For business operators

Have your own 24/7 AI data analyst

Have your own 24/7 AI data analyst

Buster is an AI data analyst that helps you analyze & visualize your data. Chat with your data to generate reports, dashboards & more.

Buster is an AI data analyst that helps you analyze & visualize your data. Chat with your data to generate reports, dashboards & more.

Sales Rep Performance Analysis

why do top sales reps perform better than bottom-performing reps

Reasoned for 3 minutes

Sales Rep Analysis - Top vs Bottom Performers

Version 1

I created a report to assess your top vs bottom performing sales reps.

The clearest differentiator between the two was targeting daily cyclists instead of less frequent cyclists. Top performers consistently prioritize this "daily cyclists" segment and daily cyclists spend 2.3x more than less frequent cyclists.

If you see something interesting, let me know. I can drill down or explore whatever might be meaningful.

Follow up...

Our AI may make mistakes. Check important info.

Report

File

Sales Rep Analysis - Top vs Bottom Performers

Aug 11, 2025

Created by Buster

Top quartile reps generate $17.3M annually vs bottom quartile at $5.9M - a $11.4M performance difference. Targeting daily cyclists instead of less frequent cyclists appears to be the clearest differentiator between top-performing and bottom-performing reps. Some key findings are:

  • Daily Cycling" customers represent a $114,391 average annual value vs $46,564-$59,198 for other segments (like hobbyists)

  • Top performers capture 51% of this daily cyclist segment vs 27.5% for bottom performers

  • Top performers achieve 75%+ revenue from existing customers

Top Performers Close 3.5x More Revenue

2024 performance data shows a dramatic gap between our top and bottom sales representatives. Linda Mitchell leads with $4.23M in revenue, while Lynn Tsoflias generated only $1.19M—a 3.5X difference.

Total Sales by Sales Rep

Last 12 months

What were total sales for each sales reps from the last 12 months?

Top Performers Have a Higher Customer Count

Top quartile reps serve an average of 52.5 customers annually while bottom quartile representatives serve an average of 22.8 customers annually. Top performers have a 130% larger customer base compared to bottom performers, with a 950% difference between Jillian Carson (highest, 57 customers) and Pamela Ansman-Wolfe (lowest, 6 customers).

Customer Count by Sales Rep

Last 12 months

How many unique customers did each sales rep close?

Top Performers Focus on Existing Customers

Top quartile reps derive 74.5-78.4% of revenue from existing customers, while bottom quartile reps show significant variance (0-74% existing customer focus). A focus on existing customers does correlate with sustained high performance. This suggests that relationship building and account expansion are more profitable than constant prospecting.

New vs Existing Customer Orders by Sales Rep

Last 12 months

What percentage of orders from the last 12 months were with new vs existing customers, broken down by sales rep?

Top Performers Focus on "Daily Cyclists"

Customers recorded as "Daily" cyclists represent the premium market segment, have a higher AOV, and make more frequent purchases. 51% of customers that have purchased from top performers are daily cyclists, vs only 27.5% from bottom performers. This is a 328% differential in segment capture.

% of Total Sales by Product Category

Last 12 months

What is the % breakdown of sales by product category for each sales representative?

"Daily Cyclists" Spend 2.3x More

There is a $50,477 premium when selling to daily cyclists. Daily cyclists spend over 2.3x more than the rolling average ($88,758 vs $38,281). The ratio difference between daily and occasional cyclists is even more pronounced (272x more). Top performers strategically focus on the daily cyclist segment because of this.

Average Annual Spend by Cycling Frequency

Last 12 months

What is the average annual spend of customers grouped by their cycling frequency?

Conclusion

Top-performing sales reps outperform their bottom-performing counterparts by strategically targeting high-value "Daily Cyclist" customers, who spend 2.3x more than the average, and by focusing on existing customer relationships, which drive 74.5-78.4% of their revenue. This dual focus on premium segments and account expansion results in a 2.9x revenue gap and a 130% larger customer base compared to bottom performers, who capture only 27.5% of daily cyclists and show inconsistent prioritization of existing customers.

Sales Rep Performance Analysis

why do top sales reps perform better than bottom-performing reps

Reasoned for 3 minutes

Sales Rep Analysis - Top vs Bottom Performers

Version 1

I created a report to assess your top vs bottom performing sales reps.

The clearest differentiator between the two was targeting daily cyclists instead of less frequent cyclists. Top performers consistently prioritize this "daily cyclists" segment and daily cyclists spend 2.3x more than less frequent cyclists.

