1700+ Sales Statistics, Trends 2023

Not too long ago it would have been difficult to imagine sales reps who didn’t have face-to-face meetings with potential customers. But the world has changed. Everything about the way we travel, work, and spend looks different today.   

The latest sales statistics highlight some of the market turmoil caused by the pandemic while showing the acceleration of digital transformation as well as promising growth trends and soaring sales figures in individual industries. The following stats will walk you through specific sectors and point out some of the more surprising and interesting sales facts.

Sales Statistics – My Choice:

• AI adoption by sales teams rose by 76% since 2018.
• An average of 18 calls is needed to connect with buyers.
• 60% of contacted buyers reject the offer four times before saying yes.
• 57% of people prefer buying from sales representatives who don’t hassle them.
• Handgun sales in October 2020 rose by 65% when compared to the same period in 2019. 
• Video game sales amounted to $4.93 billion in July 2021, marking a 5% year-over-year increase.
• Toilet paper sales and fun facts about spending in the US show that demand for this product rose by 845% in 2020.

AI adoption rose 76% since 2018, with 37% of sales teams now using it.

(Salesforce)

As is the case in many industries, the acceleration of the digital transformation process is evident in the sales sector. Artificial intelligence or AI is one of the technologies that’s being rapidly adopted, with 37% of sales teams implementing these advanced tools globally in 2020. That marks a 76% increase since 2018. According to recent sales statistics, 77% of sales leaders and 84% of sales ops professionals claim their digital transformation has become more rapid since 2019. The AI tools also help power CRM software, which is crucial for managing customer relationships. 

The use of smart sales tools has gone up by 300% since 2017.

(Membrain)

The substantial increase in both the types and the use of sales technology tools is being fuelled by online purchasing. Sales stats from 2017 reveal that most organizations at the time used only two main tools: CRM software and online meeting tools. Two years later, leads list/database, social selling, account targeting, and skills training and recruiting were added to the list. With six tools in regular use, the sales sector started to see more opportunities for leveraging technology to better cater to customers. 

91% of consumers would like to see interactive content in marketing emails.

(Hubspot)

A Litmus report dubbed 2021 State of Email reveals most respondents feel that only interactive content in marketing emails can get their attention. However, only 17% of marketers actually use such content when advertising their products or services. Depending on your target audience and relevant sales information and analytics, you can add interactivity into your emails by including an embedded video, animated GIFs, a form, faux video, or carousel. Think about creative SMS content, too, or employ mass text software to help you create one with catchy phrases. 

An average of 18 calls is needed to connect with buyers.

(Gartner)

Reaching potential buyers isn’t always easy. Consumers are generally suspicious when it comes to calls from sales reps and tend to avoid them by hanging up or not answering the phone at all. Likewise, only 23.9% of sales emails are opened, and others usually end up in a bin. The sales numbers indicate that more investment is needed into technologies that help locate potential buyers and improve the quality and quantity of communication.

Sales Engagement Usage Statistics

1. Sales enablement tool usage is up 567%. 

Sales Engagement Market Statistics

2. 44% of inside sales pipeline comes from marketing, and inside sales average dials are down 20% yearover. 
3. 79% of marketing leads never convert into sales. 
4. 65% of B2B marketers have not established lead nurturing. 
5. Businesses using marketing automation to nurture prospects experience a 451% increase in qualified leads. 
6. 51% of email marketers say email list segmentation is the most effective way to personalize lead nurturing. 
7. 61% of B2B marketers send all leads directly to Sales; however, only 27% of those leads will be qualified. 
8. Only 25% of marketing generated leads are typically of a high enough quality to immediately advance to sales. 
9. Only 5% of salespeople said leads they receive from marketing were very high quality. 
10. 46% of marketers reported that inbound marketing gave a higher ROI, while only 12% reported outbound did. 
11. When asked which marketing tactic provides higher quality leads for the sales team, 59% of marketers responded inbound, and 16% reported outbound. 
12. 52% of outbound marketers say their marketing efforts are “ineffective”. 
13. Only 16% of marketers say outbound practices provide the highest quality leads for sales. 
14. 2 Only 42% of marketers solicit a twoway conversation with potential buyers as a substantial part of content research Content Marketing Institute. 
15. In spite of this, B2B marketers still report a 760% rise in revenue from email campaigns that are segmented and customized. 
16. 43% of B2B marketers consider blogging the #1 type of content Social Marketing Industry Report. 
17. 23 92% of the business to business market reports ABM as an essential component of their overall marketing mix. 
18. 24 20% of B2B marketing professionals describe the “buy in” from executive decision makers as the number one challenge to implementing an ABM strategy. 
19. 31 B2B tech companies are expected to adopt video marketing at a 19% greater rate year over year. 
20. 34 Influencer marketing in the B2B space is expected to rise from 17%. 
21. 38 41% of B2B companies are expected to use mobile marketing for prospect engagement. 
22. Here are a few statistics that you may want to consider as well 30% of B2B companies are expected to use chatbot powered marketing for prospect engagement. 
23. 41 89% of marketers say using video content increases their ROI. 
24. Of the companies currently using video as a marketing strategy, 91% consider it essential, a 6% increase year over year and an increase of 9% since 2017. 
25. Although 90% of marketers believe competition is increasing with relation to video, 99% of them will keep using it, and 88% of them will spend more money on it than in years past. 
26. 44 52% of marketers rated video marketing as the type of marketing with the highest ROI. 
27. 45 73% of B2B marketers, buyers and researchers say that video marketing has a positive effect on the company’s ROI Blue Corona 2019. 
28. According to HubSpot, aligning sales and marketing processes stands togenerate 208% more revenue. 
29. According to Forrester, 90% of sales leaders lack confidence in their activity data, while over 75% of marketing professionals say they lack access to the analytics required for informed decision. 
30. 89% of marketers say that email is their primary channel for lead generation. 
31. 93% of sellers, marketers and customer experience reps report that video converts the same or better than any other content form. 
32. 76% of sales professionals believe that accessing video viewing data to help qualify leads, engage prospects, and influence deals are important, compared to 67% of marketers. 
33. 92% of marketers who use video say that it’s an important part of their marketing strategy. 
34. According to 88% of marketers, video marketing provides them with positive ROI. 
35. 86% of businesses use video as a marketing tool. 
36. A huge proportion of marketers (92%). 
37. 79% of non video marketers say they expect to start using video as a marketing tool in 2022 (10% more than last year.). 
38. 65% of marketers and nearly 90% of sales professionals report the importance of accessing video viewing data to qualify leads, engage prospects, or influence deals. 
39. 60% say leads/clicks are the main determining factor of video marketing success. 
40. 87% of marketers say video has helped them increase traffic. 
41. 64% of B2B marketers increased their use of audio or visual content in 2019 over their previous commitment. 
42. More than 99% of current video marketers will continue using video in 2021, and 96% plan to increase or maintain their spending. 
43. 57% of marketers now use live video within their strategies. 
44. Usage held steady at 62% from last year (after a rise from 46% in 2019). 
45. Over a third (34%). 
46. 91% of webinar marketers say webinars have been a success, making it the most effective video marketing channel. 
47. 91% of marketers are satisfied with the ROI of video marketing on social media. 
48. 54% of marketers say that video is the most valuable content type for achieving social media marketing goals. 
49. 77% of marketers have posted a video on IGTV. 
50. 68% of video marketers plan to include LinkedIn in their 2022 video marketing strategy (+5% from last year). 
51. For the eighth consecutive year, YouTube remains the most widely used platform for video marketers – with 86% of video marketers having used it this year. 
52. 33% of video marketers plan to include TikTok in their 2022 video marketing strategy. 
53. Only 17% of marketers use landing page A/B tests to improve conversion rates. 
54. 64% of SEO marketers call mobile optimization an effective investment. 
55. Despite gloom and doom, Facebook remainsthe most used platform by marketersworldwide (93%). 
56. Based on projections,over 50% of marketersgot on board with LinkedIn in 2021 16.2% of LinkedIn usersuse. 
57. “#DigitalMarketing” (47%) is the most popular marketing hashtag among #ContentMarketing Tweets, followed by “#SEO” (40%) and “#marketing” (37%). 
58. In Q1 2021, marketersspent 60% moreon Facebook and Instagram ads versus Q1 2020. 
59. Retargeting ads are the most used among marketers, with77% of B2B and B2C. 
60. Influencer marketing related companies grew by 26% in 2021 to 18,900 worldwide. 
61. With 79% of marketers considering Instagram as an integral part of their campaigns, it’s no wonder that even in 2022, it’s still a worthwhile source of leads. 
62. 93% of marketers have used influencer marketing in their campaigns, and it’s now considered as a key advertising strategy. 
63. 60% of marketers shared that influencer generated content performs better and drives more engagement compared to branded posts. 
64. Since our 2020 survey, the percentage of brands that have a separate budget for content marketing has increased by 4% to 59%. 
65. Given how HubSpot reports that 70% of brands use content marketing, this number seems a bit low, though it’s possible that the difference just means that some brands don’t separate their marketing budget into different types of marketing. 
66. A staggering 90% of respondents to our influencer marketing survey indicated that they believe influencer marketing to be effective. 
67. Unexpectedly, 30% of firms don’t measure their influencer marketing ROI. 
68. That’s why 42.3%% of brands believe that conversions and sales are the most important metrics of influencer marketing campaign success. 
69. Instagram is the network of choice for influencer marketing campaigns, with 79% of brands considering it the most important platform for them. 
70. Nearly two thirds (68%). 
71. When asked to provide reasons for their participation in this form of marketing, nearly 70% admitted that their main inspiration was to earn some money. 
72. Micro influencers perform the bulk of successful influencer marketing (at least 90% of it). 
73. 45% of our survey respondents have been using TikTok for their influencer marketing campaigns. 
74. In the BigCommerce Influencer Marketing Survey, 89%% of the respondents believed that the ROI from influencer marketing is better than other marketing channels. 
75. While 77% intend to include it in their marketing mix,5% expect to devote half or more of their marketing budget to influencer marketing. 
76. Indeed, an additional 28% intend to allocate 30 40% of their total marketing spend to influencer marketing. 
77. If you’re looking at videos in general, 91% of active users watch videos on IG weekly so having a video marketing strategy is crucial. 
78. Based on Sprout’s Social Index, Edition XVII Accelerate data, 54% of marketers found video to be the most valuable content format for achieving their social media goals. 
79. Another study found that 68% of video marketers plan to include Instagram video in their 2022 video marketing strategy, up 10% from the previous year. 
80. A survey found that 93% of marketers and agencies planned on using Instagram. 
81. But when marketers were asked which types were most valuable to achieving goals, 54% said video and 53% said images. 
82. Organic lead is considered one of thebest lead generationchannels and scoring techniques, making53%of marketers spend at least half of their budget on generating leads organically. 
83. whereas44%say it’s personalization in marketing efforts. 

Sales Engagement Software Statistics

84. In comparison, traditional enterprise software gets 10% to 20% daily active users. 
85. 64% of B2B tech buyers expect to spend more on web conferencing software in 2021. 

Sales Engagement Adoption Statistics

86. For the third consecutive year, TikTok adoption increased by 10%, this year reaching 30% (compared to 10% in 2019, and 20% in 2020.). 

