Sales and Operations Planning (S&OP) is a critical process for businesses of all sizes and industries. It involves forecasting demand, aligning production and inventory, and coordinating the activities of various departments. S&OP is essential for ensuring that a business is able to meet customer demand while also maximizing efficiency and profitability.
Key Sales & Ops Planning Statistics Statistics 2023 – MY Choice
- 50% of work can be automated in today’s age.
Sales & Ops Planning Trends
- S&OP is becoming increasingly important for businesses as they seek to improve their agility and responsiveness to market changes.
- The adoption of S&OP technology is on the rise, with 53% of companies reporting that they currently use it.
- The S&OP market is expected to grow at a CAGR of 6.5% from 2020 to 2025.
- S&OP is increasingly being used in conjunction with other technologies such as artificial intelligence (AI) and machine learning (ML) to improve forecasting and decision-making.
Sales & Ops Planning Adoption
- The manufacturing industry has the highest adoption rate of S&OP at 66%, followed by the retail industry at 55%.
- Small and medium-sized businesses are less likely to adopt S&OP than larger companies, with only 42% of SMBs currently using it.
- The most common reasons for adopting S&OP include improving forecasting accuracy (59%), reducing inventory costs (56%), and increasing customer satisfaction (52%).
Sales & Ops Planning Market Analysis
- 8. The S&OP software market is dominated by major players such as SAP, Oracle, and IBM.
- The cloud-based S&OP software segment is expected to witness the highest growth during the forecast period.
- The Asia-Pacific region is expected to grow at the highest CAGR during the forecast period, driven by the increasing adoption of S&OP in countries such as China and India.
Sales & Ops Planning Demographics
- S&OP is most commonly used by companies in the manufacturing (66%), retail (55%), and healthcare (52%) industries.
- The average age of companies using S&OP is 20 years, with the majority being established companies.
- The majority of companies using S&OP have annual revenues of over $50 million.
Sales & Ops Planning Usage Statistics
- Sales enablement tool usage is up 567%.
Sales & Ops Planning Market Statistics
- 44% of inside sales pipeline comes from marketing, and inside sales average dials are down 20% yearover.
- 79% of marketing leads never convert into sales.
- 65% of B2B marketers have not established lead nurturing.
- Businesses using marketing automation to nurture prospects experience a 451% increase in qualified leads.
- 51% of email marketers say email list segmentation is the most effective way to personalize lead nurturing.
- 61% of B2B marketers send all leads directly to Sales; however, only 27% of those leads will be qualified.
- Only 25% of marketing generated leads are typically of a high enough quality to immediately advance to sales.
- Only 5% of salespeople said leads they receive from marketing were very high quality.
- 46% of marketers reported that inbound marketing gave a higher ROI, while only 12% reported outbound did.
- When asked which marketing tactic provides higher quality leads for the sales team, 59% of marketers responded inbound, and 16% reported outbound.
- 52% of outbound marketers say their marketing efforts are “ineffective”.
- Only 16% of marketers say outbound practices provide the highest quality leads for sales.
- 89% of marketers say that email is their primary channel for lead generation.
Sales & Ops Planning Adoption Statistics
- AI adoption in sales operations has increased 76% in recent years, and high performers are 2.8x more likely to use AI than underperformers.
Sales & Ops Planning Latest Statistics
- Studies show that compared to their peers, highperforming S&OP driven companies on average experience 15% less inventory.
- According to the Association of Chartered Certified Accountants , more than 90 percent of spreadsheets contain errors, while more than 90 percent of spreadsheet users are convinced their models are error.
- According to the Trends in Sales Ops report , 75% of sales ops professionals say that they have new responsibilities at work and 64% state that they expect their role to change.
- State of Sales report reveals that 89% of sales professionals think that sales ops plays a critical role in business growth.
- According to our report, highperforming sales teams are 2.3x more likely than underperforming teams to increase sales ops’ cross.
- Additionally, 78% of customers expect consistent interactions across departments.
- What is most revealing in these figures is that 19% of sales ops still aren’t using these new technologies.
