales Report 2017 – Key Findings

B2B Australian Sales Industr Report

Australian B2B Sales Report 2017

Forrest Marketing Group has released the 2017 Australian B2B Sales Report highlighting the challenges facing Australian sales teams and the industry trends and outlook.


More than 200 Sales Managers and Executives across Australia from organisations that engage in Business to Business (B2B) sales were surveyed from a wide range of industries.


With a focus on sales targets, sales team performance, lead generation and lead management, including sales systems and technology, the B2B Sales Report provides an opportunity for sales professionals to benchmark their performance and projections against other Australian Sales Teams.


Key findings


The report reveals the biggest challenges for businesses continue to be sourcing quality leads, followed by increased competition. The highest priorities for sales teams in 2018 are improving their sales processes and investing in people.


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To access the latest sales industry insights download your copy of the full Australian B2B Sales Report.



  • 77% of sales teams generate their own sales leads
  • 69% of organisations will be increasing their outbound lead generation activity during 2018
  • 29% of business are unsatisfied with the quantity of their sales leads
  • 24% of sales teams are unsatisfied with the quality of their sales leads
  • 59% of businesses describe their sales process as emerging or ad-hoc
  • 23% of businesses do not use a CRM to manage their sales pipeline
  • 50% of business are using marketing automation with MailChimp being the most common tool
  • 64% of businesses plan to invest in technology to improve their sales process
  • 27% of Sales teams expanded in 2017 and 38% are expecting to grow further during 2018
  • Referrals and partnerships are becoming increasingly important sales channels


Looking for more industry data?


Read the Contact Centre Report 2018 highlighting current strategic, operational, people and business process issues in the contact centre industry.





General Manager NSW Industrial

Grays Online

Josh Sanders tells us how, through outsourcing their outbound lead generation to FMG, GraysOnline ensured their sales people were doing the right things more often – sitting down with qualified prospects and selling.



Michelle O’Brien

Regional Manager

Jayex Healthcare

We asked Michelle O’Brien about Jayex’s experience with outsourcing their lead generation to Forrest Marketing Group. Here, she tells us that outsourcing lead generation for a complex technical solution IS possible. And that it delivers great results.



Greg Puttick

General Manager

EL Blue

Greg Puttick explains why EL Blue, with a very specific target market of CEOs of medium-sized organisations, decided to outsource their outbound lead generation and what the results have been.

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