Sales Engagement Latest Statistics

87. And, 50 90% of the journey is complete before a buyer interacts with a sales rep. 
88. 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). 
89. Only 33% of inside sales rep time is spent actively selling. 
90. Sales reps can spend up to 40% of their time looking for somebody to call. 
91. Research shows that 35% to 50% of sales go to the vendor that responds first. 
92. Face to face or field sales teams make up 71.2% of the sales force. 
93. 65% of outside account executives are attaining quota which is 10% higher than inside. 
94. Spend89% More Time Selling RemotelyThan in 2013. 
95. More than40% of salespeoplesay prospecting is the most challenging part of the sales process, followed by closing (36%) and qualifying (22%). 
96. 8 in 10 prospects prefer talking to reps over email, which matches up with the percentage of reps (78%). 
97. Prospects are open to communicating with sellers at industry events (34%), via LinkedIn (21%), text (21%), voicemail (21%) and social media (18%). 
98. 50% of buyers like speaking over phone, compared to 70% of reps. 
99. More than50%of prospects want to see how your product works on the first call. 
100. An industry study showed companies who said cold calling is dead experienced 42% less growth than those who said it was alive. 
101. Only 2% of cold calls result in an appointment 74% of companies don’t leave voicemails. 
102. 42% of sales reps feel theydon’t have enough informationbefore making a call. 
103. Sales reps spend about 15% of their time leaving voicemails. 
104. 44% of salespeople give up after one follow. 
105. 65% of salespeople who use social sellingfilltheir pipeline, compared to 47% of reps who do not. 
106. 78% of salespeople using social media outsell their peers. 
107. 75% of B2B buyers and84% of Clevelor vice president level executives use social media to make purchasing decisions. 
108. 31% of B2B professionalssaid that social selling allowed them to build deeper relationships with their clients. 
109. Sales reps who use social selling are 50% more likely to meet orexceedtheir quota. 
110. 63.4 percentof sales reps engaged in social selling report an increase in their company’s revenue. 
111. Using social selling tools can increase theaverage deal sizeby 35%. 
112. 73% of executives prefer to work with sales professionals referred by someone they know. 
113. 84% of buyers nowkick off their buying process with a referral. 
114. 92% of buyers trust referrals from people they know. 
115. 91% of customers say they’d give referrals. 
116. Only 11% of salespeople ask for referrals. 
117. Companies with formalized referral programs experience 86% more revenue growth over the past two years when compared to the rest. 
118. The lifetime value of referred customers is on average 16% higher than that of non. 
119. Only 23% of sales emails are opened. 
120. 44% of email recipients made at least one purchase last year based on a promotional email. 
121. 40% of emails are opened on mobile first – where the average mobile screen can only fit 4. 
122. Personalized emails improve click through rates by 14% and conversion rates by 10%. 
123. Personalized subject lines are 22.2% more likely to be opened. 
124. 80% of sales require 5 follow up calls after the meeting. 
125. 44% of sales reps give up after 1 follow up 50% of buyers choose the vendor that responds first. 
126. Only7% responded in the first five minutesafter a form submission. 
127. Over 50% didn’t respond within five business days. 
128. Bestin class companies close30% of sales qualified leadswhile average companies close 20%. 
129. 48% of sales calls end without an attempt to close the sale and the national sales closing rate is 27%. 
130. 74% of companies say converting leads into customers is their top priority. 
131. Nurtured leads produce, on average, a 20% increase in sales opportunities versus non. 
132. Companies excelling at lead nurturing generate 50% more sales ready leads at 33% lower cost. 
133. 46% of B2B sales reps list lead quantity and quality as their top challenge. 
134. 67% of lost sales are a result of sales reps not properly qualifying potential customers before taking them through the full sales process. 
135. Just 44% of companies use lead scoring systems. 
136. 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. 
137. B2B buyers are 57% 70% through buying research before contacting sales. 
138. 67% of the buyer’s journey is now done digitally 84% of CEOs and VPs use social media to make purchasing decisions. 
139. 62% of B2B buyers say a web search was one of the first three resources they use to learn about a solution. 
140. 80% of business decision makers prefer to get company information from a series of articles versus an advertisement. 
141. 84% of B2B decision makers begin their buying process with a referral. ~. 
142. 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. 
143. 94% of B2B buyers will research onlinebeforefinalizing a purchase. 
144. Over half (57%). 
145. 47% of buyers view 3 5 pieces of the company’s content before talking with a sales representative. 
146. 42 percent of sales reps feel they don’t have enough information prior to making a call. 
147. 75% of surveyed executives are willing to make an appointment or attend an event based on a cold call or email alone. 
148. Only39% of a sales rep’s timeis spent selling or interacting with prospects and customers. 
149. Only 60% of sales reps meet quota. 
150. 79% of sales executives say a leading driver of hitting new targets is improving the productivity of existing sales reps. 
151. 81% of companies say productivity would improve with better process, skills, or competency training. 
152. 84% of sales executives cited content search and utilization as the top productivity improvement area. 
153. The typical organization spends 24K per person on improving productivity, yet 49% of organizations have zero or limited means to measure productivity. 
154. According toForbesmagazine, 55% of salespeople lack basic sales skills. 
155. 58 percent of buyers report that sales reps are unable to answer their questions effectively. 
156. According to a recent survey, 84% of all sales training is lost after 90 days. 
157. 82% of B2B decision makers think sales reps are unprepared. 
158. According to a recent report, every dollar invested in sales training returned $29 in incremental revenues. 
159. According to a recentreport, the best sales training will improve the performance of an individual on average by 20%. 
160. According to an ATD report, US companies spend $20 billion yearly on sales training. 
161. Firms where salespeople use the company’s methodology and get consistent coaching see 73% quota attainment. 
162. 65% of employees say the quality of training and learning opportunities positively influences their engagement. 
163. The Bureau of Labor Statistics projects 6. 
164. employment growth for sales representatives by 2026 Only 39% of salespeople intended to go into sales. 
165. Successful reps are 10x more likely to use collaborative words like “us,” “we,” and “our” and avoid words like, “I” and “me.”. 
166. Optimistic sales pros outperform pessimists by 57%. 
167. 57% of sales pros spend 3–10+ hours per week using CRM tools. 
168. CRMs can boost sales by 29% and productivity to 34%. 
169. 24% more sales pros meet their annual quotas when they have mobile access to their CRM. 
170. CRMs can boost sales by 29% and productivity to 34%. 
171. To be a successful D2D sales rep, it takes Successful doorto door reps canvass a neighborhood 3x and talk with 90% of the residents. 
172. About 2% of all doorto door knocks will generate a sale. 
173. Sales engagement is such a high priority that 90% of sales leaders plan to invest in technologies and methodologies to help their sellers engage effectively with prospects and customers. 
174. 87% of sales development organizations have adopted a sales engagement platform. 
175. 92% of sales development organizations rank sales engagement platforms as critical to their team’s success. 
176. Our analysts estimate that the top platforms are getting 60%+ daily active users. 
177. According to the TOPO SDR Benchmark Report, 80% of world class sales development representatives teams use at least three channels and deliver at least 15.5 touches per contact. 
178. TOPO estimates that at least one of these two vendors is considered in 85% of sales engagement application purchases. 
179. 3 67% of buyers in the B2B space list “relevant communication” as a top influence for choosing one solutions provider over another Dun & Bradstreet. 
180. 4 Companies that take the time to properly engage and nurture leads improve their sales outreach at a rate of 50% while spending 33% less. 
181. 92% of decision makers give unsolicited email attention, even email from a company with no ties. 
182. 25% of decision makers will read an unsolicited email as long as it contains information that may be relevant to business. 
183. 78% of executives say that an unsolicited email has led to a face to face meeting or event attendance at some point. 
184. The open rate for direct email is 80% Small Biz Trends. 
185. Direct mail campaign average ROI is between 18% and 20% Small Biz Trends. 
186. 56% of buyers will reach out to a brand because of a direct mail campaign Small Biz Trends. 
187. 7 95% of B2B buyers do business with the providers who showcase an ability to lead throughout the entire buying process from the beginning Demand Gen Report. 
188. 9 45% of B2B buyers are looking for personalized content portals. 
189. 10 Buyers in the B2B space are an average of 57% through the process of buying before first contact with a business rep. 
190. 12 35% of sales associates spend between 31 to 60 minutes daily on data entry and other manual tasks Business to Community. 
191. 13 34% of buyers say that they limit engagement with B2B providers because those providers overload them with irrelevent content. 
192. 14 46% of prospects will move away from a B2B provider website because the business does not clearly communicate what it does on the landing page. 
193. 15 37% of prospects will move away from a B2B provider website because the site has either poor navigation or design. 
194. 16 44% of B2B buyers say that having no visible contact information available is the #1 reason for abandoning an engagement effort. 
195. 17 86% of buyers say that they would prefer to see main products and services on the home page of a B2B vendor. 
196. 18 More than 10 pieces of review content annoys 86% of potential buyers. 
197. However, 53% of B2B companies have no more than one person serving their entire organization as content creator Content Marketing Institute. 
198. More than 50% of B2B prospects will view at least eight content pieces during the buying process, with 82% of those buyers taking in at least five pieces of content before deciding to speak to a sales associate. 
199. 80% of B2B buyers prefer to receive brand information through a series of articles rather than through a direct ad Content Marketing Institute. 
200. 44% of B2B buyers would prefer to have access to an ROI calculator on a vendor’s website to use for buying decisions. 
201. 96% of buyers are looking for whitepapers or other content with greater input from known industry thought leaders Demand Gen Reports. 
202. 73% of B2B buyers say that they want the customer experience to resemble that of a B2C company. 
203. With the above statistic in mind, only 49% of B2B buyers believe that their companies are actually delivering on a more personalized B2C experience. 
204. 21 68% of B2B companies use strategic landing pages as a lead generation and prospect engagement strategy. 
205. 22% of the fastest growing B2B providers are currently using a live chat app on the website. 
206. Sales go up by 19% when a website is characterized as having a personal experience MarTech Advisor 2018. 
207. 33 Purchase intent targeting in the B2B space is expected to rise from 15% year over year. 
208. 35 55% of B2B companies are expected to use on demand content strategy for prospect engagement. 
209. 36 44% of B2B companies are expected to use advertising on emerging social channels for prospect engagement. 
210. 37 42% of B2B companies are expected to use programmatic ad buying for prospect engagement. 
211. 39 36% of B2B companies are expected to use AI powered data analytics for prospect engagement. 
212. 40 30% of B2B companies are expected to use generational campaigns for prospect engagement. 
213. 14% of B2B companies are expected to use VR or AR based customer experience processes for prospect engagement. 
214. 46 Websites that use video have an average CVR of 4.8%, while those without video have 2.9% average CVR. 
215. 47 70% of B2B buyers will watch at least one sales video during the engagement process Business 2 Community. 
216. 48 17% of salespeople describe themselves as “pushy,” although 50% of prospects describe those same salespeople as “pushy” Business to Community. 
217. 49 Prospects open 53% of emails written at a Key Stage 2 reading level as opposed to only 39% of emails written at a collegiate reading level Business to Community. 
218. Salesforce found that78% of B2B buyersexpect salespeople to act as trusted advisors, with expert industry knowledge. 
219. They also found that 57% of respondents stopped buying from companies because a competitor provided a better experience. 
220. In a recent Forrester survey, over 80% of sales leaders have made changes to their sales process to match changing buyer expectations. 
221. It takes an average of 18 calls to actually connect with a buyer and only 24% of sales emails are opened. 
222. Consider that up to 70% of B2B content goes unused, with 79% failing to convert leads into sales. 
223. Like just 17% of salespeople think they’re pushy compared to 50% of prospects. 
224. And along similar lines, only 3% of buyers trust reps. 
225. More than 40% of salespeople say this is the most challenging part of the sales process, followed by closing (36%) and qualifying (22%). 
226. 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. 
227. 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. 
228. 60% want to connect with sales during the consideration stage, after they’ve researched the options and come up with a short list. 
229. 20% want to talk during the decision stage, once they’re decided which product to buy. 
230. Only 24% of sales emails are opened. 
231. At least 50% of your prospects are not a good fit for what you sell. 
232. 10.77.3% of respondents said their company provides at least one quarter of their leads. 
233. 60% of customers say no four times before saying yes whereas 48% of salespeople never even make a single follow up attempt. 
234. 80% of sales require 5 followup calls whereas 44% of salespeople give up after one follow. 
235. 35 50% of sales go to the vendor that responds first. 
236. 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. 
237. 70% of salespeople stop at one email. 
238. Yet if you send more emails, you’ve got a 25% chance to hear back. 
239. 42% of people would be encouraged to make a purchase if the sales rep called back at an agreed. 
240. 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. 
241. 41.2% of salespeople said their phone is the most effective sales tool at their disposal. 
242. 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. 
243. The use of collaborative words had a positive impact on the calls and using “we” instead of “I” increased success rates by 35%. 
244. 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. 
245. 63% of Sales Leaders believe that virtual meetings are just as or more effective than in. 
246. 65% of salespeople who use social selling fill their pipeline, compared to 47% of reps who do not. 
247. Using social selling tools can increase win rates and deal size by 5% and 35%, respectively. 
248. 44% looked to their manager, 35% to team training resources, and 24% to media. 
249. Only 7% of top performers report pitching, while 19% of non top performers pitch their offering. 
250. 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. 
251. Provide relevant information (61%) Respond in a timely manner (51%). 
252. The biggest challenges today’s salespeople face Establishing urgency (42%) Getting in touch with prospects (37%). 
253. A survey by sales strategist, Marc Wayshak, found that 41.2% of respondents said the phone is the most effective sales tool. 
254. Only 24.3% of salespeople exceeded their quota last year. 
255. About 47% of top performers ask for referrals consistently, versus only 26% of non. 
256. 40.92% of consumers trust referrals from people they know. 
257. When referred by other customers, people have a 37% higher retention rate. 
258. B2B companies with referrals experience a70% higher conversion rate. 
259. Referred customers’ lifetime value is 16% higher than that of non. 
260. Referral leads have a30% higher conversion rate than leads from any other channel. 
261. Referrals account for 65% of companies’ new deals. 
262. Only 39% of salespeople intended to go into sales. 
263. According to CSO Insights, just 33% of inside sales rep time is spent actively selling. 
264. When both the message and subject line are personalized, emails have an average open rate of 5.9%and a click rate of .2%. 
265. The number of types of tools used consistently among the majority of respondents went up by 300%. 
266. 94% of surveyed employers report that company productivity has been the same (67%) or higher (27%). 
267. 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. 
268. According to Upwork, 41.8% of the American workforce continues to work remotely. 
269. Although an estimated 26.7% will still be working from home through 2021, 36.2 million Americans (22% of the workforce). 
270. According to the Harvard Business Review, sales managers still can’t control 83% of the metrics they’re measuring. 
271. According to a study conducted by Forrester , companies using sales engagement platforms can show a 329% return on investment over a span of three years. 
272. When an SEP solution maximizes this output, it sounds sweet at first until you note the fact that only 8.5% of prospecting efforts receive some sort of response. 
273. In fact, according to Forrester, up to 73% of all data within an enterprise goes unused. 
274. 71% of sales pros agree that video email outperforms text. 
275. The use of video in sales and customer conversations was reported by 59% of teams, outranking the distribution of business video on YouTube for the first time ever. 
276. People are 13% more likely to remember details from video emails over text emails. 
277. Nearly 90% of sales professionals report the importance of accessing video viewing data to qualify leads, engage prospects, or influence deals. 
278. Using video for sales outreach has increased response rates for more than 70% of sales reps. 
279. 58% of viewers watch a business related video all the way through if it’s less than 60 seconds. 
280. Of the sellers who use custom recorded videos, 70% say that video emails produce more opens, clicks, and responses than text emails. 
281. 46% of people remember details from a text email, but 59% of people remember details from a video within an email. 
282. Many financial services professionals feel like they have gotten to know clients or customers (66%), vendors and partners (50%), and leadership (42%). 
283. Globally, 61% of buyers say they can get as much value from meeting suppliers over video conference as they can from in. 
284. Close rates have increased for over 50% of sales pros who leverage video as part of their deal cycle. 
285. The average product demo synchronous video call lasts 29 minutes and takes 79% of the meeting. 
286. Deals that are closed/won used video 18.5% more than deals that are closed/lost. 
287. Deals that are closed/won used screen sharing 26.3% more often than deals that are closed/lost. 
288. The use of video in customer and sales conversations, as well as prospecting, increased by 93% since 2019. 
289. Adding a video to your proposal can increase close rates by up to 41%. 
290. Video drives 56% higher proposal engagement and helps close your deal 26% faster. 
291. Nearly 80% of sales teams recognize the importance of integrating their video creation and sharing tools with sales engagement technology. 
292. 41% of sales teams plan to invest in user generated sales videos in 2022. 
293. 96% of financial services professionals would give up a percentage of their salary to work from home permanently. 
294. 76% of sales leaders believe that remotesales interactionsare equally or more effective than traditional in person engagement in prospecting for new customers. 
295. 64% of those who transitioned to virtual sales this year met or exceeded revenue targets, compared to 50% of the leaders who did not make the transition. 
296. 63% of sales leaders say virtual meetings are equally or more effective than in. 
297. 30% of the underperforming sales organizations now have an FY21 business goal to enable their reps to sell remotely–for the long term. 
298. Usergenerated or user recorded video increased by 129% in 2020. 
299. Only 32% of sales pros report that a virtual sales process requires more meetings to close deals. 
300. 80% of respondents indicate their organization saved money by transitioning to a business model that relies on virtual meetings rather than in. 
301. Only 1% of financial services professionals report that their organization still relies mostly on in. 
302. 89% of financial services professionals say that sending video messages to their clients and prospects would be more impactful than text. 
303. 50% of financial services. 
304. 81% of financial service professionals indicate that access to technology for virtual selling is the number one must have for their work. 
305. 62% of sellers now interact with customers over digital channels and do not meet faceto. 
306. 65% of B2B companies across industry sectors now offer e commerce capabilities, defined as fully executing a sales transaction online. 
307. This is up from 53% in early 2021. 
308. About 61% of B2B sellers offer products/service via video conference over inperson selling, an increase from around 42% pre. 
309. 13% of B2B companies’ revenue is driven by video conferences. 
310. When you consider that only 33% said the same in 2015, it shows that consumer sentiment toward videos is much stronger now. 