If you see something interesting, let me know. I can drill down or explore whatever might be meaningful.

Follow up...

Our AI may make mistakes. Check important info.

Report

File

Sales Rep Analysis - Top vs Bottom Performers

Aug 11, 2025

Created by Buster

Top quartile reps generate $17.3M annually vs bottom quartile at $5.9M - a $11.4M performance difference. Targeting daily cyclists instead of less frequent cyclists appears to be the clearest differentiator between top-performing and bottom-performing reps. Some key findings are:

  • Daily Cycling" customers represent a $114,391 average annual value vs $46,564-$59,198 for other segments (like hobbyists)

  • Top performers capture 51% of this daily cyclist segment vs 27.5% for bottom performers

  • Top performers achieve 75%+ revenue from existing customers

Top Performers Close 3.5x More Revenue

2024 performance data shows a dramatic gap between our top and bottom sales representatives. Linda Mitchell leads with $4.23M in revenue, while Lynn Tsoflias generated only $1.19M—a 3.5X difference.

Total Sales by Sales Rep

Last 12 months

What were total sales for each sales reps from the last 12 months?

Top Performers Have a Higher Customer Count

Top quartile reps serve an average of 52.5 customers annually while bottom quartile representatives serve an average of 22.8 customers annually. Top performers have a 130% larger customer base compared to bottom performers, with a 950% difference between Jillian Carson (highest, 57 customers) and Pamela Ansman-Wolfe (lowest, 6 customers).

Customer Count by Sales Rep

Last 12 months

How many unique customers did each sales rep close?

Top Performers Focus on Existing Customers

Top quartile reps derive 74.5-78.4% of revenue from existing customers, while bottom quartile reps show significant variance (0-74% existing customer focus). A focus on existing customers does correlate with sustained high performance. This suggests that relationship building and account expansion are more profitable than constant prospecting.

New vs Existing Customer Orders by Sales Rep

Last 12 months

What percentage of orders from the last 12 months were with new vs existing customers, broken down by sales rep?

Top Performers Focus on "Daily Cyclists"

Customers recorded as "Daily" cyclists represent the premium market segment, have a higher AOV, and make more frequent purchases. 51% of customers that have purchased from top performers are daily cyclists, vs only 27.5% from bottom performers. This is a 328% differential in segment capture.

% of Total Sales by Product Category

Last 12 months

What is the % breakdown of sales by product category for each sales representative?

"Daily Cyclists" Spend 2.3x More

There is a $50,477 premium when selling to daily cyclists. Daily cyclists spend over 2.3x more than the rolling average ($88,758 vs $38,281). The ratio difference between daily and occasional cyclists is even more pronounced (272x more). Top performers strategically focus on the daily cyclist segment because of this.

Average Annual Spend by Cycling Frequency

Last 12 months

What is the average annual spend of customers grouped by their cycling frequency?

Conclusion

Top-performing sales reps outperform their bottom-performing counterparts by strategically targeting high-value "Daily Cyclist" customers, who spend 2.3x more than the average, and by focusing on existing customer relationships, which drive 74.5-78.4% of their revenue. This dual focus on premium segments and account expansion results in a 2.9x revenue gap and a 130% larger customer base compared to bottom performers, who capture only 27.5% of daily cyclists and show inconsistent prioritization of existing customers.

AI-powered analytics for modern companies. Explore company data & build reports on your own, with AI.

AI-powered analytics for modern companies. Explore company data & build reports on your own, with AI.

Chat with your AI data analyst

Get the data you need in seconds.

Ask a question, get back data.

Get the data you need in seconds.

Ask a question, get back data.

Auto-select

Search for a metric...

Auto-select

Search for a metric...

Chat with your AI data analyst

Get the data you need in seconds.

Ask a question, get back data.

Auto-select

Search for a metric...

Customize with natural language

Customize with natural language

Customize charts with plain english.
Get the exact styling you want.

Explore and drill in with natural language.

Customize with plain english.

Explore and drill in with natural language. Customize with plain english.

change this to a bar chart

change this to a bar chart

change this to a bar chart

change this to a bar chart

Dashboards & reports

Generate entire dashboards.

Beautiful, modern & shareable.

Generate entire dashboards.

Beautiful, modern & shareable.

KPI Dashboard

build a kpi dashboard for the last 12 months

Reasoned for 1 minute

KPI Dashboard

Version 1

This dashboard displays 8 key metrics to give you an overview of the last 12 months. Here are a few key things I noticed:

  • Strong Annual Performance: $48.8M total revenue for the last 12 months (48% growth from the prior 12 months)

  • Channel Evolution: Consistent online order dominance (vs offline orders)

  • Product Mix Stability: Bikes maintained ~86% of your sales over the last 12 months

This should give you a good pulse on financial performance, operational efficiency, and growth trends from the last 12 months.

