180+ Sales & Ops Planning Statistics, Trends 2023

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.

Sales & Ops Planning Trends

1. S&OP is becoming increasingly important for businesses as they seek to improve their agility and responsiveness to market changes.
2. The adoption of S&OP technology is on the rise, with 53% of companies reporting that they currently use it.
3. The S&OP market is expected to grow at a CAGR of 6.5% from 2020 to 2025.
4. 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

5. The manufacturing industry has the highest adoption rate of S&OP at 66%, followed by the retail industry at 55%.
6. Small and medium-sized businesses are less likely to adopt S&OP than larger companies, with only 42% of SMBs currently using it.
7. 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. 8. The S&OP software market is dominated by major players such as SAP, Oracle, and IBM.
9. The cloud-based S&OP software segment is expected to witness the highest growth during the forecast period.
10. 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

11. S&OP is most commonly used by companies in the manufacturing (66%), retail (55%), and healthcare (52%) industries.
12. The average age of companies using S&OP is 20 years, with the majority being established companies.
13. The majority of companies using S&OP have annual revenues of over $50 million.

Sales & Ops Planning Usage Statistics

14. Sales enablement tool usage is up 567%. 

Sales & Ops Planning Market Statistics

15. 44% of inside sales pipeline comes from marketing, and inside sales average dials are down 20% yearover. 
16. 79% of marketing leads never convert into sales. 
17. 65% of B2B marketers have not established lead nurturing. 
18. Businesses using marketing automation to nurture prospects experience a 451% increase in qualified leads. 
19. 51% of email marketers say email list segmentation is the most effective way to personalize lead nurturing. 
20. 61% of B2B marketers send all leads directly to Sales; however, only 27% of those leads will be qualified. 
21. Only 25% of marketing generated leads are typically of a high enough quality to immediately advance to sales. 
22. Only 5% of salespeople said leads they receive from marketing were very high quality. 
23. 46% of marketers reported that inbound marketing gave a higher ROI, while only 12% reported outbound did. 
24. When asked which marketing tactic provides higher quality leads for the sales team, 59% of marketers responded inbound, and 16% reported outbound. 
25. 52% of outbound marketers say their marketing efforts are “ineffective”. 
26. Only 16% of marketers say outbound practices provide the highest quality leads for sales. 
27. 89% of marketers say that email is their primary channel for lead generation. 

