Sales · 12 min

How a sale happens

Before a team gets new jerseys, someone has to find the coach, show samples, send a price and hear yes. That's a sale, and at bigger companies a whole team runs it. Here's how.

Ticket 01 · The guess

How many people sell?

Sources and every number (2)

Sources

Occupational Employment and Wages, May 2025: Table 1, National employment and wage data by occupation (news release table) · U.S. Bureau of Labor Statistics, 2025
Tenable Holdings, Inc. Form 10-K for the fiscal year ended December 31, 2025 (Item 1A, the sales cycle) · Tenable Holdings, Inc. (filed with the SEC), 2025

Every number

13.4 million jobsbls.gov ·2025 · Sales and related occupations, all of them, United States, May 2025 (BLS Occupational Employment and Wage Statistics). Counts jobs, not people with more than one job.
155.5 million jobsbls.gov ·2025 · All occupations, United States, May 2025 (BLS Occupational Employment and Wage Statistics). Counts jobs, not people with more than one job.
8.6%bls.gov ·2025 · Worked out: sales and related jobs divided by all jobs, May 2025.
3.1 millionbls.gov ·2025 · The occupation Cashiers, United States, May 2025 (BLS Occupational Employment and Wage Statistics). Counts jobs, not people with more than one job.
3.9 millionbls.gov ·2025 · Retail salespersons, United States, May 2025 (BLS Occupational Employment and Wage Statistics). Counts jobs, not people with more than one job.
1.5 millionbls.gov ·2025 · Sales representatives, wholesale and manufacturing (technical and not), United States, May 2025 (BLS Occupational Employment and Wage Statistics). Counts jobs, not people with more than one job.
1.3 millionbls.gov ·2025 · Sales representatives of services, except advertising, insurance, financial services and travel, United States, May 2025 (BLS Occupational Employment and Wage Statistics). Counts jobs, not people with more than one job.
4 monthssec.gov ·2025 · Tenable's average sales cycle with an enterprise customer, approximately, as its 10-K for 2025 gives it. It says the cycle could be longer if conditions turn bad or it closes more large deals.
400 deals (example number: Our example quarter at the uniform company: leads in the quarter.) · Our example quarter at the uniform company: leads in the quarter.
120 deals (example number: Our example quarter at the uniform company: leads the team checked and found worth chasing.) · Our example quarter at the uniform company: leads the team checked and found worth chasing.
60 deals (example number: Our example quarter at the uniform company: meetings with samples.) · Our example quarter at the uniform company: meetings with samples.
30 deals (example number: Our example quarter at the uniform company: quotes sent.) · Our example quarter at the uniform company: quotes sent.
16 deals (example number: Our example quarter at the uniform company: deals that reached negotiating.) · Our example quarter at the uniform company: deals that reached negotiating.
12 deals (example number: Our example quarter at the uniform company: deals won.) · Our example quarter at the uniform company: deals won.
3% (example number: Our example: worked out, 12 deals won out of 400 deals.) · Our example: worked out, 12 deals won out of 400 deals.
40% (example number: Our example: worked out, 12 deals won out of 30 deals.) · Our example: worked out, 12 deals won out of 30 deals.
$12,000 (example number: Our example pipeline report: Eastside High basketball, boys' and girls' teams.) · Our example pipeline report: Eastside High basketball, boys' and girls' teams.
$8,000 (example number: Our example pipeline report: Summit volleyball club.) · Our example pipeline report: Summit volleyball club.
$6,000 (example number: Our example pipeline report: Lincoln High girls' soccer.) · Our example pipeline report: Lincoln High girls' soccer.
$5,000 (example number: Our example pipeline report: Riverside youth baseball club.) · Our example pipeline report: Riverside youth baseball club.
$9,000 (example number: Our example pipeline report: Westfield High track.) · Our example pipeline report: Westfield High track.
$4,000 (example number: Our example pipeline report: Northgate swim club.) · Our example pipeline report: Northgate swim club.
$44,000 (example number: Our example pipeline report: worked out, every open deal added up.) · Our example pipeline report: worked out, every open deal added up.
75% (example number: Our example: deals that reach negotiating close about this often at the uniform company (12 deals of 16 deals).) · Our example: deals that reach negotiating close about this often at the uniform company (12 deals of 16 deals).
40% (example number: Our example: deals with a quote sent close about this often (12 deals of 30 deals).) · Our example: deals with a quote sent close about this often (12 deals of 30 deals).
20% (example number: Our example: deals that reach a meeting close about this often (12 deals of 60 deals).) · Our example: deals that reach a meeting close about this often (12 deals of 60 deals).
10% (example number: Our example: qualified leads close about this often (12 deals of 120 deals).) · Our example: qualified leads close about this often (12 deals of 120 deals).
$20,000 (example number: Our example pipeline report: worked out, the two deals negotiating.) · Our example pipeline report: worked out, the two deals negotiating.
$11,000 (example number: Our example pipeline report: worked out, the two deals with a quote sent.) · Our example pipeline report: worked out, the two deals with a quote sent.
$9,000 (example number: Our example pipeline report: the deal at a meeting.) · Our example pipeline report: the deal at a meeting.
$4,000 (example number: Our example pipeline report: the qualified lead.) · Our example pipeline report: the qualified lead.
$15,000 (example number: Our example pipeline report: worked out, $20,000 × 75%.) · Our example pipeline report: worked out, $20,000 × 75%.
$4,400 (example number: Our example pipeline report: worked out, $11,000 × 40%.) · Our example pipeline report: worked out, $11,000 × 40%.
$1,800 (example number: Our example pipeline report: worked out, $9,000 × 20%.) · Our example pipeline report: worked out, $9,000 × 20%.
$400 (example number: Our example pipeline report: worked out, $4,000 × 10%.) · Our example pipeline report: worked out, $4,000 × 10%.
$21,600 (example number: Our example pipeline report: worked out, $15,000 + $4,400 + $1,800 + $400.) · Our example pipeline report: worked out, $15,000 + $4,400 + $1,800 + $400.

