The industry is investing in growth faster than it's learning what drives it.
The seventh edition of TMSA’s benchmark gathers data from 122 sales and marketing leaders in transportation and logistics. It shows where growth is actually coming from, where the money is going instead, and what leaders can do about the gap.
Are you a TMSA member? The report is already yours.
122 industry professionals responded, from sales, marketing and executive leadership.
The study has tracked the industry for 12 years, since it first launched in 2014.
It includes 24 core sales and marketing benchmarks you can measure your team against.
More investment does not automatically mean more growth.
The 2026 data points to four tensions that most companies in the industry are living with right now. The full report explains what is driving each one and what to do about it.
- 83% grew revenue
Most companies grew last year, yet most sales teams still missed their numbers. Is the problem the people, the process or the targets themselves? The report digs into the answer, including the one metric most companies aren’t tracking. - 63% plan to add hunters
New business is the industry’s biggest growth bet this year, and the number of companies making it has nearly doubled since 2024. But is that where the growth actually is? The report compares where companies are putting their money with where their revenue really comes from. - 76% can’t confidently measure ROI
Companies keep investing in sales and marketing, yet few can say what is working. Are they cutting programs that pay off and funding ones that don’t? The report shows where measurement breaks down and which channels are going unevaluated. - 81% of marketing teams use AI
AI adoption has surged since 2024, and permission is no longer the issue. Is all that AI creating value, or just more work? The report shows how sales and marketing run into opposite problems, and why more tools may not be the answer.
Get numbers you can hold your own team up against.
Every section ends with a short “Put the benchmark to work” exercise. That way the findings become a leadership conversation instead of a file that sits in a downloads folder.
- The long view: what has changed across seven editions, and what has stubbornly stayed the same.
- Sales and marketing alignment: why alignment looks stronger on paper than in practice, and the structural barriers behind that gap.
- Technology and AI: how sales and marketing use AI for different jobs, and what each team says it gets out of it and struggles with.
- Sales benchmarks: quota attainment, sales cycle, deal size, ramp time, turnover, cost per seller and customer retention.
- Marketing benchmarks: team size, share of budget, email performance, website conversion, cost per lead and trade show ROI.
- Full sample appendix: the respondent profile, plus how 21 transportation, logistics and warehousing service lines are growing.
Built for the people setting next year’s targets and budgets.
- Company leaders: Test whether your quotas, hiring plans, and technology spending match where your growth actually comes from.
- Sales leaders: See how your ramp time, turnover, win rates and quota attainment compare with the rest of the industry.
- Marketing leaders: Make the case for budget with peer data on channels, attribution, AI use, and team structure.
Members already have the report.
If you’re a TMSA member, you can download the report now from your member resources. If you’re not a member yet, joining gets you this report along with everything else TMSA offers sales and marketing professionals in transportation and logistics.
Not a Member?
The purchase includes the complete 2026 benchmark report, with every section, every benchmark table and the full sample appendix.
If you join TMSA within 60 days of buying the report, the full $395 is credited toward your membership.