311. 91% of organizations are maintaining or increasing video content production budgets. 
312. The percentage of companies that create more than 51 videos each year has increased by 261% over the past two years. 
313. Overall business video creation increased by 135% last year. 
314. 60% of all business videos created in 2020 were user generated or user recorded, while 40% were created or produced in more traditional ways. 
315. Approximately 75% of video content created by companies under 200 employees is usergenerated or user. 
316. Enterprise organizations are evenly split between internal (34%), external (36%), or a combination of both (30%). 
317. Small and Medium sized organizations (both at 57%). 
318. 42% mostly use live action videos, 33% primarily use animated videos and 16% mainly use screen recorded videos. 
319. On average, most people 40% spend $0 500 on a typical video, with the overwhelming majority 97% spending less than $10,000. 
320. Sign Up Free 59.9% indicated that a video being too long would strongly deter them from watching. 
321. They shared that 47% of value in a video is delivered in the first 3 seconds. 
322. The majority of videos (60%). 
323. Only 3% of business videos are 10 to 20 minutes long. 
324. Longer form video content grew 66% in 2020. 
325. Minutes watched increased 85% in 2020. 
326. The number of videos in the 30–60 minute category grew 140% compared to 2019. 
327. In 2019, the average global viewer spent six hours and 48 minutes per week watching videos, a 59% increase since 2016. 
328. 88% of people would like to see more video from brands. 
329. An increase of 3% from last year. 
330. The average viewer retention rate for videos across the board is 45%. 
331. 58% of viewers watch a business related video to the end if it’s under 60 seconds. 
332. Only 24% of viewers finish a video if it’s longer than 20 minutes. 
333. Editing longerform content like on demand webinars to under 20 minutes in length can increase viewer retention by 44%. 
334. 84% of consumers said watching a brand’s video convinced them to make a purchase or subscribe to a service. 
335. What is the Average Engagement for Different Lengths of Video Brands that use advanced video metrics are over 2x more likely to report satisfaction with video, compared to those who don’t use any measures of content effectiveness. 
336. 73% of companies report they are using some form of video analytics to track video content effectiveness. 
337. Those that use intermediate or advanced analytics typically offered by enterprise video platforms are much more likely to report the return they’re getting from video. 
338. 51.7% of global internet users aged 16 to 64 say that watching videos, TV shows and movies is their primary reason for using the internet. 
339. 72% percent of households with wireless internet now stream video on their connected TV screens. 
340. Between 2013 and 2018, video consumption online has increased at an average of 32% per year. 
341. Roughly 71% of Gen Z teens use mobile devices to watch videos, while 51% use mobile for social media surfing. 
342. People are 1.5 times more likely to turn to mobile phones to watch a video. 
343. People are 1.5x more likely to watch video daily on a smartphone than on a computer. 
344. A video thumbnail can improve subscriber engagement by almost 41% when it’s included in an email. 
345. Using the word “Video” in a subject line can increase open rates by 6%. 
346. Video content in emails can improve click through rates by up to 300%. 
347. Adding video content to emails can potentially reduce opt. 
348. Converting blogs into videos can provide you with a new source for driving traffic, as videos can boost your organic traffic by 157%. 
349. By 2022, video traffic will amount to 82% of all online consumer traffic, providing SEO experts with an opportunity to gain lots of traffic. 
350. 78% of businesses say they received more traffic after implementing videos in their content strategies. 
351. 69% of businesses got more leads with video content, while 54% boosted sales. 
352. When asked how they’d most like to learn about a product or service, 73% said they’d prefer to watch a short video. 
353. This compares to 11% who’d rather read a text based article, website or post, 4% who’d like to view an infographic, 3% who’d rather download an ebook or manual, 3% who’d rather attend a webinar or pitch, and 3% who’d like a sales call or demo. 
354. 70% of businesses say they are creating more videos now compared to the same time last year. 
355. In 2021, there was a 40.5% yearover year increase in the use of proposal videos. 
356. This is up from a 31% YOY increase in 2020. 
357. Video content is quickly growing in popularity — 46% of buyers prefer video outreach, especially in the absence of faceto. 
358. 53% of virtual event consumers said they plan to attend both virtual and inperson events in the future—even when it is safe to gather in. 
359. 25% of people watch webinars from their mobile device. 
360. While just over half of the events lost audience in the transition, 46% gained attendees as a result. 
361. 50% of attendees at virtual events in 2020 were neutral on their experience, more or less getting what they expected. 
362. 56% of webinar hosts said that they used both live and on. 
363. Instagram is the second most popular option, with 13% creating live videos on the platform. 
364. 93% of businesses landed a new customer because of a video on social media. 
365. Social media videos make up 68% of the most commonly created types of videos. 
366. There are over half a billion more people using social media worldwide than at the same time last year, indicating an almost 14% yearover. 
367. 93% of companie have acquired new cutomervia ocial media video. 
368. 64% of businesses said that in the last 12 months, a video on Facebook resulted in a new client. 
369. 26.4% of the platform’s user base is made up of millennials. 
370. That said, over one third (36%). 
371. Facebook video is the most popular type of video content on the platform (51% of users), slightly less than Facebook Live and Watch combined (57%). 
372. In a 2019 study, 46% of social media users watched videos on Facebook. 
373. WordStream, 2022) Usage of Instagram grew to 72% from 60% last year, with an effectiveness rating of 85% up from last year’s 82%. 
374. Over 80% of smartphone users watch video with their phone held vertically, so always design your content with this orientation in mind!. 
375. In a 2019 study, 51% of social media users watched videos on Instagram. 
376. 91% of users watch videos on Instagram weekly. 
377. Live streams have increased by 158% since February 2020. 
378. According to LinkedIn, video content generates 20 times more shares than other types of content on its platform. 
379. For brand awareness and consideration, LinkedIn says that a video under 30 seconds has a 200% lift in completion rates. 
380. More than 2 billion video views happen every day on Twitter, which is 67% yearover. 
381. Promoted Tweets with videos save more than 50% on costper. 
382. Snapchat had a big jump in perceived effectiveness increasing from 1% to 13% – a mind bending increase of 1200%. 
383. In a 2019 study, 50% of social media users watched videos on Snapchat. 
384. YouTube surpassed all other networks with 78% of those surveyed having watched a video on the network in the last 24 hours. 
385. There was also a 10% in the effectiveness rating of TikTok, which reached 77%. 
386. A 61% increase in mentions year over year during the first half of 2021, converted into new users, making it the first non Facebook app to reach 3 billion global downloads. 
387. TikTok’s jump in perceived effectiveness rocketed from 3% last year to 24% this year—a 700% increase. 
388. Email collection forms were the most successful at converting viewers, with a 15% conversion rate in 2020. 
389. Events placed at the beginning of videos perform the best, with a conversion rate of 12.7%. 
390. 3.5% of ecommerce website visits via mobile are converted into purchases, compared to 3.9% on desktop. 
391. Email visitors are the most likely to convert on forms — and people coming from search advertisements are the least likely. 
392. The highest bounce rates are on social (45%) followed by direct (44%). 
393. Almost 25% of companies invest in mobile optimization as a top SEO tactic. 
394. TikTok is the fastest growing social network with a staggering105% user growth ratein the US over the past two years. 
395. Instagram sits in second place (78%). 
396. Facebook is responsible fora quarter of(25%) versus Google (28.9%), Amazon (10.3%) and others (35.6%). 
397. Instagram dominates social streaming services in terms of engagement . 
398. Engagement rates on Instagram are approximately more thansix times higherthan those on Facebook (0.83% to 0.13%). 
399. Instagram Stories (83%) and grid posts (93%). 
400. Uses of the “#ad” tag on Instagramdecreased 17% over the past yearamong influencers. 
401. 44% of usersshop for products on Instagram weekly . 
402. Linkedin ad revenue recently exceeded$1 billion in 2021, growing by 37% while organic session engagement grew by a record 22%. 
403. the platform daily (versus 48.5% that log in monthly). 
404. LinkedIn has one of the highestearning and most educated bases on social media —51% college educatedwith half of users earning more than $75,000 annually. 
405. earn53% more engagementand twice the CTR of employee. 
406. 52% of Twitter usersuse the platform daily (versus 84% that use it weekly). 
407. Twitter’s US advertising revenue totaled $647 million in Q3 2021, anincrease of 51% YoY(and up 98% from the previous quarter). 
408. Shoppers on Pinterest have85% larger shopping cartsthan buyers on other platforms. 
409. According to the platform themselves,7 in 10 Pinnerssay that Pinterest is their go to place to find products or services they can trust. 
410. are40% more likelyto say they love shopping. 
411. 62% of TikTok userssay that platform specific branded content is the best way to connect to customers. 
412. 39% of Gen Z consumerssay that their purchasing decisions are influenced directly by what they see on TikTok. 
413. TikTok sawthe largest increasein planned new platform investment for brands in 2022 (84%) versus YouTube (66%) and Instagram (64%). 
414. Influencers withless than 5k followerssee the highest engagement rates on TikTok (17.9%) vs macro influencers with up to 1 million followers (13.48%). 
415. Social media recently overtook paid search as an advertising channel,growing 25% YoYand exceeding $137 billion. 
416. Social media usersoverwhelmingly trust other usersas their “preferred” form of influencer, most likely to buy from them based on a product recommendation (37%) versus celebrities (7%). 
417. Privacy and data protection are “extremely impactful” and important to52% of social media users. 
418. This versatile platform already has a wide global reach, and 83% of its users turn to it to find something new. 
419. After seeing posts with product information on the platform, 87% took a specific action, like following a brand, visiting its retail store, or making a purchase. 
420. From an 89% share in 2020, it grew to 91% in 2021. 
421. Global sales through social commerce platforms are estimated to reach $958 billion in 2022. 
422. 20% of consumers are actually ready to stop following an influencer should they fail to be up front about advertising or sponsorships. 
423. In a recent study, it was found that Black influencers make 35% less compared to White content creators. 
424. Moreover, according to the study, the racial pay gap between BIPOC influencers and their white counterparts is 29%. 
425. 34.5% now pay influencers in money, with an equal amount (34.5%). 
426. In addition, 25% of brands gave influencers discounts on products and a much smaller percentage (5.9%). 
427. Of course, this means that two thirds of them (70%). 
428. Other brands measure success based on engagement or clicks (32.5%) and views, reach, impressions (29%). 
429. This is an increase from 68% in 2020. 
430. Facebook use has increased 7% to 50%. 
431. TikTok remained relatively steady increasing to 46% from 45% and YouTube also saw an increase to 44%, up from 36% in 2020. 
432. This percentage is up from 23.5% last year. 
433. Micro influencers on Instagram boast an average engagement rate of 3.86%. 
434. This declines for every level of influencer before hitting 1.21% for mega. 
435. Plus, while YouTube engagement rates tend to be low all around, microinfluencers get an average engagement rate of 1.64% compared to the 0.37% rate of mega. 
436. For TikTok, this difference is most notable across microinfluencers on the platform who achieve engagement rates of nearly 18%, while mega influencers get just under 5%. 
437. We’ve curated a list of the top earners on YouTube in 2021, along with their estimated earnings. 
438. Influencers are asking for more creative control and 83% regard it as their first priority, according to a whitepaper by The Drum. 
439. 57.5% also claimed that they engaged as influencers to make an impact or effect change. 
440. 42.3% of respondents stated that they more focused on tangible results and favor measuring conversions and sales over engagement or reach. 
441. In comparison, only 31% of entertainment/pop culture micro influencers prefer Instagram—a less visual niche. 
442. Less than 10% have paid for Instagram native ads, despite their love of this platform. 
443. 93% of millennials believe and rely on online reviews to make informed decisions. 
444. As many as 93% of millennials perceive online reviews as trustworthy and deem them as credible as recommendations from friends or family. 
445. Interestingly, older people are more likely than younger to go to a company’s website after a good review (35% of 1834 yearolds, 47% of 3554 year olds, 69% of 55+). 
446. Other common reactions to reading a good review include searching for more reviews to validate choices (19%), visiting the business location (15%), contacting the business (13%), and continuing to search for other businesses (10%). 
447. In 2020, 26.4% of internet users used an ad blocker. 
448. In 2021, the number of users grew to 27% and it’s predicted that the use of ad blockers will only continue to grow. 
449. Additionally, it’s estimated that 40% of adults in the US use an ad blocker. 
450. 57% of 1824year old Americans make their first daily contact with news on their smartphones via social media. 
451. This statistic changes as people age, with only 29% of people aged 35 first encountering news via social media. 
452. According to IScoop the vast majority of people (79%). 
453. Those with less than 1,000 followers generally have an engagement rate of 3.6%.. 
454. Users with 1 million+ followers only received likes 0.76%% of the time. 
455. Instagram has a higher engagement rate (4.84%) than YouTube (4.064%). 
456. According to Forbes, Micro influencers will become an overall part of the bigger B2B conversation and play a key role in advertising services and solutions for business. 
457. 39% say they discover brands via celebrity endorsements, online posts from expert bloggers, or through vlogs. 
458. The FTC sent out an estimated 700 Notice of Penalty Offenses in October 2021 alone to companies, advertisers and retailers. 
459. According to Oberlo, there are 740 million professionals on LinkedIn.). 
460. 25% of these users are senior level influencers, 57% are male and 43% are female. 
461. According to LinkedIn, they have had 9 billion content impressions, with 15 times more content impressions than job postings. 
462. 57% of the content impressions come from mobile. 
463. The largest age group is 18 34 years old, consisting of 62.2% of all users. 
464. Forty seven percent of US adults who make more than $75k say they have used Instagram. 
465. Almost six in ten US adult IG users log in at least once a day while 38% will do so several times a day. 
466. ’s benchmark report in 2021 notes that Instagram engagement rates dropped by 25%. 
467. The median across all industries is now 0.98%. 
468. For influencers, though, the engagement rate per post is much higher at 1.42%. 
469. This rate far surpasses the ones on Facebook (0.19%) and Twitter (0.04%). 
470. Accounts with under 5000 followers have the highest engagement rates per impressions (8.01% for carousel posts). 
471. Doing so ensures that you have a retention rate of over 70%. 
472. According to Sprout’s analysis, the best times to post on Instagram are Tuesday 11 a.m.–2 p.m. and Monday through Friday 11 a.m. 
473. Instagram found that “50% of Instagrammers have visited a website to buy a product/service as a result of seeing it in Stories.”. 
474. When broken down into types, 83% named Instagram Stories and 36% said Instagram Reels. 
475. This natural fit is found to be 25% more relevant for users. 
476. And when you mix Branded Content Ads with a brand ad, you’re 90% more likely to drive cost effective action than either tactic individually. 
477. According to over 200 million business accounts on the network, you’ll need to be creative with your content. 
478. Instagram’s research shows that 70% of shoppers use the network to research their next purchase. 
479. According to Sprout’s Content Benchmark Report, single image posts make up 75% of a brand’s posts. 
480. Did you know the average salesperson spends 12% of their time scheduling calls and meetings?. 
481. According to the Bridge Group, sales reps make 52 calls each day on average and spend 15% of their time leaving voicemails. 
482. While the majority of those 928.5 million likely won’t align with your target audience, that potential reach is so high that it’s almost guaranteed that a significant chunk of your target audience can be found within it. 
483. Here’s what they found 31% of people who make more than 75k per year are on Instagram. 
484. 32% of people who make between 50k 74k per year are on Instagram. 
485. 32% of people who bring in 30k to 49k per year are on Instagram. 
486. This study found that only 16% open the app once a week or less. 
487. Instagram is followed closely by Snapchat, which 69% of teenagers use, and Facebook, which is only used by 51% of teens. 
488. But compare it to the less than 0.1% that Facebook and Twitter see, and it’s looking a whole lot better by comparison. 
489. I think I follow around 15 brands, making up around 5% of the total accounts I follow. 
490. Keep in mind that the second most popular network is YouTube, where brands spend 11% of their influencer budgets. 
491. Plenty of case studies back this up, including a Gap campaign that resulted in a 17 point lift in ad recall, a 4 point lift in message association, and a 73% higher CTR than previous Instagram feed campaigns. 
492. 64%of customers prefer email as the best mode of communication with the seller. 
493. The average benchmark of the cold email response rate is around30%. 
494. 71%of consumers believe personalized experiences would influence their decision to interact with emails. 
495. The email subject line is one of the crucial factors affecting the performance of sales emails.47% of recipientsopen their emails based on the subject line alone. 
496. 6 7 words providesa 10% click to open rate. 
497. Adding emojis in the subject line canboost the open rate by 609%. 
498. 60% of email expertsbelieve sentence case in email subject line provides good results whereas only 6% believe it to be in lower case. 
499. Emails with a preheader get much higher average open rates –27.82% vs 21.46%. 
500. According to a recent survey of Rain Sales Training, 69% of buyers accept cold calls from new sales reps. 
501. 46% of leads require 3 5 touchpoints before getting qualified as a prospect. 
502. 61%of the first contact happens over email, followed by6%on a phone call. 
503. 80%of sales require 5 follow ups after the initial contact. 
504. However, 44% of salespeople give up after 1 follow. 
505. According toSalesHandy Whitepaper, sending up to 9 stages of follow up emails after the primary email increases the email open rate by 53.49% and the email reply rate by 44.73%. 
506. According to areport by Unbounce, the average conversion rate of MQLs to SQLs from landing pages is 9.7%. 
507. 64% of teamsthat use inbound selling reach their quotas as opposed to 49% of sales teams who use only outbound sales. 
508. According toMarketo’s report, withproper lead nurturing, companies can extract 50% more sales ready leads at a 33% lower cost. 
509. The above statistics display that businesses need to focus on their hardpoints to get success.53%say content engagement is the biggest obstacle to lead nurturing,. 
510. 66% of respondentsin a survey saw a measurable difference in the results of their nurtured leads versus non. 
511. 34%of sales reps sayprospectingandlead qualificationis the biggest challenge in 2020. 
512. 57.3% of Sales Operations teamsin a survey claimed to be using some form of a Lead Intelligence and Lead Generation tool for their prospecting needs. 
513. Sales Leaders of different companies claim that they could successfullyschedule meetings for 52%of their prospects. 
514. 38.4%of B2B sales happen over a sales cycle of 3 months. 
515. to 10%of qualified leads will actually turn into an opportunity. 
516. In the case of inbound leads,60 to 65%are qualified but not ready to buy. 
517. by20 30%by clearly defining sales stages in a pipeline. 
518. With rigid prospecting techniques,25 to 33%of opportunities in a B2B environment will close at the expected close date. 
519. The average sales closure rate is 19%. 
520. The sales team tries to have a smooth sales cycle for their prospects, but 55% of drop offs happen in the opportunity stage because they are not technically fit. 
521. Referrals help in reinforcing trust and leads are4X more likely to buywhen referred by a friend. 
522. Hubspot research claims that customers recommended/referred to businesses were18%more likely to stay with companies. 
523. Social sales leaders create 45% more opportunities than peers. 
524. Although social selling provides remarkable results, the majority of salespeople use less than 10% of their time on social media to sell. 
525. Still, it has been a great challenge for the new salespeople to implement their learnings afterward.90%of sales training initiatives have no lasting impact after 120 days. 
526. On asking the sales reps in a survey by Pipedrive regarding their learning sources,92% of sales repsbelieve they learn the sales skills during the job. 