Sales · 12 min

How a sale happens

Before a team gets new jerseys, someone has to find the coach, show samples, send a price and hear yes. That's a sale, and at bigger companies a whole team runs it. Here's how.

Ticket 01 · The guess

How many people sell?

Sources and every number (2)

Sources

Occupational Employment and Wages, May 2025: Table 1, National employment and wage data by occupation (news release table) · U.S. Bureau of Labor Statistics, 2025
Tenable Holdings, Inc. Form 10-K for the fiscal year ended December 31, 2025 (Item 1A, the sales cycle) · Tenable Holdings, Inc. (filed with the SEC), 2025

Every number

13.4 million jobsbls.gov ·2025 · Sales and related occupations, all of them, United States, May 2025 (BLS Occupational Employment and Wage Statistics). Counts jobs, not people with more than one job.
155.5 million jobsbls.gov ·2025 · All occupations, United States, May 2025 (BLS Occupational Employment and Wage Statistics). Counts jobs, not people with more than one job.
8.6%bls.gov ·2025 · Worked out: sales and related jobs divided by all jobs, May 2025.
3.1 millionbls.gov ·2025 · The occupation Cashiers, United States, May 2025 (BLS Occupational Employment and Wage Statistics). Counts jobs, not people with more than one job.
3.9 millionbls.gov ·2025 · Retail salespersons, United States, May 2025 (BLS Occupational Employment and Wage Statistics). Counts jobs, not people with more than one job.
1.5 millionbls.gov ·2025 · Sales representatives, wholesale and manufacturing (technical and not), United States, May 2025 (BLS Occupational Employment and Wage Statistics). Counts jobs, not people with more than one job.
1.3 millionbls.gov ·2025 · Sales representatives of services, except advertising, insurance, financial services and travel, United States, May 2025 (BLS Occupational Employment and Wage Statistics). Counts jobs, not people with more than one job.
4 monthssec.gov ·2025 · Tenable's average sales cycle with an enterprise customer, approximately, as its 10-K for 2025 gives it. It says the cycle could be longer if conditions turn bad or it closes more large deals.
400 deals (example number: Our example quarter at the uniform company: leads in the quarter.) · Our example quarter at the uniform company: leads in the quarter.
120 deals (example number: Our example quarter at the uniform company: leads the team checked and found worth chasing.) · Our example quarter at the uniform company: leads the team checked and found worth chasing.
60 deals (example number: Our example quarter at the uniform company: meetings with samples.) · Our example quarter at the uniform company: meetings with samples.
30 deals (example number: Our example quarter at the uniform company: quotes sent.) · Our example quarter at the uniform company: quotes sent.
16 deals (example number: Our example quarter at the uniform company: deals that reached negotiating.) · Our example quarter at the uniform company: deals that reached negotiating.
12 deals (example number: Our example quarter at the uniform company: deals won.) · Our example quarter at the uniform company: deals won.
3% (example number: Our example: worked out, 12 deals won out of 400 deals.) · Our example: worked out, 12 deals won out of 400 deals.
40% (example number: Our example: worked out, 12 deals won out of 30 deals.) · Our example: worked out, 12 deals won out of 30 deals.
