Just like any other field, the sales field has undergone tremendous transformation in recent years. Getting to know the recent sales statistics lets salespeople stay updated about the current trends in the sector.
We’ve gathered more than 60+ powerful sales statistics that would give you valuable insights into today’s selling world.
Let’s start right away.
60+ Outstanding Sales Statistics
A) Sales Statistics- Editor’s Picks
- 61% of salespersons find selling tougher or much tougher than how it was 5 years ago (Sales Insights Lab).
- 55% of study participants stated that the first or second most common reason why strong sales opportunities fall apart is budget (Sales Insights Lab).
- 41.2% of participants stated that the most efficient sales channel is the phone (Marc Wayshak).
- 57.9% of salespeople ask for fewer than one referral per month, 40.4% of them never ask for them, and 18.6% of them actively ask for referrals from every prospect they come across (Sales Insights Lab).
- Only 24.3% of salespersons outperformed their quota last year. This means that most of them aren’t doing well (Sales Insights Lab).
- While sales prospecting over the phone, a salesperson’s tone matters the most. It makes up 86% of the communication while words account for the remaining 14% (HubSpot).
B) Sales Prospecting
- According to 40% of salespersons, the most difficult phase of the sales process is sales prospecting. The next is closing and the final is qualifying (HubSpot).
- It is during the consideration phase of the purchasing process that most buyers (60%) want to connect with a sales rep. The next highest (20%) is at the decision stage. The period during which the least number of buyers want to do this is the awareness phase (19%) (HubSpot).
- 50% of sales time is wasted on unproductive prospecting (2016 Global Recruiting Survey).
- A salesperson makes an average of 18 calls before actually connecting with a prospect (HubSpot).
- At least 50% of your initial prospects are not the right candidates for selling your product (Marc Wayshak).
- Of the different marketing channels, email is still considered effective. However, only 24% of sales emails are opened (HubSpot).
C) Sales Follow-Up
- While a whopping 48% of salespersons make only a single follow-up attempt, the vast majority (60%) of customers agree to buy only during the fifth attempt. So, persistence is the key (HubSpot).
- 35 to 50% of sales get accomplished by the vendor who responds first. So, salespeople shouldn’t neglect to get back immediately (HubSpot).
- 57% of consumers are motivated to buy from salespeople who don’t pressurize them during the follow-up (HubSpot).
D) Successful Sales Prospecting Techniques
- Successful sales reps are ten times more likely to avoid words like “I” and “me”, and use collaborative words like “our”, “we”, and “us” in personal conversations, emails, etc. (Zippia).
- The best way a salesperson can create a memorable sales experience is by listening to the prospect’s needs (HubSpot).
- When prospects are asked to take just one small step, they are twice likely to buy. The interesting thing is that they spend an amount equal to that of those asked to spend a heavy amount (Zippia).
- Optimistic sales reps excel over pessimists by 57% even if the latter possess better sales skills (Zippia).
- The ideal length of sales emails is between 50 and 125 words (Copper). So, if you have a lot of content, divide it into categories, and send your mails in series so that they get read.
- Efficient salespeople use confidence-boosting words such as “absolutely”, “certainly”, and “definitely” five times more than low performers (Zippia).
- Almost 50% of buyers perceive trustworthiness as an indispensable attribute in a sales rep (Zippia).
- If a salesperson uses his company name 4+ times, he’ll end up lowering the close rates by 14% (Zippia). So, refrain from using it more than twice to increase click-through rates.
E) Best Sales Timings
- The best send times for sales emails are between 8 am and 3 pm (HubSpot). Another study has found it to be 10 am and 11 am (CoSchedule). It also found that the second-best timing is between 8 pm and midnight.
- The best day to send your sales email is Tuesday. For, it has a higher open rate than any other day of the week (HubSpot).
- Those companies that send two emails per week should send the first on Tuesday and the second on Thursday to see the best results (CoSchedule). Brands should make it a point to incorporate this into their customer retention strategies.
- The best time for cold calling is between 4 to 5 pm. The second best time is between 8 to 10 am. The worst times in this regard are 11 am and 2 pm (HubSpot).
F) Sales Leads
- 74% of businesses and brands consider converting leads into customers their top priority (Zippia).
- Nurtured leads account for a 20% increase in sales opportunities than leads who aren’t nurtured (Zippia).