Sales Enablement Benefits Statistics

527. According to G2, here are a couple key sales enablement benefits that should help you understand why is sales enablement important. 
528. Put in the time to get the benefits Dave Kurlan shared that sales managers who devote at least 50% of their time to coaching have salespeople who score 13% better in Qualifying and 24% better in closing than the salespeople whose sales managers rarely coach. 

Sales Enablement Usage Statistics

529. Sales enablement tool usage is up 567%. 
530. Companies that considered themselves “leaders” in sales technology usage improved their sales goal achievement by 8% from last year, while companies that felt they were “on par” with peers saw this number rise 11%. 

Sales Enablement Market Statistics

531. Sales and marketing alignment can help your company become 67% better at closing deals. 
532. 76% of content marketers forget about sales enablement in their marketing efforts. 
533. Sales teams who work closely with marketing see 41% greater growth in reaching their quotas. 
534. 28% of media and marketing salespersons don’t have easy and direct access to their own sales collateral. 
535. The stats 76% of content marketers forget about sales enablement in their marketing efforts. 
536. Sales and marketing alignment can contribute to a 67% increase in closed deals. 
537. Also, from Statista, 79% drive sales from events. 
538. Hubspot notes that 65% of brands that use experiential marketing see aboost in sales. 
539. And, according to the 2018 B2B Content Marketing Report, companies spend, on average, 26% of their marketing budget on content (with the most successful spending more than 40%). 
540. Hubspot reported 208% higher marketing revenue for well aligned sales and marketing teams. 
541. Aberdeen notes 41% better growth towards quota goals when issues with marketing misalignment are corrected. 
542. In fact, according to a study of over 100 B2B organizations, 75% of firms have a refocused sales strategy, 70% have entered a new market, and 82% introduced a new product or service over the past twelve months. 
543. In fact, only 8% of marketing and sales teams of B2B companies say they experience strong alignment. 
544. 38% higher overall sales wins are reported by marketingand sales. 
545. as their greatest challenge.65% of B2B organizationscount sales productivity Software that allows easy access to a sales enablement strategy and tools seamlessly connects operations, marketing, and sales. 
546. Aberdeen found that 74% of high performing organizations have strong sales and marketing alignment. 
547. 89% of marketers say that email is their primary channel for lead generation. 
548. Organizations that have aligned sales and marketing teams have a 67% higher probability that marketing generated leads will close. 
549. But, over 30% of marketers feel that they are not aligned with their sales team. 
550. Get Started 76% of customers expect companies to understand their needs and expectations Businesses with sales and marketing teams aligned achieve 208% higher marketing revenue than those with misaligned teams. 
551. Sales and marketing alignment can help your company become 67% better at closing deals. 
552. This is on top of firms that refocused their sales strategy (75%), pursued new markets or verticals (70%), made “significant” changes to their value proposition (61%) and implemented a new sales methodology (54%). 
553. –Sirius Decisions, 2015 Failure to align sales and marketing teams around the right processes and technologies costs B2B companies 10% or more of revenue per year. 
554. –Aberdeen, 2013 MORE GROWTH Aligning sales and marketing is proven to deliver 19% more growth. 
555. –Aberdeen, 2013 MORE REVENUE Businesses whose sales and marketing teams are aligned achieve 208% higher marketing revenue when compared to misaligned teams. 
556. You can make prospecting calls more successful by focusing on the value you can deliver them (96%), collaborating with them (93%), providing market insights to give them perspective (92%), and helping them understand their needs (92%). 
557. 47% of companies have generally aligned sales and marketing teams. 
558. Sales market research data reveals that 79% of consumers prefer interacting with salespeople who are trusted advisors that can add value to their business–not just sales representatives who are selling them products and services. 
559. It is followed by direct sourcing (16%), and marketing (7%). 
560. The global CRM software market is predicted to reach $35 billion by 2023 at a CAGR of 6%. 
561. Cloud based CRM solutions now dominate 75% of the market. 
562. Mobile CRM market is projected to grow by 13% annually from 2019 to 2029. 
563. Sales teams that closely collaborate with their marketing counterparts are 67% better at closing deals. 
564. By 2022, 59% of business leaders believe that AI will widely used in sales and marketing. 

Sales Enablement Software Statistics

565. The global CRM software market is predicted to reach $35 billion by 2023 at a CAGR of 6%. 
566. When it comes to purchasing business software, companies rely on word of mouth (55%), customer references (46%), media articles (38%), vendor authored materials (38%), analyst reports (34%), crowdsourced review sites (27%), and sales personnel (22%). 

Sales Enablement Adoption Statistics

567. Sales enablement has recently surged in popularity, experiencing a 343% increase in adoption over the last 5 years. 
568. The stats Sales enablement adoption has increased by 343% over the last 5 years or so. 
569. Amongst businesses that use battlecards, 65% say they’re happy with current levels of adoption. 
570. Amongst businesses with strong battlecard adoption, 81% say they’ve seen direct revenue impact as a result of their investment in competitive intelligence. 
571. For comparison, only 39% of businesses with weak adoption say they’ve seen direct revenue impact from CI. 
572. Businesses with strong adoption, in other words, are 108% more likely to report revenue impact. 
573. In the past 5 years, the sales enablement function has experienced a 343% increase in adoption. 
574. The adoption of CRM technology in the sales industry has grown by 113%. 