Sales & Ops Planning Adoption Statistics

28. 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

29. Studies show that compared to their peers, highperforming S&OP driven companies on average experience 15% less inventory. 
30. 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. 
31. 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. 
32. State of Sales report reveals that 89% of sales professionals think that sales ops plays a critical role in business growth. 
33. According to our report, highperforming sales teams are 2.3x more likely than underperforming teams to increase sales ops’ cross. 
34. Additionally, 78% of customers expect consistent interactions across departments. 
35. What is most revealing in these figures is that 19% of sales ops still aren’t using these new technologies. 
36. The projected percent change in employment from 2020 to 2030. 
37. The average growth rate for all occupations is 8 percent. 
38. The percent change of employment for each occupation from 2020 to 2030. 
39. 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. 
40. 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. 
41. 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’. 
42. 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. 
43. And, 50 90% of the journey is complete before a buyer interacts with a sales rep. 
44. 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). 
45. Only 33% of inside sales rep time is spent actively selling. 
46. Sales reps can spend up to 40% of their time looking for somebody to call. 
47. Research shows that 35% to 50% of sales go to the vendor that responds first. 
48. Face to face or field sales teams make up 71.2% of the sales force. 
49. 65% of outside account executives are attaining quota which is 10% higher than inside. 
50. Spend89% More Time Selling RemotelyThan in 2013. 
51. More than40% of salespeoplesay prospecting is the most challenging part of the sales process, followed by closing (36%) and qualifying (22%). 
52. 8 in 10 prospects prefer talking to reps over email, which matches up with the percentage of reps (78%). 
53. Prospects are open to communicating with sellers at industry events (34%), via LinkedIn (21%), text (21%), voicemail (21%) and social media (18%). 
54. 50% of buyers like speaking over phone, compared to 70% of reps. 
55. More than50%of prospects want to see how your product works on the first call. 
56. An industry study showed companies who said cold calling is dead experienced 42% less growth than those who said it was alive. 
57. Only 2% of cold calls result in an appointment 74% of companies don’t leave voicemails. 
58. 42% of sales reps feel theydon’t have enough informationbefore making a call. 
59. Sales reps spend about 15% of their time leaving voicemails. 
60. 44% of salespeople give up after one follow. 
61. 65% of salespeople who use social sellingfilltheir pipeline, compared to 47% of reps who do not. 
62. 78% of salespeople using social media outsell their peers. 
63. 75% of B2B buyers and84% of Clevelor vice president level executives use social media to make purchasing decisions. 
64. 31% of B2B professionalssaid that social selling allowed them to build deeper relationships with their clients. 
65. Sales reps who use social selling are 50% more likely to meet orexceedtheir quota. 
66. 63.4 percentof sales reps engaged in social selling report an increase in their company’s revenue. 
67. Using social selling tools can increase theaverage deal sizeby 35%. 
68. 73% of executives prefer to work with sales professionals referred by someone they know. 
69. 84% of buyers nowkick off their buying process with a referral. 
70. 92% of buyers trust referrals from people they know. 
71. 91% of customers say they’d give referrals. 
72. Only 11% of salespeople ask for referrals. 
73. Companies with formalized referral programs experience 86% more revenue growth over the past two years when compared to the rest. 
74. The lifetime value of referred customers is on average 16% higher than that of non. 
75. Only 23% of sales emails are opened. 
76. 44% of email recipients made at least one purchase last year based on a promotional email. 
77. 40% of emails are opened on mobile first – where the average mobile screen can only fit 4. 
78. Personalized emails improve click through rates by 14% and conversion rates by 10%. 
79. Personalized subject lines are 22.2% more likely to be opened. 
80. 80% of sales require 5 follow up calls after the meeting. 
81. 44% of sales reps give up after 1 follow up 50% of buyers choose the vendor that responds first. 
82. Only7% responded in the first five minutesafter a form submission. 
83. Over 50% didn’t respond within five business days. 
84. Bestin class companies close30% of sales qualified leadswhile average companies close 20%. 
85. 48% of sales calls end without an attempt to close the sale and the national sales closing rate is 27%. 
86. 74% of companies say converting leads into customers is their top priority. 
87. Nurtured leads produce, on average, a 20% increase in sales opportunities versus non. 
88. Companies excelling at lead nurturing generate 50% more sales ready leads at 33% lower cost. 
89. 46% of B2B sales reps list lead quantity and quality as their top challenge. 
90. 67% of lost sales are a result of sales reps not properly qualifying potential customers before taking them through the full sales process. 
91. Just 44% of companies use lead scoring systems. 
92. 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. 
93. B2B buyers are 57% 70% through buying research before contacting sales. 
94. 67% of the buyer’s journey is now done digitally 84% of CEOs and VPs use social media to make purchasing decisions. 
95. 62% of B2B buyers say a web search was one of the first three resources they use to learn about a solution. 
96. 80% of business decision makers prefer to get company information from a series of articles versus an advertisement. 
97. 84% of B2B decision makers begin their buying process with a referral. ~. 
98. 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. 
99. 94% of B2B buyers will research onlinebeforefinalizing a purchase. 
100. Over half (57%). 
101. 47% of buyers view 3 5 pieces of the company’s content before talking with a sales representative. 
102. 42 percent of sales reps feel they don’t have enough information prior to making a call. 
103. 75% of surveyed executives are willing to make an appointment or attend an event based on a cold call or email alone. 
104. Only39% of a sales rep’s timeis spent selling or interacting with prospects and customers. 
105. Only 60% of sales reps meet quota. 