- The projected percent change in employment from 2020 to 2030.
- The average growth rate for all occupations is 8 percent.
- The percent change of employment for each occupation from 2020 to 2030.
- Since they require consumers to claim or send their offer in some way, they have a lower completion rate ranging between 5 and 80% Contests Another form of promotion is through contests.
- A good rule of thumb is that 80% of the slides shown at the actual meeting should require a decision to be made based on the analysis and numbers that should already be familiar to all participants.
- A recent Gartner survey shows that 27% of respondents still have an S&OP time horizon that is less than 12 months, and 62% of respondents’.
- The planning horizon for a typical S&OP process is long term and over 18–36 months, however, in 2016, with the growth of the digital supply chain, it was estimated that 80 90% of the process could be automated.
- And, 50 90% of the journey is complete before a buyer interacts with a sales rep.
- 37% of high growth companies use inside sales as primary sales strategy (vs. 27% for field sales, 23% for internet sales, 8% for channel sales).
- Only 33% of inside sales rep time is spent actively selling.
- Sales reps can spend up to 40% of their time looking for somebody to call.
- Research shows that 35% to 50% of sales go to the vendor that responds first.
- Face to face or field sales teams make up 71.2% of the sales force.
- 65% of outside account executives are attaining quota which is 10% higher than inside.
- Spend89% More Time Selling RemotelyThan in 2013.
- More than40% of salespeoplesay prospecting is the most challenging part of the sales process, followed by closing (36%) and qualifying (22%).
- 8 in 10 prospects prefer talking to reps over email, which matches up with the percentage of reps (78%).
- Prospects are open to communicating with sellers at industry events (34%), via LinkedIn (21%), text (21%), voicemail (21%) and social media (18%).
- 50% of buyers like speaking over phone, compared to 70% of reps.
- More than50%of prospects want to see how your product works on the first call.
- An industry study showed companies who said cold calling is dead experienced 42% less growth than those who said it was alive.
- Only 2% of cold calls result in an appointment 74% of companies don’t leave voicemails.
- 42% of sales reps feel theydon’t have enough informationbefore making a call.
- Sales reps spend about 15% of their time leaving voicemails.
- 44% of salespeople give up after one follow.
- 65% of salespeople who use social sellingfilltheir pipeline, compared to 47% of reps who do not.
- 78% of salespeople using social media outsell their peers.
- 75% of B2B buyers and84% of Clevelor vice president level executives use social media to make purchasing decisions.
- 31% of B2B professionalssaid that social selling allowed them to build deeper relationships with their clients.
- Sales reps who use social selling are 50% more likely to meet orexceedtheir quota.
- 63.4 percentof sales reps engaged in social selling report an increase in their company’s revenue.
- Using social selling tools can increase theaverage deal sizeby 35%.
- 73% of executives prefer to work with sales professionals referred by someone they know.
- 84% of buyers nowkick off their buying process with a referral.
- 92% of buyers trust referrals from people they know.
- 91% of customers say they’d give referrals.
- Only 11% of salespeople ask for referrals.
- Companies with formalized referral programs experience 86% more revenue growth over the past two years when compared to the rest.
- The lifetime value of referred customers is on average 16% higher than that of non.
- Only 23% of sales emails are opened.
- 44% of email recipients made at least one purchase last year based on a promotional email.
- 40% of emails are opened on mobile first – where the average mobile screen can only fit 4.
- Personalized emails improve click through rates by 14% and conversion rates by 10%.
- Personalized subject lines are 22.2% more likely to be opened.
- 80% of sales require 5 follow up calls after the meeting.
- 44% of sales reps give up after 1 follow up 50% of buyers choose the vendor that responds first.
- Only7% responded in the first five minutesafter a form submission.
- Over 50% didn’t respond within five business days.
- Bestin class companies close30% of sales qualified leadswhile average companies close 20%.
- 48% of sales calls end without an attempt to close the sale and the national sales closing rate is 27%.
- 74% of companies say converting leads into customers is their top priority.