Sales Enablement Latest Statistics

575. Spotio Searches for “Sales Enablement” on Google increase by 51.2% year over year. 
576. ’s presence correlates with a 31% improvement in supporting changes in sales messaging and a 15% improvement in improving low. 
577. Organizations with sales enablement achieve a 49% win rate on forecasted deals, compared to 42.5% for those without. 
578. 77.1% of companies with a sales force exceeding 500 people have dedicated sales enablement in place, compared to 39.3% of companies with 25 or fewer. 
579. Organizations see a significant impact on sales as a result of sales enablement; 76% of organizations see an increase in sales between 6% to 20%. 
580. 26% of reps say their sales training is ineffective. 
581. Only 35% of sales teams track the effectiveness of their content. 
582. 84% of sales executives cited content search and utilization as the top productivity improvement area. 
583. 84% of sales training is forgotten in the first three months. 
584. Effective sales coaching can improve win rates by as much as 29%. 
585. If your sales reps don’t feel they are learning and growing in your organization, you’re at risk to lose upwards of 60% of your entire workforce within four years. 
586. 64% of those who transitioned to remote sales either met or exceeded their revenue targets, compared to 50% of those who didn’t make the transition. 
587. At 44.9%, “decreasing new salesperson ramp up time to fully productivity” is the most common sales enablement productivity goal. 
588. 58% of pipeline stalls because reps are unable to add value. 
589. 55% of C Suite executives say that sales enablement solutions are the top technology investment necessary to boost sales productivity. 
590. Companies with a sales enablement team are 52% more likely to have a sales process that’s tightly aligned with the buyer’s journey. 
591. 74% of buyers choose the company that was the first to add value. 
592. Salesforce 90% of B2B sellers don’t use sales material because it is irrelevant, outdated, and difficult to customize. 
593. 84% of sales reps achieve their quotas when their employer incorporates a bestin class sales enablement strategy. 
594. Companies that execute the best practices for sales enablement that are ranked as bestin class as a strategy experience an almost 14% increase in their annual contract values and overall deal size. 
595. The best sales onboarding programs help new sales hires become productive 3.4 months sooner, on average – a timetoproductivity that’s 37% faster than firms with low. 
596. Experts project that number will grow to $3.1 billion by 2026 – a 17.4% compound annual growth rate. 
597. With 52% of customers expect offers to always be personalized – up from 49% in 2019. 
598. today’s B2B buyers spend only 17% of the buyer journey meeting with potential suppliers. 
599. And moving forward, 80% of those sales interactions between suppliers and buyers will occur in digital channels. 
600. That’s likely why 84% of business buyers 87% of high. 
601. Google searches for “sales enablement” continue to increase by over 51% year over year. 
602. Over 77% of companies with a sales team exceeding 500 people have a dedicated sales enablement process in place. 
603. 65% of employees believe that the quality of their training strongly correlates with their engagement. 
604. 42% of sales reps don’t feel like they have adequate information before reaching out to a prospect. 
605. 84% of sales training is forgotten within the first 3 months of employment. 
606. Effective coaching of reps can improve the sales team’s win rate by almost 30%. 
607. The top 20% of reps account for 53.6% of total company revenue. 
608. 65% of sales reps can’t locate meaningful content to share with their prospects. 
609. According to research from the Miller Heiman Group, only 32% of buyers feel like sellers exceed their expectations. 
610. A study by Salesforce found that 80% of customers feel that the experience a company provides is just as important as its products and services. 
611. Moreover, over two thirds of customers (67%). 
612. 67% of North American consumers say that their standard for what constitutes a “good experience” is higher than ever before. 
613. In a 2018 report from CSO Insights, the percentage of salespeople achieving their quota in organizations that invested in sales enablement increased by 10.6% , with an overall improvement of 22.7%. 
614. Businesses with a dedicated sales enablement function achieve a 49% win rate on forecasted deals — almost 7% higher than their competitors without a sales enablement process (42.5%). 
615. As a result of sales enablement, 76% of business organizations have seen an increase in sales between 6% and 20%. 
616. Sales enablement correlates with a 31% improvement in positive adjustments to sales messaging and a 15% improvement in performance among low. 
617. According to research 55% of customers will pay more for good customer experience. 
618. 72% of these people will tell at least 6 friends if they have good customer experiences. 
619. 13% will tell at least 15 people when they have a negative experience. 
620. According toStatista, only 7% of consumers prefer TV ads to live events. 
621. 78% of millennials, according toHarris Group, want to spend money on experiences and events vs. other types of purchases. 
622. Big Eye Agencynoted that 85% of consumers are more likely to buy from a business after participating in an event or experience, and 70% become repeat customers. 
623. Marketing Weeknotes that 48% of buyers are more likely to purchase if they can try a product first. 
624. Per Salesforce, 92% of consumers expect personalized experiences — you are falling behind if you don’t deliver. 
625. According to Bizzabo, virtual events are working, at least somewhat, with 58% of attendees attending the entire event. 
626. 16Ventures uses 5 7% as an acceptable annual churn rate. 
627. According to research from McKinsey, companies that focus on existing customers as much as acquiring new ones, see a median net retention rate of 20%. 
628. In other words, they grow 20% per year without acquiring any new customers. 
629. Sales enablement’s presence correlates with a 31% improvement in supporting changes in sales messaging and a 15% improvement in improving low. 
630. Organizations with sales enablement achieve a 49% win rate on forecasted deals, compared to 42.5% for those without. 
631. Pick your favorite study and you will see that reps only spend about 33% of their time selling. 
632. Note that, in an interview with Enablement at Microsoft we found teams spending less than 30% of their time in sales meetings. 
633. This time, based upon the ROI analysis of our team at The Best Tools, gave us the following typical time spent breakdown for your sales reps 5% of time searching for content. 
634. 37% of the time performing administrative tasks. 
635. 33% of time spent on selling. 
636. Training for High Performance at Accenture calculated the company reaped a 353% return on its learning investment. 
637. In one Chorus study, nearly 35% of sales leaders indicated that new team members receive little to no sales training. 
638. 64% of sales leaders are reskilling existing employees to meet changing business needs. 
639. 62% of companies are using sales training and coaching tools, up from 55% in 2018. 
640. People lose 80 to 90% of what they learn after one month. 
641. Harvard Business Review noted, several years ago, that “The real payoff from good coaching lies among the middle 60% — your core performers. 
642. For this group, the best quality coaching can improve performance up to 19%.”. 
643. According to Upland Software, 65% of content developed for sales is never used; they can’t find it. 
644. Hubspot notes that 95% of buyers purchase from the seller, giving them content at every stage of their buying process. 
645. According to research from PROLIFIQ, 47% of sales enablement teams don’t measure the ROI of their efforts. 
646. The 55/38/7 communication rule states “55% of communication is body language,. 
647. 38% is the tone of voice, and 7% is the actual words spoken.”. 
648. 1 in every 3 sellers will exit your business every year Studies vary, but the seller turnover rate is in the range of 25. 
649. This article from Harvard Business Review shows 27% in one study, and I’ve seen studies showing 33% and higher. 
650. HubSpot 40% of surveyed companies said they would miss revenue goals for 2020 . 
651. When it comes to improving low performers, only 30% of sales managers surveyed rate their sales training as “effective” . 
652. The average CRM user spends 5.5 hours per week almost 14% of a work week on data entry . 
653. Leaders who made the transition to remote sales in 2020 were 28% more likely to meet or exceed revenue targets than those who didn’t make the transition. 
654. When it comes to making decisions about which actions to take on a customer account, 63% of high performing sales teams automate the process; only 27% of underperforming teams do . 
655. Next to buyer insights (74%), sellers surveyed said content development (71%) and custom messaging (69%) are the most important sales enablement functions to prioritize in 2021 . 
656. The three most common types of sales enablement materials created for sales teams are email templates (53% of teams), call scripts (39%). 
657. The 2019 State of Sales Enablement Report 2019 found that organizations who employ an effective sales enablement strategy Achieve a win rate of 49% on average,which is 12% higher than those without an enablement strategy. 
658. Hit their quotas 35% more oftenthan those without a formal sales enablement strategy. 
659. Experience 15% less turnoverthan those that approach sales enablement as one. 
660. But while 61% of organizations employ some type of sales enablement program, only 34.4% feel it meets their expectations. 
661. That number has only improved by a small margin, about 3%, over the past few years. 
662. 52% of sales organizations who have a specific sales enablement function claim overall sales training effectiveness 29% higher than those who don’t. 
663. Here’s what the data show 36% higher customer retentionratesand. 
664. Over75% of companiesthat use a sales enablement toolsaw a sales increase over twelve months. 
665. 40% of those organizations reported growth over 25%. 
666. 74% of high performing organizations 59% of companieswith established sales enablementfunctions surpassed revenue targets, and 72% of those exceeded them by 25% or more. 
667. 47% of salespeople 57% of businessessay high quality contentis their top driver of sales. 
668. 60% of quality sales contentgoes unused, without a good process for distribution. 
669. Just 20% of sales reps use contentduring a sales conversation, yet, a buyer usually requires touching more thanfive pieces of contentbefore making a purchase. 
670. Employee turnover is expensiveThe average economic cost of turning over a highly skilled job is overtwo times the salaryof that role.20% of staff turnovertakes place in the first 45 days of employment. 
671. 84% of sales repscan achieve quotaswhen their employer engages the best sales enablement strategies available. 
672. 59% of companiessurpassed yearly revenuetargets as a result of a well defined sales enablement strategy. 
673. The use of AI is forecasted to grow 139% by 2022as top sales teams useAI to create effective customer experiences. 
674. 86% of sales managers believe the use ofThe opportunity to usedigital tools improves job. 
675. 84% of businesses say their industry has gotten more competitive in recent years. 
676. 53% of businesses say the majority of their sales deals are competitive. 
677. In 2019 and in 2020, 49% of businesses said the majority of their sales deals were competitive. 
678. This figure has now increased by 8% to its current level of 53%. 
679. Nowhere is this jump more pronounced than amongst small enterprises — 57% of these businesses say the majority of their deals are competitive. 
680. 88% of businesses conduct win/loss analysis. 
681. Thankfully, the vast majority of businesses have internalized this logic, as 88% say they conduct win/loss analysis. 
682. 96% of competitive intelligence pros say sales is an important stakeholder audience. 
683. In fact, 54% of CI pros say sales is a very important stakeholder audience. 
684. 45% of competitive intelligence pros create sales slide decks. 
685. 35% of competitive intelligence pros create battlecards. 
686. Amongst businesses that use battlecards, 47% say they maintain more than 50. 
687. Amongst businesses that use battlecards, 71% say they’ve improved their win rates as a result. 
688. 33% of businesses say the improvement exceeds 50%, 66% say it exceeds 30%, and 93% say it exceeds 20%. 
689. Sales teams not using Sales Enablement platforms lost $1M or more in revenue, and 28% reported a loss of 100 or more sales deals, in 2017
690. Sales reps only spend 37% of their time selling
691. 45% of sales reps cite administrative tasks as the #1 reason they are can spend such little time selling.
692. 67% of B2B content created will never be used.
693. 58% of deals in the sales pipeline will stall.
694. 95% of buyers chose a solution provider that “provided them with ample content to help navigate through each stage of the buying process”.
695. 68% percent of firms with 1,000 4,999 employees, and 49% of firms with 10,000.
696. Only 34% of companies who have implemented Sales Enablement indicate that the majority, or all, of their Sales Enablement goals are being met.
697. 58% of Sales Enablement platform users consider the Sales Enablement platform to be very or extremely important to sales success .
698. Over 75% of companies using sales enablement tools indicated that sales increased over the past 12 months, with nearly 40% reporting growth of more than 25%. 
699. And to elaborate further on this, keep in mind that of those who implemented tools like HubSpot for sales enablement, 23% reported conversion rate increases of at least 20%. 
700. Searches for “Sales Enablement” on Google increase by 51.2% year over year. 
701. Companies with a sales enablement team are 52% more likely to have a sales process that’s tightly aligned with the buyer’s journey. 
702. 58% of pipeline stalls because reps are unable to add value. 
703. 59% of companies that surpassed revenue targets and 72% that exceeded them by 25% or more – have defined sales enablement functions, compared to only 30% of underperforming organizations. 
704. Nearly 50 percent of sales reps only make one follow up call before giving up. 
705. Salespeople who continuously train bring in 50 percent more sales than those who don’t. 
706. A whopping 91 percent of customers say they would be willing to give referrals for companies and products they are happy with, but only 11 percent of salespeople ask for them!. 
707. “The New Industrial Future Proofing European Manufacturing Sales in the 21st Century” by Miller Heiman Group found that just 32% of buyers feeling like sellers exceed their expectations. 
708. In the “State of the Connected Customer 2018,” Salesforce reported that 80% of customers say the experience a company provides is as important as its products and services. 
709. It also found that 67% of customers are willing to pay more for a great experience. 
710. In the same Salesforce report , 67% of customers in North America say their standard for good experiences are higher than ever. 
711. According to the 2018 “Sales Enablement Report” by CSO Insights , the percentage of salespeople achieving quota improved by 10.6%, which is an improvement of 22.7%. 
712. same report also stated that buyers were more than twice as likely (61.8%). 
713. “The New Sales Imperative” from CEB via HBR revealed that 86% of sales professionals agree helping the customer consider all possible options and alternatives is important. 
714. Spotio found that 65% of employees believe the quality of training and learning opportunities positively influences their engagement. 
715. According to the 2018 Sales Talent Study , the top 20% of reps account for 53.6% of total company revenue. 
716. That study went on to show that 22.6% of organizations claimed hiring as an organizational strength, and that organizations with strong onboarding programs helped new hires reach full productivity 17.9% faster than those with weaker practices. 
717. Like just 17% of salespeople think they’re pushy compared to 50% of prospects. 
718. And along similar lines, only 3% of buyers trust reps. 
719. More than 40% of salespeople say this is the most challenging part of the sales process, followed by closing (36%) and qualifying (22%). 
720. 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. 
721. 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. 
722. 60% want to connect with sales during the consideration stage, after they’ve researched the options and come up with a short list. 
723. 20% want to talk during the decision stage, once they’re decided which product to buy. 
724. Only 24% of sales emails are opened. 
725. At least 50% of your prospects are not a good fit for what you sell. 
726. 10.77.3% of respondents said their company provides at least one quarter of their leads. 