$12,000 (example number: Our example pipeline report: Eastside High basketball, boys' and girls' teams.) · Our example pipeline report: Eastside High basketball, boys' and girls' teams.
$8,000 (example number: Our example pipeline report: Summit volleyball club.) · Our example pipeline report: Summit volleyball club.
$6,000 (example number: Our example pipeline report: Lincoln High girls' soccer.) · Our example pipeline report: Lincoln High girls' soccer.
$5,000 (example number: Our example pipeline report: Riverside youth baseball club.) · Our example pipeline report: Riverside youth baseball club.
$9,000 (example number: Our example pipeline report: Westfield High track.) · Our example pipeline report: Westfield High track.
$4,000 (example number: Our example pipeline report: Northgate swim club.) · Our example pipeline report: Northgate swim club.
$44,000 (example number: Our example pipeline report: worked out, every open deal added up.) · Our example pipeline report: worked out, every open deal added up.
75% (example number: Our example: deals that reach negotiating close about this often at the uniform company (12 deals of 16 deals).) · Our example: deals that reach negotiating close about this often at the uniform company (12 deals of 16 deals).
40% (example number: Our example: deals with a quote sent close about this often (12 deals of 30 deals).) · Our example: deals with a quote sent close about this often (12 deals of 30 deals).
20% (example number: Our example: deals that reach a meeting close about this often (12 deals of 60 deals).) · Our example: deals that reach a meeting close about this often (12 deals of 60 deals).
10% (example number: Our example: qualified leads close about this often (12 deals of 120 deals).) · Our example: qualified leads close about this often (12 deals of 120 deals).
$20,000 (example number: Our example pipeline report: worked out, the two deals negotiating.) · Our example pipeline report: worked out, the two deals negotiating.
$11,000 (example number: Our example pipeline report: worked out, the two deals with a quote sent.) · Our example pipeline report: worked out, the two deals with a quote sent.
$9,000 (example number: Our example pipeline report: the deal at a meeting.) · Our example pipeline report: the deal at a meeting.
$4,000 (example number: Our example pipeline report: the qualified lead.) · Our example pipeline report: the qualified lead.
$15,000 (example number: Our example pipeline report: worked out, $20,000 × 75%.) · Our example pipeline report: worked out, $20,000 × 75%.
$4,400 (example number: Our example pipeline report: worked out, $11,000 × 40%.) · Our example pipeline report: worked out, $11,000 × 40%.
$1,800 (example number: Our example pipeline report: worked out, $9,000 × 20%.) · Our example pipeline report: worked out, $9,000 × 20%.
$400 (example number: Our example pipeline report: worked out, $4,000 × 10%.) · Our example pipeline report: worked out, $4,000 × 10%.
$21,600 (example number: Our example pipeline report: worked out, $15,000 + $4,400 + $1,800 + $400.) · Our example pipeline report: worked out, $15,000 + $4,400 + $1,800 + $400.

How a sale happens

How many people sell?

Spot something wrong?

How a sale happens

How many people sell?

Spot something wrong?