Follow up...

Our AI may make mistakes. Check important info.

Dashboard

File

KPI Dashboard

A comprehensive dashboard showing key metrics from the last 12 months.

Total Revenue

Last 12 months

What are total sales for the last 12 months?

$48,814,611.81

Revenue, Last 12 months

Average Order Value

Last 12 months

What is our average order value for the last 12 months?

$613.32

Average Order Value, Last 12 months

Monthly Revenue and Order Volume

Last 12 months

What was our monthly revenue and order volume over the last 12 months?

Monthly Revenue by Product Category

Last 12 months

What was our monthly revenue by product category over the last 12 months?

Revenue by Product Category

Last 12 months

What was our total revenue by product category from the last 12 months?

Revenue by Sales Territory, Annual Comparison

Last 12 months vs Prior 12 Months

What was our revenue by territory, comparing the last 12 months to the 12 months prior?

Online vs Offline Orders

Last 12 months

What were our total online vs offline orders from the last 12 months?

Top 10 Products by Revenue

Last 12 months

What were our top 10 best selling products from the last 12 months?

Monthly Sales by Sales Rep

Last 12 months

What were our monthly sales for the last 12 months, broken down by sales rep?

Add content

KPI Dashboard

build a kpi dashboard for the last 12 months

Reasoned for 1 minute

KPI Dashboard

Version 1

This dashboard displays 8 key metrics to give you an overview of the last 12 months. Here are a few key things I noticed:

  • Strong Annual Performance: $48.8M total revenue for the last 12 months (48% growth from the prior 12 months)

  • Channel Evolution: Consistent online order dominance (vs offline orders)

  • Product Mix Stability: Bikes maintained ~86% of your sales over the last 12 months

This should give you a good pulse on financial performance, operational efficiency, and growth trends from the last 12 months.

Follow up...

Our AI may make mistakes. Check important info.

Dashboard

File

KPI Dashboard

A comprehensive dashboard showing key metrics from the last 12 months.

Total Revenue

Last 12 months

What are total sales for the last 12 months?

$48,814,611.81

Revenue, Last 12 months

Average Order Value

Last 12 months

What is our average order value for the last 12 months?

$613.32

Average Order Value, Last 12 months

Monthly Revenue and Order Volume

Last 12 months

What was our monthly revenue and order volume over the last 12 months?

Monthly Revenue by Product Category

Last 12 months

What was our monthly revenue by product category over the last 12 months?

Revenue by Product Category

Last 12 months

What was our total revenue by product category from the last 12 months?

Revenue by Sales Territory, Annual Comparison

Last 12 months vs Prior 12 Months

What was our revenue by territory, comparing the last 12 months to the 12 months prior?

Online vs Offline Orders

Last 12 months

What were our total online vs offline orders from the last 12 months?

Top 10 Products by Revenue

Last 12 months

What were our top 10 best selling products from the last 12 months?

Monthly Sales by Sales Rep

Last 12 months

What were our monthly sales for the last 12 months, broken down by sales rep?

Add content

Slack Alerts

Buster

9:48pm

I just noticed a large spike in usage for your project “Aug 12 Release”.

Slack Alerts

Buster

9:48pm

I just noticed a large spike in usage for your project “Aug 12 Release”.

Slack Alerts

Buster

9:48pm

I just noticed a large spike in usage for your project “Aug 12 Release”.

Schedule reports & alerts

Schedule reports & alerts

Schedule reports & AI-generated summaries to be sent to your email or slack channel. Receive alerts when there are spikes in activity.

Schedule reports & AI-generated summaries to be sent to your email or slack channel. Receive alerts when there are spikes in activity.

Save changes

Copilot

SQL

Who is my top customer

Analysis Steps

In March 2023, sales varied significantly day-to-day, with peaks on March 4th ($1,980) and March 18th ($1,91a

Verification status...

Not requested

Requested

In Review

Verified

Backlogged

Save changes

Copilot

SQL

Who is my top customer

Analysis Steps

In March 2023, sales varied significantly day-to-day, with peaks on March 4th ($1,980) and March 18th ($1,91a

Verification status...

Not requested

Requested

In Review

Verified

Backlogged

Save changes

Copilot

SQL

Who is my top customer

Analysis Steps

In March 2023, sales varied significantly day-to-day, with peaks on March 4th ($1,980) and March 18th ($1,91a

Verification status...