727. 60% of customers say no four times before saying yes whereas 48% of salespeople never even make a single follow up attempt. 
728. 80% of sales require 5 followup calls whereas 44% of salespeople give up after one follow. 
729. 35 50% of sales go to the vendor that responds first. 
730. 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. 
731. 70% of salespeople stop at one email. 
732. Yet if you send more emails, you’ve got a 25% chance to hear back. 
733. 42% of people would be encouraged to make a purchase if the sales rep called back at an agreed. 
734. 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. 
735. 41.2% of salespeople said their phone is the most effective sales tool at their disposal. 
736. 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. 
737. The use of collaborative words had a positive impact on the calls and using “we” instead of “I” increased success rates by 35%. 
738. 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. 
739. 63% of Sales Leaders believe that virtual meetings are just as or more effective than in. 
740. 65% of salespeople who use social selling fill their pipeline, compared to 47% of reps who do not. 
741. Using social selling tools can increase win rates and deal size by 5% and 35%, respectively. 
742. 44% looked to their manager, 35% to team training resources, and 24% to media. 
743. Only 7% of top performers report pitching, while 19% of non top performers pitch their offering. 
744. 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. 
745. Provide relevant information (61%) Respond in a timely manner (51%). 
746. The biggest challenges today’s salespeople face Establishing urgency (42%) Getting in touch with prospects (37%). 
747. A survey by sales strategist, Marc Wayshak, found that 41.2% of respondents said the phone is the most effective sales tool. 
748. Only 24.3% of salespeople exceeded their quota last year. 
749. About 47% of top performers ask for referrals consistently, versus only 26% of non. 
750. 40.92% of consumers trust referrals from people they know. 
751. When referred by other customers, people have a 37% higher retention rate. 
752. B2B companies with referrals experience a70% higher conversion rate. 
753. Referred customers’ lifetime value is 16% higher than that of non. 
754. Referral leads have a30% higher conversion rate than leads from any other channel. 
755. Referrals account for 65% of companies’ new deals. 
756. Only 39% of salespeople intended to go into sales. 
757. According to CSO Insights, just 33% of inside sales rep time is spent actively selling. 
758. When both the message and subject line are personalized, emails have an average open rate of 5.9%and a click rate of .2%. 
759. The number of types of tools used consistently among the majority of respondents went up by 300%. 
760. 94% of surveyed employers report that company productivity has been the same (67%) or higher (27%). 
761. 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. 
762. According to Upwork, 41.8% of the American workforce continues to work remotely. 
763. Although an estimated 26.7% will still be working from home through 2021, 36.2 million Americans (22% of the workforce). 
764. In the 2018 “Sales Enablement Report” by CSO Insights , the percentage of salespeople achieving quota improved by 10.6%, which is an improvement of 22.7%. 
765. In the same report, only 34.1% of organizations effectively tailor their content to their target industries. 
766. Sales reps only spend 37% of their time on revenue. 
767. Forrester , 90% of B2B sellers don’t use sales material because it is irrelevant, outdated, and difficult to customize. 
768. 65% of reps report that they’re unable to locate meaningful content to send to their prospects, which makes this the most common complaint that sales teams have in the United States. 
769. 55% of C Suite executives say that sales enablement solutions are the top technology investment necessary to boost sales productivity. 
770. Companies that execute the best practices for sales enablement that are ranked as bestin class as a strategy experience an almost 14% increase in their annual contract values and overall deal size. 
771. 84% of sales reps achieve their quotas when their employer incorporates a bestin class sales enablement strategy. 
772. And 90% of B2B sellers don’t use the given sales materials because it is irrelevant, outdated, and difficult to customize to prospects. 
773. SoloFire Platform Annual Licenses 35% SoloFire Platform Annual Licenses. 
774. The Stat Firms that were “laggards” in adopting sales technology saw their sales goal achievement drop 12% from last year. 
775. The Stat 43% of companies made a moderateto high investment in sales learning and development technology. 
776. The Stat On average, firms that use technology effectively were 57% more effective at sales training and development than ineffective technology users. 
777. The Stat Companies with a dedicated sales enablement function improved their sales training effectiveness by 29%. 
778. In addition, 60% of sales forces are understaffed, and turnover is too high in nearly half of them (48%). 
779. However, most companies (62%). 
780. 77% of sales leaders say their digital transformation has accelerated since 2019.LinkedIn, 2020 97% of salespeople say sales technology is “important” or “very important.”LinkedIn. 
781. , 2020 79% of successful salespeople were happy with the tools and tech available to them for their sales work, as opposed to 61% of non. 
782. A majority of high performing sales organizations (57%). 
783. Salesforce, 2020 Sales leaders with high performing sales teams are 6.7 times more likely to say they’re completely capable of adapting to new technology. 
784. Sales Enablement Pros, 2020 85% of sales professionals agree that sales ops is becoming increasingly strategic. 
785. Salesforce, 2020 65% of sales leaders who outperformed revenue targets have a dedicated sales enablement person or team. 
786. HubSpot, 2020 Sales enablement teams that effectively utilize tools for sales content or sales asset management experience win rate improvements of 4 percentage points. 
787. 63% of reps log more details about customer interactions than they did in 2019.Salesforce, 2020. 
788. When seeking customer insights, 64% of reps say “knowing how to access the information” is a challenge. 
789. Salesforce, 2020 About half (45%). 
790. Salesforce, 2020 40% of sales teams are automating content delivery. 
791. HubSpot, 2020 20% of reps identified ineffective sales content as a top 3 sales challenge. 
792. –Aberdeen, 2015 30 60% of CRM projects fail. 
793. BIGGER SALES Companies with bestin class sales enablement strategies experience 13.7% annual increase in deal size or contract value. 
794. –Sirius Decisions, 2015 MORE LEADS Marketing teams with high visibility into content utilization see 33% more leads accepted by Sales. 
795. –Aberdeen, 2015 MORE QUOTAS NAILED 84% of reps achieve quota at companies with bestin class sales enablement strategies. 
796. A majority (64.5%). 
797. Companies with a sales enablement team are 52% more likely to have a sales process that’s tightly aligned with the buyer’s journey. 
798. Conversely, those without a sales enablement team are 67% more likely to have a sales process that’s only lightly aligned. 
799. More than 75% of respondents from companies using sales enablement tools reported that their company’s sales had increased over the past 12 months. 
800. Of these same respondents, nearly 35% reported sales increases greater than 25%. 
801. Sales conversion rates across industries only have an average of 2.46%–3.26%. 
802. Digital selling has now become a trend with 77% of sales professionals conducting more video meetings. 
803. The rest of their day is allocated to writing emails (21%), entering data (17%), researching leads (17%), team meetings (12%), scheduling calls (12%), training (11%), and reading up on industry reports (11%). 
804. 70% of US based sales managers agreed that managers’ capability to adapt to change is more important now compared to five years ago. 
805. The top 3 sales enablement priorities are optimizing value messaging (55.5%), optimizing sales processes (35.5%), and optimizing sales coaching (32.9%). 
806. Among the top selling challenges for 2020 include “building a case for change” (22%), customers comparing their options (21%), and securing appointments (14%). 
807. 71% of consumers expect to hear from sales reps early in the buying process. 
808. Majority of sales agents (66.7%). 
809. 40% of sales agents say that getting a response from prospects is much harder now than 3 years ago. 
810. The biggest issues with prospecting are setting up appointments (14%), consistent cadence of contact across channels (13%), reaching the right stakeholder (12%), creating targeted strategies (12%), and lead qualification (10%). 
811. You can increase the chances of sales success by 74% if you ask a minimum of 11 questions during the initial call. 
812. Trustworthiness (47%) and responsiveness (44%). 
813. 56% of respondents claim that they are using data to select targets or prospects. 
814. 49% of sales professionals use data to select the best industries to target. 
815. 77% of sales professionals conduct virtual meetings; 57% use their phone more; while 51% use emails to respond to customers. 
816. Over 50% of successful sales teams have a 12 month view of their plans while 10% map out the next three years. 
817. 46% of buyers agree that “active listening” is the number one skill they expect from sales professionals; meanwhile, managers rank “active listening” as the seventh skill they look for in an applicant. 
818. 84% of consumers cite good customer service as one of the key factors when buying from a brand. 
819. Companies with an effective VoC program can experience a 55% increase in customer retention. 
820. 64% of shoppers are generally ok with vendors saving their purchase history and personal preferences for personalization purposes. 
821. 62% of shoppers are more scared of their information being compromised now than they were two years ago. 
822. 56% of consumers prefer to buy from companies that consistently release new products and services based on their needs and new technology. 
823. 41.2% of sales reps say that their phone is the most effective tool for performing their jobs. 
824. Only 28% of sales agents find cold calling effective. 
825. Sales representatives spend 15% of the time leaving voicemails rather than talking with prospects. 
826. Sales representatives who call six times can increase their contact rate by 70%. 
827. More than half of consumers (58%). 
828. Meanwhile, others want to know how the product works (54%), understand what the company is trying to achieve (47%), how similar organizations use the product (44%), and why they should purchase (37%). 
829. Only 23.9% of the emails sent for sales purposes are opened by consumers. 
830. A majority of sales professionals (95%). 
831. Personalizing emails can increase open rates by 26%. 
832. 78% of sellers who use social media outsell other sellers who do not. 
833. Leaders of social selling have 51% more chance to hit their quota. 
834. 31% of B2B sales professionals believe that they are able to nurture deeper relationships with clients through social selling. 
835. 84% of C level executives turn to social media to make their purchases. 
836. Businesses have a 40% chance to hit their goals if they have consistent social selling processes. 
837. Referrals are the top source of quality leads (33%). 
838. Almost half of top sales reps (47%). 
839. 84% of B2B sales transactions begin with a referral. 
840. 83% of consumers would refer products and services after a satisfactory sales experience. 
841. However, only 29% do so because the salespeople don’t ask them to. 
842. A properly implemented CRM system can give you an ROI of 245%. 
843. 65% of sales professionals use CRM tools. 
844. 44% of small businesses and 33% of mediumsized businesses use cloud. 
845. 50% of sales teams that utilize CRM have improved their productivity. 
846. A 5% increase in customer retention can improve profits by up to 90%. 
847. For 80% of sales conversions, sales agents follow up on prospects 5 times before closing the deal. 
848. Companies that close 30% of sales qualified leads are considered profitable. 
849. The most challenging aspects of closing a deal include competing with lowcost providers (31%), positioning value propositions (17%). 
850. Using the phrase “let me show you how” repeatedly during a call can decrease close rates by 13%. 
851. If you use it 4+ times in one sales call, you’ll hurt close rates 14%. 
852. Using the term “free trial” can lower close rates by 5%. 
853. 88% of buyers agreed that the sales representatives they purchased products or services from are trustworthy. 
854. Consumers say sales representatives can improve their experience by listening to their needs (69%), not being pushy (61%), and by providing relevant information about their products (61%). 
855. Meanwhile, there are those that say they should respond in a more timely manner (51%), provide options beyond their initial offers (49%), show genuine care for the success of their business (45%), and detail how their products can help them succeed (37%). 
856. Salespeople who are successful at closing deals are 10x more likely to leverage collaborative words during conversations. 
857. 58% of sales teams said that they will increase the size of their workforce in the next year. 
858. The estimated ROI of investing in employee training ranges from 4% to 353%. 
859. Teams that invest in technology for sales training and development are 57% more effective than teams that don’t. 
860. Only 24% of agents have a degree in business. 
861. 51% of sales professionals state that their companies use data to assess their sales performance. 
862. 61% of companies have a dedicated sales enablement function. 
863. Companies that have dedicated sales enablement have a 52.1% win rate, whereas those without only have 45.5%. 
864. 59% of organizations that exceeded their revenue targets say they have a defined sales enablement system. 
865. The primary sales enablement efforts of companies are training services (68.1%), sales tools (58.5%), content services (52%), coaching (50.9%), and sales process improvements (49.6%). 
866. There are also those that onboard new hires (46.3%), invest in enablement tech (37.3%), focus on proposal development (22.9%), and put emphasis on competitive analysis (17.7%). 
867. 61% of organizations have embraced sales enablement in 2019. 
868. Sales enablement has helped organizations win forecasted deals with a 49% win rate. 
869. Only 17.6% of sales personnel enjoy their job. 
870. 26% of sales agents believe that their training is insufficient or ineffective. 
871. Only 19% of sales managers value experience when hiring a sales representative; meanwhile, 25% of buyers value experience more. 
872. Companies that use lead scoring algorithms have experienced up to a 20% improvement in conversion rates. 
873. 47% of sales professionals claim that they use technology in sales at least once a day. 
874. More than 52% of respondents said they planned to use more sales technology in 2020. 
875. 74% of sales professionals who use an intelligence tool state that it plays a critical role in closing deals. 
876. Currently, only 37% of companies have enabled their sales teams to focus more on selling by reducing their administrative tasks with the help of technology. 
877. 27% of sales professionals waste more than an hour per day on data entry. 
878. 65% of sales managers say that the biggest challenge for them is the lack of time and resources to perform their job. 
879. Companies that don’t utilize sales technologies have experienced a 12% decrease in their sales goal achievement rate. 
880. 72% of shoppers prefer doing business with innovative companies. 
881. 44% of sales professionals expect the buyers to be less responsive to sales outreach during the pandemic. 
882. 55% of sales professionals expect their sales pipeline to decrease. 
883. 60% of sales professionals expect that they will struggle in hitting their quotas due to the decrease in closing deals. 
884. 40% of sales professionals opt for warm outreach compared to 39% who lean more toward cold outreach in the midst of the pandemic. 
885. Due to the pandemic, 81% of B2B buyers were worried about a recession in 2020, which was alleviated by 92% of salespeople stating that they would help B2B buyers navigate through the crisis. 
886. Mobile CRM Market is Expected to Grow at an Approximate CAGR of 13% Over 2019 to 2029 –. 
887. These Are The Worst 13 Words To Use During Sales Calls, According To New Data. 
888. According to G2, here are a couple key sales enablement benefits that should help you understand why is sales enablement important. 
889. Put in the time to get the benefits Dave Kurlan shared that sales managers who devote at least 50% of their time to coaching have salespeople who score 13% better in Qualifying and 24% better in closing than the salespeople whose sales managers rarely coach. 

