B
Evidence Grade B
Graded
accuracy verified by the review judge
Safe to Cite
Recent
40%
40% -- share of high performing salespeople using challenger model for B2B salespeople (2025)
40% of consistently high-performing salespeople use the Challenger Sale model.
Attribution:
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Lighthouse Research Team
Last verified:
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Source verified
Evidence graded
Value
40%
Unit
Percentage
Data Vintage
2025
Entity
Evidence Quality
B
Strong, reliable evidence
Sourced from a well-regarded research firm or industry leader with transparent methodology and a reasonably large sample.
Single source - not yet corroborated
Score breakdown
Extraction
50
Source Trust
60
Citation Chain
20
Independence
30
Methodology
45
Freshness
95
Source
salestrainingint.com
Primary
Tier C
https://www.salestrainingint.com/blog/what-is-challenger-sales-model/ ↗
Source Article
What is the Challenger Sales Model? - Sales Training International
There is a sales model that 40% of consistency high performing salespeople use. It’s called the Challenger Sale.
It’s been around in B2B sales for over a decade.
There is even a book about it called the challenger sale by Matthew Dixon and Brent Adamson.
Now we know there are lots of sales models, b…
Original Research
salestrainingint.com
· Original study ↗
Methodology
Derived from CEB/Gartner Challenger Sale research studying thousands of sales reps; cited by training provider
Methodology documented
Segmentation
IndustryB2B
RoleAll marketers
Channelcontent
Cite this stat
Plain Text
B2B salespeople: 40% share of high performing salespeople using challenger model. Source: salestrainingint.com (2025). Via Lighthouse Intelligence -- https://lighthousedata.io/data/challenger-sales-high-performers-40
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<blockquote cite="https://lighthousedata.io/data/challenger-sales-high-performers-40" style="border-left:3px solid #2563eb;padding:12px 16px;margin:16px 0;font-family:system-ui,sans-serif;background:#f0f4ff;"><strong>40%</strong> -- share of high performing salespeople using challenger model for B2B salespeople<br><small>Source: salestrainingint.com (2025) · <a href="https://lighthousedata.io/data/challenger-sales-high-performers-40" target="_blank" rel="noopener">Lighthouse Intelligence</a></small></blockquote>
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