106. 79% of sales executives say a leading driver of hitting new targets is improving the productivity of existing sales reps. 
107. 81% of companies say productivity would improve with better process, skills, or competency training. 
108. 84% of sales executives cited content search and utilization as the top productivity improvement area. 
109. The typical organization spends 24K per person on improving productivity, yet 49% of organizations have zero or limited means to measure productivity. 
110. According toForbesmagazine, 55% of salespeople lack basic sales skills. 
111. 58 percent of buyers report that sales reps are unable to answer their questions effectively. 
112. According to a recent survey, 84% of all sales training is lost after 90 days. 
113. 82% of B2B decision makers think sales reps are unprepared. 
114. According to a recent report, every dollar invested in sales training returned $29 in incremental revenues. 
115. According to a recentreport, the best sales training will improve the performance of an individual on average by 20%. 
116. According to an ATD report, US companies spend $20 billion yearly on sales training. 
117. Firms where salespeople use the company’s methodology and get consistent coaching see 73% quota attainment. 
118. 65% of employees say the quality of training and learning opportunities positively influences their engagement. 
119. The Bureau of Labor Statistics projects 6. 
120. employment growth for sales representatives by 2026 Only 39% of salespeople intended to go into sales. 
121. Successful reps are 10x more likely to use collaborative words like “us,” “we,” and “our” and avoid words like, “I” and “me.”. 
122. Optimistic sales pros outperform pessimists by 57%. 
123. 57% of sales pros spend 3–10+ hours per week using CRM tools. 
124. CRMs can boost sales by 29% and productivity to 34%. 
125. 24% more sales pros meet their annual quotas when they have mobile access to their CRM. 
126. CRMs can boost sales by 29% and productivity to 34%. 
127. To be a successful D2D sales rep, it takes Successful doorto door reps canvass a neighborhood 3x and talk with 90% of the residents. 
128. About 2% of all doorto door knocks will generate a sale. 
129. 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. 
130. At the same time, 35% say they plan quarterly or even less frequently than that. 
131. 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. 
132. The estimated additional pay is $15,073 per year. 
133. The “Most Likely Range” represents values that exist within the 25th and 75th percentile of all pay data available for this role. 
134. Like just 17% of salespeople think they’re pushy compared to 50% of prospects. 
135. And along similar lines, only 3% of buyers trust reps. 
136. More than 40% of salespeople say this is the most challenging part of the sales process, followed by closing (36%) and qualifying (22%). 
137. 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. 
138. 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. 
139. 60% want to connect with sales during the consideration stage, after they’ve researched the options and come up with a short list. 
140. 20% want to talk during the decision stage, once they’re decided which product to buy. 
141. Only 24% of sales emails are opened. 
142. At least 50% of your prospects are not a good fit for what you sell. 
143. 10.77.3% of respondents said their company provides at least one quarter of their leads. 
144. 60% of customers say no four times before saying yes whereas 48% of salespeople never even make a single follow up attempt. 
145. 80% of sales require 5 followup calls whereas 44% of salespeople give up after one follow. 
146. 35 50% of sales go to the vendor that responds first. 
147. 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. 
148. 70% of salespeople stop at one email. 
149. Yet if you send more emails, you’ve got a 25% chance to hear back. 
150. 42% of people would be encouraged to make a purchase if the sales rep called back at an agreed. 
151. 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. 
152. 41.2% of salespeople said their phone is the most effective sales tool at their disposal. 
153. 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. 
154. The use of collaborative words had a positive impact on the calls and using “we” instead of “I” increased success rates by 35%. 
155. 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. 
156. 63% of Sales Leaders believe that virtual meetings are just as or more effective than in. 
157. 65% of salespeople who use social selling fill their pipeline, compared to 47% of reps who do not. 
158. Using social selling tools can increase win rates and deal size by 5% and 35%, respectively. 
159. 44% looked to their manager, 35% to team training resources, and 24% to media. 
160. Only 7% of top performers report pitching, while 19% of non top performers pitch their offering. 
161. 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. 
162. Provide relevant information (61%) Respond in a timely manner (51%). 
163. The biggest challenges today’s salespeople face Establishing urgency (42%) Getting in touch with prospects (37%). 
164. A survey by sales strategist, Marc Wayshak, found that 41.2% of respondents said the phone is the most effective sales tool. 
165. Only 24.3% of salespeople exceeded their quota last year. 
166. About 47% of top performers ask for referrals consistently, versus only 26% of non. 
167. 40.92% of consumers trust referrals from people they know. 
168. When referred by other customers, people have a 37% higher retention rate. 
169. B2B companies with referrals experience a70% higher conversion rate. 
170. Referred customers’ lifetime value is 16% higher than that of non. 
171. Referral leads have a30% higher conversion rate than leads from any other channel. 
172. Referrals account for 65% of companies’ new deals. 
173. Only 39% of salespeople intended to go into sales. 
174. According to CSO Insights, just 33% of inside sales rep time is spent actively selling. 
175. When both the message and subject line are personalized, emails have an average open rate of 5.9%and a click rate of .2%. 
176. The number of types of tools used consistently among the majority of respondents went up by 300%. 
177. 94% of surveyed employers report that company productivity has been the same (67%) or higher (27%). 
178. 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. 
179. According to Upwork, 41.8% of the American workforce continues to work remotely. 
180. Although an estimated 26.7% will still be working from home through 2021, 36.2 million Americans (22% of the workforce).