Sales Coaching Market Statistics

890. As few as 21% of companies report having their social selling strategy formally aligned with marketing social strategy. 
891. A total of 47% of companies have aligned sales and marketing teams that often work together for better results. 
892. According to sales market research data, 79% of consumers prefer interacting with salespeople who are trusted advisors that can add value to their business instead of sales reps who are only there to sell products and services. 
893. The global CRM software market is predicted to reach $35 billion by 2023 at a CAGR of 6%. 
894. 84% of consumers trust recommendations from people they know, which makes referrals the most effective form of marketing. 
895. The United States is the biggest contractor with a 84.2% share in the global market, while the United Kingdom has 5.2% contribution. 
896. IT services (37%) digital marketing (34%) development (28%) human resources (24%) customer support (24%). 
897. Sales and marketing alignment can help your company become 67% better at closing deals. 
898. 76% of content marketers forget about sales enablement in their marketing efforts. 
899. Sales teams who work closely with marketing see 41% greater growth in reaching their quotas. 
900. 28% of media and marketing salespersons don’t have easy and direct access to their own sales collateral. 
901. Also, from Statista, 79% drive sales from events. 
902. Hubspot notes that 65% of brands that use experiential marketing see aboost in sales. 
903. And, according to the 2018 B2B Content Marketing Report, companies spend, on average, 26% of their marketing budget on content (with the most successful spending more than 40%). 
904. Hubspot reported 208% higher marketing revenue for well aligned sales and marketing teams. 
905. Aberdeen notes 41% better growth towards quota goals when issues with marketing misalignment are corrected. 
906. Only 21% of companies report having their social selling strategy formally aligned with marketing’s social strategy. 
907. 44% of inside sales pipeline comes from marketing, and inside sales average dials are down 20% yearover. 
908. 79% of marketing leads never convert into sales. 
909. 65% of B2B marketers have not established lead nurturing. 
910. Businesses using marketing automation to nurture prospects experience a 451% increase in qualified leads. 
911. 51% of email marketers say email list segmentation is the most effective way to personalize lead nurturing. 
912. 61% of B2B marketers send all leads directly to Sales; however, only 27% of those leads will be qualified. 
913. Only 25% of marketing generated leads are typically of a high enough quality to immediately advance to sales. 
914. Only 5% of salespeople said leads they receive from marketing were very high quality. 
915. 46% of marketers reported that inbound marketing gave a higher ROI, while only 12% reported outbound did. 
916. When asked which marketing tactic provides higher quality leads for the sales team, 59% of marketers responded inbound, and 16% reported outbound. 
917. 52% of outbound marketers say their marketing efforts are “ineffective”. 
918. Only 16% of marketers say outbound practices provide the highest quality leads for sales. 

Sales Coaching Software Statistics

919. The global CRM software market is predicted to reach $35 billion by 2023 at a CAGR of 6%. 
920. 91% of businesses with more than 11 employees use CRM software. 

Sales Coaching Adoption Statistics

921. There has been a growth of 113% in the adoption of CRM technology in the sales industry. 
922. Sales enablement has recently surged in popularity, experiencing a 343% increase in adoption over the last 5 years. 

