Find us at booth #83, join us for a harbor side happy hour, or catch Gorish’s talk.
Sept, 16-18 > Learn more
Richa Sharma
September 30, 2025
%20(6).avif)
As a sales professional, you must have had one of those days with endless follow-ups, chasing cold leads, and trying to close deals, barely moving the needle. While updating the CRM, you would get a thought more frequently than you would want to: "Is this even worth it?"
The truth is, not every deal is created equal. Some clients have the budget, the urgency, and the potential to 10x your number. Others just drain your time and energy. The smartest reps aren’t chasing more deals. They are chasing better ones.
That’s where the average deal size helps. It’s the cheat code for working smarter. When you track and grow this number, you are closing more and closing bigger, better, and more impactful deals.
In this blog, we’ll explain what the average deal size means, how to calculate it without pulling out your calculator, why it matters more than most people realize, and how to increase it with strategies that work.
Average deal size is the average revenue you earn from each closed deal. It helps you understand the value of your deals, not just the volume. Closing 10 small deals isn’t the same as landing a few high-value ones that move the needle.
If you closed 10 deals that totaled $100,000 last quarter, your average deal size is $10,000.
That’s your baseline. Now, imagine pushing that to $15,000 per deal. Same effort, fewer deals needed, more revenue.
A rising average deal size usually means you are doing something right. It could be targeting your ICP, positioning value, and selling strategically. However, if it's trending low, it might be time to rethink your pitch, pricing, or who you are selling to.
Average Deal Size = Total Revenue from Closed Deals ÷ Number of Closed Deals
For example:
You closed 25 deals worth $500,000 last quarter.
Your average deal size = $500,000 ÷ 25 = $20,000
Pro Tip: When a manager, investor, or client asks, “What is your average deal size?”, instead of throwing out a number, offer context:
An example response would be, “Our average deal size over the last quarter was $18,000. That’s a 15% increase from the previous quarter, largely due to our new enterprise targeting strategy.”
This paints a more intelligent picture than simply saying, “$18,000.”
If you want to grow revenue without always chasing more leads, start by tracking your average deal size. Average deal size in sales helps uncover hidden truths about your strategy, customers, and revenue potential. Here’s why keeping a close eye on it is essential:
Sales forecasting isn't guesswork but strategy. Your average deal size is critical in helping you understand what the future might hold. When you know the typical value of a closed deal, you can set accurate revenue targets and build realistic pipelines. It aligns your team’s efforts and ensures you are not overestimating or underestimating the value of deals in your funnel.
Bigger isn’t always better unless you discuss your sales deal size. You notice what's happening when you track your average deal size in sales. Closing fewer high-value deals can often be more efficient than chasing a long list of smaller ones. This can help your team prioritize better, focus time on meaningful opportunities, and reduce wasted effort without compromising revenue goals.
Your average deal size can reveal an accurate picture of how your pricing strategy is performing. If the number seems consistently low, it might indicate that your offerings are undervalued. It can also mean that your current market isn’t willing, or able, to pay more. On the other hand, a healthy average can validate your pricing model. It can help you refine your packages or upsell for even greater returns.
As the saying goes, “Not all customers are good customers,” but not all contribute equally to your bottom line. Tracking average deal size in sales can help you identify which customer segments bring the highest value. You can then tailor messaging and reallocate resources to acquire and retain the types of clients that bring maximum revenue.
Want to identify your real supersellers? Look beyond the number of deals closed and examine the average deal size each rep brings in. This perspective illuminates who consistently drives high-value conversations and who might need more training or better leads. It also helps clarify future hiring and coaching decisions.
Alright, let’s get to the real tea: How do you boost your average deal size?
You’ve cracked the code on why it matters, and now it’s time to level up. Think of this as your glow-up guide for sales: no filters, just strategy. Bigger deals aren’t just about luck or landing that one unicorn client. They are about smart moves, consistent effort, and making every step of your sales process count.
%20(5).avif)
Here’s how to make those deals go from “meh” to massive:
You are playing small if you consistently close $2,000 deals when your product easily delivers $20,000 in value.