Not requested

Requested

In Review

Verified

Backlogged

Verify your metrics

Verify your metrics

Unsure if your report is correct? Easily request for someone on your team to review & verify it. Collaborate in real-time with comments and multiplayer.

Unsure if your report is correct? Easily request for someone on your team to review & verify it. Collaborate in real-time with comments and multiplayer.

Share

Publish

Embed

Copy link

Invite others by email...

Invite

Jared Friedman

@snowmaker

Full access

Nate Smith

@nateeps

Can view

Jessica Livingston

@jesslivingston

Can view

Share

Publish

Embed

Invite others by email...

Invite

Jared Friedman

@snowmaker

Full access

Nate Smith

@nateeps

Can view

Jessica Livingston

@jesslivingston

Can view

Share

Publish

Embed

Copy link

Invite others by email...

Invite

Jared Friedman

@snowmaker

Full access

Nate Smith

@nateeps

Can view

Jessica Livingston

@jesslivingston

Can view

Share with anyone

Share with anyone

Securely share content with a link, email invitation, or embedded directly into your websites & products. You can also export data as CSVs or PDFs.

Securely share content with a link, email invitation, or embedded directly into your websites & products. You can also export data as CSVs or PDFs.

Organize with collections

Organize everything in collections.

Flexible & built for privacy.

Organize everything in collections.

Flexible & built for privacy.

KPIs for the Board

+11 more

Verified collection

Approved Product Assets

+11 more

Verified collection

Sales Assets for Upper Management

+11 more

Verified collection

Company KPIs

Workspace

101

New feature report

My team

8

Sales Rep Performance

My team

8

KPIs for the Board

+11 more

Approved Product Assets

+11 more

Sales Assets for Upper Management

+11 more

Company KPIs

Workspace

101

New feature report

My team

8

Sales Rep Performance

My team

8

KPIs for the Board

+11 more

Approved Product Assets

+11 more

Sales Assets for Upper Management

+11 more

Company KPIs

Workspace

101

New feature report

My team

8

Sales Rep Performance

My team

8

Get data in Slack

Get data in Slack

Query data directly from Slack.

Slack command → get back data.

Query data directly from Slack.

Slack command → get back data.

Garry

4:15am

/buster show me my top customers plz

Buster

4:15am

Absolutely. Here is a bar chart showing your top customers based on AOV. Looks like OpenAI is your top customer, their AOV is $4,028.11.

Feel free to follow-up or ask me to clarify how I got this.

$2K

$1,5K

$1K

$500

$0

Jan 1

Jan 31

Garry

4:15am

/buster show me my top customers plz

Buster

4:15am

Absolutely. Here is a bar chart showing your top customers based on AOV. Looks like OpenAI is your top customer, their AOV is $4,028.11.

Feel free to follow-up or ask me to clarify how I got this.

$2K

$1,5K

$1K

$500

$0

Jan 1

Jan 31

Garry

4:15am

/buster show me my top customers plz

Buster

4:15am

Absolutely. Here is a bar chart showing your top customers based on AOV. Looks like OpenAI is your top customer, their AOV is $4,028.11.

Feel free to follow-up or ask me to clarify how I got this.

$2K

$1,5K

$1K

$500

$0

Jan 1

Jan 31

top customers based on AOV

129ms

show me our outstanding balances total

191ms

which features get used most

183ms

who is my top customer?

162ms

show me our DAU

106ms

show me avg sales per team in the northeast

143ms

top customers based on AOV

129ms

show me our outstanding balances total

191ms

which features get used most

183ms

who is my top customer?

162ms

show me our DAU

106ms

show me avg sales per team in the northeast

143ms

Deep research for your data

Deep research for your data

Buster is thoroughly explores your data & validates assumptions before returning a final deliverable.

Buster is thoroughly explores your data & validates assumptions before returning a final deliverable.

Unlimited seats & users

Unlimited seats & users

Buster comes with unlimited seats. Pricing is based on estimated usage.

Buster comes with unlimited seats. Pricing is based on estimated usage.

Open-source & built for scale

Open-source & built for scale

Buster is open-source & SOC 2 Type 2 Compliant. It uses state-of-the-art encryption and reliable infrastructure partners.

Buster is open-source & SOC 2 Type 2 Compliant. It uses state-of-the-art encryption and reliable infrastructure partners.

Purpose-built for data teams

Purpose-built for data teams

Loved by business users, built for data teams.

Loved by business users, built for data teams.