- 65% of B2B marketers do not have a lead nurturing process in place (Zippia).
- Only 44% of businesses use a lead scoring system (Zippia).
- Lead qualification drops by 10X when you wait for longer than 5 minutes to respond (Zippia).
G) Sales Referrals
- Consumers are 4X more likely to buy when the product or brand is referred to them by their friend, family member, or colleague (Nielson).
- 73% of B2B consumers prefer working with sales reps referred by someone in their circle (IDC).
- The lifetime value of customers who are referred is 16% higher than that of their non-referred counterparts (Wharton School of Business).
- 92% of survey participants trusted referrals from people in their circle (Nielson).
- While 83% of customers are ready to refer post a good experience, only 29% actually do (Texas Tech University).
- When a company’s marketing team manages its referral program, it was 3 times more likely to accomplish its revenue goals. Yet only 10% of firms have assigned their marketing teams with this responsibility (Heinz Marketing).
- Offering a reward increases the chances of being referred, irrespective of the size of the reward (American Marketing Association).
- Contrary to the popular belief that cash rewards are better performing, non-cash rewards are 24% more efficient than them (The University of Chicago).
H) Sales Training
- 55% of sales representatives lack basic skills pertaining to selling (Forbes).
- 82% of B2B decision-makers feel that salespeople aren’t well-prepared to answer the queries put forward by them (Blender).
- Providing sales reps with the best sales training will enhance their individual performance by 20% (Salesforce).
- Over 50% of salespeople rely on their colleagues for getting improvement tips. Others got it from media (24%), team training resources (35%), and managers (44%) (HubSpot).
I) Sales Career
- Only 17.6% of salespeople rate their job satisfaction outstanding. 47.1% rated it as just good (Marc Wayshak).
- Even salespeople know that people consider them as being pushy, greedy, waste-of-time, untrustworthy, and annoying (Marc Wayshak).
- Non-top performing salespeople do a lot of pitching. 19% of non-top performers report pitching whereas only 7% of top performers do it (Marc Wayshak).
- 81.6% of top performers spend 4 or 4+ hours on sales-related activities whereas only 60.8% of non-top performers do so (Marc Wayshak).
- The employment growth for sales representatives is expected to increase by 6% by 2026 (The Bureau of Labor Statistics).
J) The use of Technology in Sales
- 80% of firms spend a minimum of $1000 on technology each year on each sales rep so that they have the right tools to perform their tasks efficiently (SugarCRM).
- High-performing sales teams utilize almost thrice the amount of sales technology used by underperforming sales teams (Salesforce).
- Averagely, every sales rep uses at least six tools for performing sales activities (Sales for Life).
- According to of 69% of salespeople, CRM (Customer Relationship Management) software is the most common and valuable tool in increasing sales effectiveness (SugarCRM).
- 62% of salespersons state that the major reason why they got a CRM was to enhance their customer experience (SugarCRM).
- 79% of sales teams are either using or planning to use sales analytics technology to promote efficiency (Salesforce).
- Companies without automation end up spending 71% of their time and resources on defining and planning various business processes (Salesforce).
- Businesses on average use only 12% of the big data available (Salesforce). Using big data analytic tools can help companies in managing sales prospecting effectively.
- Another technology that is increasingly being exploited is social media. 78% of salespeople who use these platforms consistently outsell their counterparts who don’t (Salesforce).
- 93% of people who search for a product or service using their mobile phones end up buying it. So, mobile technology is another area that salespeople should focus on (Salesforce).
- Technologies used extensively in the personalization of sales and marketing efforts are A/B testing (50%), customer journey mapping (49%), marketing automation (48%), and data-driven marketing (47%) (House of Marketing, 2019).
- Two of the technologies that are the least exploited by marketing and sales teams in their personalization efforts are artificial intelligence (AI) and predictive analysis, which are used only 8% and 12% respectively (House of Marketing, 2019).
Sales Statistics Infographic
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Knowing sales statistics can help sales representatives to keep abreast of digital marketing trends and improve sales. This blog has provided you with a comprehensive collection of the same from various studies. Do derive valuable insights from them.
We also encourage you to check out the various tools and technologies like A/B testing, customer journey mapping, personalization, automation, chatbot builder, and more offered by NotifyVisitors to help promote sales.