- Nurtured leads produce, on average, a 20% increase in sales opportunities versus non.
- Companies excelling at lead nurturing generate 50% more sales ready leads at 33% lower cost.
- 46% of B2B sales reps list lead quantity and quality as their top challenge.
- 67% of lost sales are a result of sales reps not properly qualifying potential customers before taking them through the full sales process.
- Just 44% of companies use lead scoring systems.
- There is a 10x drop in lead qualification when you wait longer than 5 minutes to respond, and a 400% decrease when you respond within 10 minutes versus 5 minutes.
- B2B buyers are 57% 70% through buying research before contacting sales.
- 67% of the buyer’s journey is now done digitally 84% of CEOs and VPs use social media to make purchasing decisions.
- 62% of B2B buyers say a web search was one of the first three resources they use to learn about a solution.
- 80% of business decision makers prefer to get company information from a series of articles versus an advertisement.
- 84% of B2B decision makers begin their buying process with a referral. ~.
- 77% of B2B purchasers said that they would not even speak to a salesperson until they had done their own research 93% of B2B buying processesbeginwith an online search.
- 94% of B2B buyers will research onlinebeforefinalizing a purchase.
- Over half (57%).
- 47% of buyers view 3 5 pieces of the company’s content before talking with a sales representative.
- 42 percent of sales reps feel they don’t have enough information prior to making a call.
- 75% of surveyed executives are willing to make an appointment or attend an event based on a cold call or email alone.
- Only39% of a sales rep’s timeis spent selling or interacting with prospects and customers.
- Only 60% of sales reps meet quota.
- 79% of sales executives say a leading driver of hitting new targets is improving the productivity of existing sales reps.
- 81% of companies say productivity would improve with better process, skills, or competency training.
- 84% of sales executives cited content search and utilization as the top productivity improvement area.
- The typical organization spends 24K per person on improving productivity, yet 49% of organizations have zero or limited means to measure productivity.
- According toForbesmagazine, 55% of salespeople lack basic sales skills.
- 58 percent of buyers report that sales reps are unable to answer their questions effectively.
- According to a recent survey, 84% of all sales training is lost after 90 days.
- 82% of B2B decision makers think sales reps are unprepared.
- According to a recent report, every dollar invested in sales training returned $29 in incremental revenues.
- According to a recentreport, the best sales training will improve the performance of an individual on average by 20%.
- According to an ATD report, US companies spend $20 billion yearly on sales training.
- Firms where salespeople use the company’s methodology and get consistent coaching see 73% quota attainment.
- 65% of employees say the quality of training and learning opportunities positively influences their engagement.
- The Bureau of Labor Statistics projects 6.
- employment growth for sales representatives by 2026 Only 39% of salespeople intended to go into sales.
- Successful reps are 10x more likely to use collaborative words like “us,” “we,” and “our” and avoid words like, “I” and “me.”.
- Optimistic sales pros outperform pessimists by 57%.
- 57% of sales pros spend 3–10+ hours per week using CRM tools.
- CRMs can boost sales by 29% and productivity to 34%.
- 24% more sales pros meet their annual quotas when they have mobile access to their CRM.
- CRMs can boost sales by 29% and productivity to 34%.
- To be a successful D2D sales rep, it takes Successful doorto door reps canvass a neighborhood 3x and talk with 90% of the residents.
- About 2% of all doorto door knocks will generate a sale.
- LinkedIn data shows that the number around the world increased by 38% between 2018 and 2020 and increased 4.8x as fast as the sales function overall.
- At the same time, 35% say they plan quarterly or even less frequently than that.
- The estimated total pay for a Sales and Operations Planning Manager is $81,609 per year in the United States area, with an average salary of $66,536 per year.
- The estimated additional pay is $15,073 per year.
- The “Most Likely Range” represents values that exist within the 25th and 75th percentile of all pay data available for this role.
- Like just 17% of salespeople think they’re pushy compared to 50% of prospects.
- And along similar lines, only 3% of buyers trust reps.
