B2B Hybrid Sales

Industrial Distribution / Wholesale (mid-market hybrid): funnel benchmarks

The stage-by-stage target conversion rates and weekly activity volumes for Industrial Distribution / Wholesale (mid-market hybrid) reps — derived from the research behind Pipeway's industry presets. Know the floors, and a bad month stops being a mystery: it's one leaking stage with a fix.

Conversion targets

The rates that matter — and the leak floors

RateHealthy rangeLeak floor
Connect rateconnections ÷ prospect attempts14–19%< 10%
Appointment ratebooked appointments ÷ connections21–27%< 20%
Proposal rateproposals ÷ appointments20–24%< 20%
Close ratesales ÷ proposalsvaries*—

*Deal economics in Industrial Distribution / Wholesale (mid-market hybrid) make this stage too variable for a single industry floor — set your own target in the tracker from your last two months.

If connect rate is under 10%

Below the floor means you're not reaching decision makers — better opening lines, better timing, better targeting.

If appointment rate is under 20%

Below the floor means conversations aren't becoming sit-downs — stronger qualification and a clearer next-step ask.

If proposal rate is under 20%

Below the floor means meetings aren't turning into quotes — send proposals same day, follow up within 48 hours.

Activity volumes

What a working week looks like

Rates only mean something on real volume. Here's the weekly activity a solid rep sustains in Industrial Distribution / Wholesale (mid-market hybrid), next to the elite pace.

Per weekSolid paceElite pace
Prospect attempts250375
Connections3570
Booked appointments1020
Proposals05
Methodology

Derived from the activity research behind Pipeway's in-app industry presets — the volumes reps sustain at each performance tier in Industrial Distribution / Wholesale (mid-market hybrid), and the stage-to-stage ratios they imply. Targets, not guarantees: your list, territory, and price point move the numbers. As anonymous benchmarking data from Pipeway users in Industrial Distribution / Wholesale (mid-market hybrid) accumulates, this page will update with live measured rates. All industries →

Put them to work

Now find out which of YOUR rates is below the floor.

The free Sales Activity Tracker ships with these exact Industrial Distribution / Wholesale (mid-market hybrid) floors built in — log one week, and the leaking stage turns red with the fix next to it.