The fastest way to grow your average deal size is by selling to people who can pay more. Not every lead is worth chasing. Some buyers have bigger budgets, more complex needs, and a real sense of urgency. That’s your sweet spot.
Larger accounts might take longer to close, but pay off way more. If you want bigger deals, start by fishing in deeper waters.
Increasing deal size doesn’t always mean finding new clients. Sometimes, it’s about deepening relationships with current ones. Use multiple offerings to solve more of your client’s problems.
Holmes was trusted because he was known for being the best. Your brand should do the same. Higher perceived value = greater willingness to pay.
If you pitch to someone who can’t say yes, you are already losing.
One of the biggest reasons deals shrink or stall is that the real decision-makers aren’t in the room. You might get a few nods, but everything slows down when it’s time to discuss the budget or sign off. Or worse, disappears.
Here’s how to avoid that:
High-value deals need buy-in from high-level people. If you want to increase your average deal size, don’t wait for them to show up at the end. Loop them in from day one. Sybill.ai allows you to send personalized communication as a follow-up to your meetings to keep the conversations going.
If your go-to move is dropping the price to close the deal, you are training buyers to see your product as cheap, not valuable.
Discounting feels like a quick win, but it usually shrinks your deal size and kills your long-term positioning. Instead, focus on making the offer feel worth it at full price.
Your CRM isn’t just a tracker but a goldmine of clues about what’s working and what’s not.
If you are not digging into your closed-won data, you are missing opportunities hiding in plain sight. The goal isn’t just to close more but to figure out why specific deals are bigger, faster, and easier to win.
Every pattern you spot is a chance to optimize. Use the insights to refine your targeting, messaging, and playbooks. Larger deal energy attracts larger data awareness.
Sometimes, your pricing is capping your growth. Instead of charging flat rates, consider:
This lets clients choose based on the value they seek.
Pitching features won't close big deals. Solving real problems will.
Consultative selling is about digging deeper, understanding what the buyer needs, and then positioning your product as the best solution. It's not about talking more but asking smarter questions and listening harder.
Raising your average deal size in sales is less about pressure and more about precision. Be intentional, stay strategic, and focus on relationships that scale. Ultimately, it’s not about closing more deals; it’s about closing better ones.
If your average deal size diminishes, it’s probably not just bad luck. It’s more likely that there are cracks in your strategy that are quietly draining your revenue potential. Here are the common slip-ups you need to stop making if you want to increase your average deal size in sales:
More leads aren’t always better, especially when they are low-intent or not a fit for your product. Are you focusing on hitting vanity metrics instead of nurturing high-value prospects? If yes, you are probably wasting time and energy on deals that may never close.
Quality leads = quality deals.
Jumping into giving discounts too soon can feel like the easiest way to close a deal, but it often backfires. It’s a fast track to undervaluing your offer. When you drop your price without establishing value first, you lose control of the conversation and the deal. Protect your positioning, build urgency, and negotiate from a place of strength.
You might have the coolest product in the world. But your deal can shrink or stall if you are not talking to the right people. Lack of alignment with key decision-makers usually means lower budgets, longer sales cycles, or worse, no deal. Get everyone on board early and often.
New clients are great, but your existing ones often sit on untapped potential. If you are not looking for upsell or cross-sell opportunities, you leave money on the table. Keep nurturing your current accounts and watch your average deal size grow without adding extra leads.
Chasing the wrong leads doesn’t just waste time. It drags down your average deal size. The more time you spend on low-value or unqualified prospects, the less room to focus on high-impact opportunities. Qualify early, prioritize smartly, and spend your time where the real opportunities are.
Increasing your average deal size is the move to grow revenue without burning out your team. It's not about chasing more leads or working overtime, but about being intentional. Focus on who you target, how you position value, and what you offer.
Track your numbers, learn from your data, train your team to sell with strategy, not desperation, and focus on high-value conversations, not just quick wins.
The goal isn’t just to close deals. It’s to close the right ones.
Once you start doing that consistently, everything else becomes easier: your pipeline, forecasting, and growth.