- More than 40% of salespeople say this is the most challenging part of the sales process, followed by closing (36%) and qualifying (22%).
- HubSpot Research found 72% of companies with less than 50 new opps per month didn’t achieve their revenue goals, compared to 15% with 51 to 100 new opps and just 4% for companies with 101 to 200 new opps.
- 19% of buyers want to connect with a salesperson during the awareness stage of their buying process, when they’re first learning about the product.
- 60% want to connect with sales during the consideration stage, after they’ve researched the options and come up with a short list.
- 20% want to talk during the decision stage, once they’re decided which product to buy.
- Only 24% of sales emails are opened.
- At least 50% of your prospects are not a good fit for what you sell.
- 10.77.3% of respondents said their company provides at least one quarter of their leads.
- 60% of customers say no four times before saying yes whereas 48% of salespeople never even make a single follow up attempt.
- 80% of sales require 5 followup calls whereas 44% of salespeople give up after one follow.
- 35 50% of sales go to the vendor that responds first.
- 75% of online buyers want to receive between 2 4 phone calls before a company gives up; 12% would like a company to try as many times as it takes to get a hold of them.
- 70% of salespeople stop at one email.
- Yet if you send more emails, you’ve got a 25% chance to hear back.
- 42% of people would be encouraged to make a purchase if the sales rep called back at an agreed.
- 57% of people said they would be encouraged to make a purchase from a salesperson who doesn’t try to apply pressure or hassle them when following up 18.
- 41.2% of salespeople said their phone is the most effective sales tool at their disposal.
- Gong.io analyzed over 100,000 connected outreach calls and found successful salespeople talk for 54% of the call, while unsuccessful salespeople spent only 42% of their time speaking 23.
- The use of collaborative words had a positive impact on the calls and using “we” instead of “I” increased success rates by 35%.
- Using “Did I catch you at a bad time” makes you 40% less likely to book a meeting, while asking “How are you?” increases your likelihood of booking a meeting by 3.4X. 25.
- 63% of Sales Leaders believe that virtual meetings are just as or more effective than in.
- 65% of salespeople who use social selling fill their pipeline, compared to 47% of reps who do not.
- Using social selling tools can increase win rates and deal size by 5% and 35%, respectively.
- 44% looked to their manager, 35% to team training resources, and 24% to media.
- Only 7% of top performers report pitching, while 19% of non top performers pitch their offering.
- They spend 21% of their day writing emails, 17% entering data, another 17% prospecting and researching leads, 12% going to internal meetings, and 12% scheduling calls.
- Provide relevant information (61%) Respond in a timely manner (51%).
- The biggest challenges today’s salespeople face Establishing urgency (42%) Getting in touch with prospects (37%).
- A survey by sales strategist, Marc Wayshak, found that 41.2% of respondents said the phone is the most effective sales tool.
- Only 24.3% of salespeople exceeded their quota last year.
- About 47% of top performers ask for referrals consistently, versus only 26% of non.
- 40.92% of consumers trust referrals from people they know.
- When referred by other customers, people have a 37% higher retention rate.
- B2B companies with referrals experience a70% higher conversion rate.
- Referred customers’ lifetime value is 16% higher than that of non.
- Referral leads have a30% higher conversion rate than leads from any other channel.
- Referrals account for 65% of companies’ new deals.
- Only 39% of salespeople intended to go into sales.
- According to CSO Insights, just 33% of inside sales rep time is spent actively selling.
- When both the message and subject line are personalized, emails have an average open rate of 5.9%and a click rate of .2%.
- The number of types of tools used consistently among the majority of respondents went up by 300%.
- 94% of surveyed employers report that company productivity has been the same (67%) or higher (27%).
- PayScale analyzed thousands of salaries and determined that remote workers make 8.3% more than non remote workers with the same job and qualifications, and 7.5% more in general—not accounting for years of experience, job title, or location.
- According to Upwork, 41.8% of the American workforce continues to work remotely.
- Although an estimated 26.7% will still be working from home through 2021, 36.2 million Americans (22% of the workforce).