Sales Coaching Latest Statistics

923. What 95% of Sellers Think About Training and Development Companies with dynamic sales coaching programs achieve 28% higher win rates. 
924. Companies that provide quality coaching can reach 7% greater annual revenue growth. 
925. As much at 60% of sales reps say they’re more likely to leave their job if their manager is a poor coach. 
926. Sales reps with 30 minutes or less of sales coaching per week receive win rates of 43%, and those that receive at least 2 hours of coaching per week, have a win rate of 56%. 
927. Sales coaching and mentoring is cited as the most important role that frontline managers play, according to 74% of leading companies. 
928. Companies with a formal coaching process see 91.2% of overall quota attainment, as compared to 84.7% quota attainment for companies with an informal coaching process. 
929. Forecast deals win rate for companies whose managers spent more time on coaching than selling is 8.2% higher, and overall revenue attainment is 5.2% higher. 
930. 65% of sales leaders that outperformed against revenue targets have a dedicated sales enablement person or team. 
931. 61% of over performing leaders use their CRM to automate parts of their sales process, vs. 46% of underperforming leaders. 
932. 64% of sales leaders who invested in remote selling met or exceeded revenue targets this year. 
933. Inclusive organizations report 28% higher revenue, 2x net income, and 30% better economic performance on profit margin. 
934. Sales leaders who did not invest in remote selling fell behind — 50% of this subgroup did not hit their sales targets this year. 
935. After a significant dip in March 2020, American businesses experienced a 45% increase in deals won in September 2020. 
936. 70% of sales managers say a manager’s ability to navigate change is more important now than it was five years ago. 
937. 43% of sales leaders believe customer satisfaction is the top insight for measuring sales performance. 
938. According to LinkedIn, 60% of sales leaders anticipate their team won’t be able to hit quota by year end. 
939. 51% of sales leaders rely on data to measure sales rep performance. 
940. Only 9% of sales leaders have conducted business as usual without adjusting their sales strategy since the beginning of the COVID. 
941. In 2021, 68% of sales leaders plan to implement a hybrid or fully remote sales model. 
942. 63% of sales leaders believe virtual meetings are as effective as in. 
943. When moving to the next deal stage, 72% of highperforming sales leaders find virtual meetings to be more effective than faceto. 
944. 90% of sales leaders say sales technology is important or very important, and over half of sales leaders plan to spend more resources on sales technology in the future. 
945. 58% of sales managers say they have a hard time completing their work tasks in the time given. 
946. 52% of sales managers have to work around their organization’s processes to complete their work tasks, negatively impacting their quota attainment by 18%. 
947. 44% of sales executives believe their organization doesn’t manage sales processes effectively. 
948. 27% of companies don’t have an onboarding process for salespeople. 
949. Of new reps that did go through an onboarding program, only 26% said their training was effective. 
950. In the U.S., job opportunities for sales managers are expected to grow by 4% through 2029. 
951. Per research conducted by The Brooks Group, only 31% of sales managers had strong confidence in their sales team’s ability to meet key business objectives. 
952. 74% of sales managers oversee their own sales accounts in addition to managing their teams. 
953. 65% of sales leaders find behavioral interview questions effective when hiring sales talent. 
954. Selling skills is the number one area of focus for 38% of sales managers when coaching their reps. 30. 
955. 45% of managers say they spend 30 60 minutes individually coaching sales reps each week. 
956. 23% of sales managers spend less than 30 minutes individually coaching their direct reports each week. 
957. CSuite leaders from buying companies are 2.2 times more likely to participate in sales calls than C Suite leaders from sales teams. 
958. By 2025, 60% of B2B sales organizations will move from experiencebased selling to data. 
959. 57% of B2B sales leaders plan to invest more in AI and automation tools in 2021. 
960. According to LinkedIn, 1 in 5 B2B decision makers change roles annually. 
961. Companies with dynamic coaching programs achieve 28% higher win rates. 
962. BrainShark Firms that provide an optimal amount of coaching realize 16.7% greater annual revenue growth. 
963. Sales Management Association Companies that provide quality coaching can reach 7% greater annual revenue growth. 
964. Business2Community 75% of sales organizations waste resources due to random and informal coaching approaches. 
965. CSO Insights 2016 Sales Enablement Study 60% of sales reps say they’re more likely to leave their job if their manager is a poor coach. 
966. Zenger Folkman Companies with a formal training process reach 91.2% of sales quota. 
967. Hoopla Without followup, salespeople will lose 80 90 percent of what they learned in training within a month. 
968. – Sales Alliance Approximately 50% of the learned content is not retained within 5 weeks. 
969. Within 90 days, 84% of what was initially learned is lost. 
970. Training Industry Training + Coaching led to an increase of 88% in productivity, vs. 23% from training alone. 
971. The Bridge Group Less than half of companies provide posttraining reinforcement, but organizations who use posttraining reinforcement see 34% more first year sales reps achieve quota. 
972. – Aberdeen Group Over 47 percent of sales managers spend less than 30 min a week coaching reps on skills and behaviors. 
973. The top 20% of sales coaches have teams that produce an average of $4.1M additional revenue. 
974. EcSell Institute More than 60% of salespeople are more likely to leave their job if their manager is a poor coach. 
975. BrainShark Firms where salespeople use the company’s methodology and get consistent coaching see 73% quota attainment. 
976. CSO Insights 90%+ will transfer new skills into practice as a result of theory, demonstration, practice, feedback and on. 
977. Pete Stuckey, Training and Consultancy Only 19% of salespeople, or 1 in 5, receive customized coaching personalized to their unique needs. 
978. SalesFuel Sales representatives receiving at least three hours of coaching per month exceed their selling goals by 7%, increase revenue by 25%, and increase close rate by 70%!. 
979. Aberdeen Group Sales managers who devote at least 50% of their time to coaching have salespeople who score 13% better in qualifying and 24% better in closing than the salespeople whose sales managers rarely coach. 
980. On average, 84 percent of sales training content is lost after 90 days. 
981. 74 percent of leading companies cite sales coaching and mentoring of sales reps as the most important role frontline sales managers play. 
982. Effective sales coaching can drastically win rates – in some companies, by as much as 25 percent. 
983. Overall quota attainment for a company with an informal coaching process is 84.7 percent. 
984. But companies with a formal coaching process see 91.2 percent of overall quota attainment. 
985. Companies with reps who receive less than 30 minutes of coaching a week have a win rate of 43 percent. 
986. But companies where reps are coached more than 2 hours a week have a win rate of 56 percent. 
987. The win rate for forecast deals is 8.2 percent higher for companies whose managers spent more time on coaching than selling, and overall revenue attainment is 5.2 percent higher. 
988. A 5% shift in productivity across the core (middle 60%). 
989. A formal or even dynamic coaching process helps more salespeople achieve their quota (by 10%). 
990. Almost 75% of sales organizations waste resources due to random and informal coaching approaches, and only about one quarter leverage the huge performance potential of formal and dynamic coaching. 
991. Did you know that sales conversions peak at 3.46%?. 
992. Or that 61% of sales professionals think that selling is harder nowadays than it was five years ago?. 
993. Unsurprisingly, the top sales priorities for businesses around the world include closing more deals (75%) improving sales funnel efficiency (48%) cutting down sales cycles (32%). 
994. Across industries, sales conversions stand at only 2.46%. 
995. 52.8% meet with prospects faceto face, while 47.2% work from an office. 
996. They dedicate the rest of their time to writing emails (21%) entering data (17%) lead research(17%) team meetings (12%) call scheduling (12%) training (11%) reading industry reports (11%). 
997. Over 50% of sellers missed their quota in 2018. 
998. As much as 61% of salespeople agree that selling is more difficult or much more difficult than 5 years ago. 
999. A whopping 90% of buyers are ready to engage sales professionals early in the buying process. 
1000. In the past 12 months, 80% of companies have introduced a new product or service. 
1001. As much as 81% of sales teams don’t audit sales processes on a regular basis. 
1002. 20% of sales teams don’t have the necessary resources that could help them to reinforce their workflow. 
1003. 28% of sellers claim that cold calling is more than effective. 
1004. In 2018 and 2019, 69% of buyers have accepted calls from new providers. 
1005. The phone is the most effective sales tool for 41.2% of sales reps. 
1006. In addition, if you make a call at 8 am, you are more likely to get a positive response. 
1007. As you may have predicted, the worst time to make a call is on Friday between 1 pm and 3 pm. 
1008. SDRs spend as much as 15% of their time leaving voicemails. 
1009. 58% of consumers are already interested in discussing pricing during the first call. 
1010. 54% want to know how the product works, 47% understand what the business is trying to achieve, while 44% realize how similar companies use the product and 37% are clear about why they should make a purchase. 
1011. These words increase success rates by 35% and include we, us, together,andour. 
1012. show you how– decreases close rates by 13% if you use it more than 4 times during one call. 
1013. your company’s name– harms close rates by 14% when you use it more than four times during a single call discount– drops close rates by as much as 17%. 
1014. Instead of asking Did I catch you at a bad time?(which decreases your chances of booking a meeting by 40%). 
1015. Successful SDRs talk for 54% of the call, while lower performing ones spend only 42% of the call speaking. 
1016. Only 23.9% of sales emailware actually opened by recipients. 
1017. As much as 95% of sales experts think that bulk emails have little to no effect. 
1018. On the other hand, personalized emails can increase open rates by as much as 26%. 
1019. Similarly, if you personalize your sales emails, its click through rate will increase by 14% and its chances of ending in a conversion rise by 10%. 
1020. A whopping 80% of prospects prefer to be contacted via email. 
1021. Needless to say, you should avoid using all caps in your subject lines since this can hurt your response rates by as much as 30%. 
1022. If your subject line includes the recipient’s first name, unique open rates go up by 29.3% regardless of the industry. 
1023. It may sound funny, but emails written at a third grade reading level have a 53% response rate (36% higher than the ones written in more complex language). 
1024. If an email contains 1 to 3 questions, it is 50% more likely to get a reply. 
1025. Somewhere near 5% of the total U.S. population works in sales. 
1026. Additionally, only 8% of SDRs remain in the role for more than 3 years. 
1027. A whopping 84% of sales leaders today do not actually believe they have the team to make great results and achieve success. 
1028. A total of 58% of sales teams claimed that they plan to increase the size of their workforce in the following year. 
1029. Teams willing to invest in technology for sales training and development are 57% more effective than their rivals that have no intention of making such investments. 
1030. As few as 24% of all sales agents possess a degree in business. 
1031. A total of 17% of salespeople never attended college. 
1032. As few as 39% of salespeople had the intention to work in sales. 
1033. The ROI for sales training stands at 353%. 
1034. 26% of sales representatives claim that their sales training has little to no effect. 
1035. More than a quarter (27%). 
1036. Voluntary turnover rates increased from 7.9% to 14.2% for companies with sales onboarding programs that need a major redesign. 
1037. There was an improvement of 29% in sales training effectiveness for companies with a dedicated sales enablement function. 
1038. Almost 75% of sales kickoff attendees claim their company’s sales kickoff doesn’t merit an A grade, while 29% rate it a C or below. 
1039. A company can improve win rates by as much as 29% with effective sales coaching. 
1040. A whopping 60% of companies take a random or informal approach to sales coaching. 
1041. A total of 79% of business buyers claim that it is of the utmost importance to interact with a salesperson who is a trusted advisor. 
1042. Companies that provide decent sales coaching increased revenue by 8.4% yearover year, which is a 95% improvement over companies that do not provide this kind of coaching. 
1043. Only about 15% of sales managers think their companies provide a good amount of sales coaching. 
1044. 69% of salespeople claim they are self taught social sellers and have absolutely no training program in place. 
1045. Sales representatives that incorporate social media into their sales process exceed quota 23% more often than their rivals who do not believe in the power of social media. 
1046. More than 50% of companies take more than five business days to respond to new leads. 
1047. A whopping 80% of sales calls go to voicemail and 90% of first time voicemails are never returned. 
1048. A grand total of 93% of converted leads are contacted by the 6th call attempt. 
1049. The best channels for sales are telephone (36%) email (30%) LinkedIn (12%). 
1050. Facebook (7%). 
1051. 54% of companies implemented new sales methodologies in 2018, while 75% of companies refocused their sales strategies instead. 
1052. 57% of consumers make a decision to do business with a certain company out of one important reason – good customer service. 
1053. 84% of vendors think that VoC analytics plays a significant role in forming sales strategies. 
1054. Hence, 59% are planning on investing in it before the end of 2019. 
1055. 64% of customers are fine with vendors saving their purchase history and personal preferences for personalization purposes. 
1056. 62% of customers are more scared of their information being compromised now than it was the case 2 years ago. 
1057. 59% of customers claim that companies should invest in sophisticated digital experiences to enhance business. 
1058. As much as 71% of consumers expect to hear from sales representatives early in the buying process. 
1059. At least 50% of initial prospects have no use for the products and services your company is offering. 
1060. About 66% of sales reps have only reached out to 250 or fewer prospects within a year. 
1061. According to 40% of sales agents, it is more difficult to obtain a response from prospects now than what the case was three years ago. 
1062. The hardest parts of prospecting are setting up appointments (14%). 
1063. the consistent cadence of contact across channels (13%) reaching the right stakeholder (12%) creating targeted strategies (12%) lead qualification (10%). 
1064. If you ask a minimum of 11 questions during the initial call, you could increase the odds of closing a deal by 74%. 
1065. Prospects are likely to talk to salespeople if they need the product or service offered (75%), if they have a budget for the product or service (64%), or if the sales agent can provide them with something of value (63%). 
1066. If you successfully implement a CRM system, you could get an ROI of 245%. 
1067. CRM statistics show that 91% of companies in North America utilize CRM systems. 
1068. 57% of sales experts spend 3 to over 10 hours per week using CRM tools. 
1069. When they have mobile access to CRM, 24% more sales experts meet their annual quotas. 
1070. The most difficult parts of closing a deal include competing with lowcost providers (31%), positioning value propositions (17%). 
1071. If you use the termfree trial, you can actually lower close rates by 5%. 
1072. Repeating your company’s name more than four times in a single sales call can decrease your chances of closing a sale by 14%. 
1073. The phraselet me show you howcan decrease close rates by 13% if repeated multiple times during a single call. 
1074. They also spend 21% of their day writing emails. 
1075. 50% of sales time is spent on unproductive prospecting. 
1076. 49% of companies have little to no means to measure sales productivity. 
1077. A whopping 79% of sales executives claim that a leading driver of hitting new targets is improving the productivity of existing sales agents. 
1078. 84% of consumers embark on their buying process from a referral. 
1079. 90% of total buying decisions depend on peer recommendations. 
1080. 92% of consumers place their faith in product/service referrals from individuals they know. 
1081. 83% of customers happily give a referral following a positive experience. 
1082. But, only 29% actually do since salespeople usually don’t ask for it. 
1083. 61% of buyers have recommended local businesses to an acquaintance. 
1084. Millennials are 3 times more likely to seek advice from social channels before a purchase than baby boomers. 
1085. It is estimated that about 300,000 jobs are outsourced each year by U.S. companies. 
1086. The main reasons for this are the low cost and high English proficiency of workers living in this country (95%). 
1087. 78% of businesses say that they are satisfied with their outsourcing relationship with other companies. 
1088. In addition, these are the business functions that are most commonly outsourced by small enterprises accounting (37%). 
1089. Some 45% of salespeople say they’ve received less coaching than usual or no coaching since moving to remote work, according to recent research from ringDNA. 
1090. Some 23% of sales reps say they’ve received less coaching since moving to remote work, 16% say they’ve received much less coaching, and 7% say they’ve received no coaching at all. 
1091. Some 19% of respondents say scheduled sales coaching sessions happen only some of the time, and 19% say scheduled sales coaching sessions do not happen often. 
1092. Spotio Searches for “Sales Enablement” on Google increase by 51.2% year over year. 
1093. ’s presence correlates with a 31% improvement in supporting changes in sales messaging and a 15% improvement in improving low. 
1094. Organizations with sales enablement achieve a 49% win rate on forecasted deals, compared to 42.5% for those without. 
1095. 77.1% of companies with a sales force exceeding 500 people have dedicated sales enablement in place, compared to 39.3% of companies with 25 or fewer. 
1096. Organizations see a significant impact on sales as a result of sales enablement; 76% of organizations see an increase in sales between 6% to 20%. 
1097. 26% of reps say their sales training is ineffective. 
1098. Only 35% of sales teams track the effectiveness of their content. 
1099. 84% of sales executives cited content search and utilization as the top productivity improvement area. 
1100. 84% of sales training is forgotten in the first three months. 
1101. Effective sales coaching can improve win rates by as much as 29%. 
1102. If your sales reps don’t feel they are learning and growing in your organization, you’re at risk to lose upwards of 60% of your entire workforce within four years. 
1103. 64% of those who transitioned to remote sales either met or exceeded their revenue targets, compared to 50% of those who didn’t make the transition. 
1104. At 44.9%, “decreasing new salesperson ramp up time to fully productivity” is the most common sales enablement productivity goal. 
1105. 58% of pipeline stalls because reps are unable to add value. 
1106. 55% of C Suite executives say that sales enablement solutions are the top technology investment necessary to boost sales productivity. 
1107. Companies with a sales enablement team are 52% more likely to have a sales process that’s tightly aligned with the buyer’s journey. 
1108. 74% of buyers choose the company that was the first to add value. 
1109. Salesforce 90% of B2B sellers don’t use sales material because it is irrelevant, outdated, and difficult to customize. 
1110. 84% of sales reps achieve their quotas when their employer incorporates a bestin class sales enablement strategy. 
1111. Companies that execute the best practices for sales enablement that are ranked as bestin class as a strategy experience an almost 14% increase in their annual contract values and overall deal size. 
1112. The best sales onboarding programs help new sales hires become productive 3.4 months sooner, on average – a timetoproductivity that’s 37% faster than firms with low. 
1113. According to research 55% of customers will pay more for good customer experience. 
1114. 72% of these people will tell at least 6 friends if they have good customer experiences. 
1115. 13% will tell at least 15 people when they have a negative experience. 
1116. According toStatista, only 7% of consumers prefer TV ads to live events. 
1117. 78% of millennials, according toHarris Group, want to spend money on experiences and events vs. other types of purchases. 
1118. Big Eye Agencynoted that 85% of consumers are more likely to buy from a business after participating in an event or experience, and 70% become repeat customers. 
1119. Marketing Weeknotes that 48% of buyers are more likely to purchase if they can try a product first. 
1120. Per Salesforce, 92% of consumers expect personalized experiences — you are falling behind if you don’t deliver. 
1121. According to Bizzabo, virtual events are working, at least somewhat, with 58% of attendees attending the entire event. 
1122. 16Ventures uses 5 7% as an acceptable annual churn rate. 
1123. According to research from McKinsey, companies that focus on existing customers as much as acquiring new ones, see a median net retention rate of 20%. 
1124. In other words, they grow 20% per year without acquiring any new customers. 
1125. Sales enablement’s presence correlates with a 31% improvement in supporting changes in sales messaging and a 15% improvement in improving low. 
1126. Organizations with sales enablement achieve a 49% win rate on forecasted deals, compared to 42.5% for those without. 
1127. Pick your favorite study and you will see that reps only spend about 33% of their time selling. 
1128. Note that, in an interview with Enablement at Microsoft we found teams spending less than 30% of their time in sales meetings. 
1129. This time, based upon the ROI analysis of our team at The Best Tools, gave us the following typical time spent breakdown for your sales reps 5% of time searching for content. 
1130. 37% of the time performing administrative tasks. 
1131. 33% of time spent on selling. 
1132. Training for High Performance at Accenture calculated the company reaped a 353% return on its learning investment. 
1133. In one Chorus study, nearly 35% of sales leaders indicated that new team members receive little to no sales training. 
1134. 64% of sales leaders are reskilling existing employees to meet changing business needs. 
1135. 62% of companies are using sales training and coaching tools, up from 55% in 2018. 
1136. People lose 80 to 90% of what they learn after one month. 
1137. Harvard Business Review noted, several years ago, that “The real payoff from good coaching lies among the middle 60% — your core performers. 
1138. For this group, the best quality coaching can improve performance up to 19%.”. 
1139. According to Upland Software, 65% of content developed for sales is never used; they can’t find it. 
1140. Hubspot notes that 95% of buyers purchase from the seller, giving them content at every stage of their buying process. 
1141. According to research from PROLIFIQ, 47% of sales enablement teams don’t measure the ROI of their efforts. 
1142. The 55/38/7 communication rule states “55% of communication is body language,. 
1143. 38% is the tone of voice, and 7% is the actual words spoken.”. 
1144. 1 in every 3 sellers will exit your business every year Studies vary, but the seller turnover rate is in the range of 25. 
1145. This article from Harvard Business Review shows 27% in one study, and I’ve seen studies showing 33% and higher. 
1146. More than 50% of sellers missed quota in 2018. 
1147. 61% of salespeople say selling is harder or much harder today than it was 5 years ago. 
1148. At least 50% of your prospects are not a good fit for what you’re selling. 
1149. 90% of buyers are willing to engage salespeople earlier in the buying process. 
1150. More than 50% of companies have implemented a new sales methodology in the last year. 
1151. 69% of buyers have accepted phone calls from new providers in the last 12 months. 
1152. 27% of sellers say cold calling is extremely effective. 
1153. 41% of reps say the phone is their most effective sales tool. 
1154. That equates to roughly 15% of their time. 
1155. 50% of buyers choose the vendor that responds first. 
1156. Yet more than 50% of companies take 5 plus business days to respond to new leads. 
1157. 80% of sales calls go to voicemail, and 90% of first time voicemails are never returned. 
1158. 93% of converted leads are contacted by the 6th call attempt. 
1159. According to 59% of companies, the top barrier to delivering effective sales training is reps not being held accountable for applying skills they’ve learned. 
1160. For every dollar a company invests in training, it receives about $4.53 in return – which is equivalent to a 353% ROI. 
1161. 26% of reps say their sales training is ineffective. 
1162. 27% of companies offer no sales onboarding program. 
1163. Companies with sales onboarding programs that need “major redesign” saw voluntary turnover rates increase from 7.9% to 14.2%. 
1164. Companies with a dedicated sales enablement function improved their sales training effectiveness by 29%. 
1165. Almost 75% of sales kickoff attendees say their company’s SKO doesn’t merit an “A” grade, while 29% rate it a “C” or below. 
1166. Effective sales coaching can improve win rates by as much as 29%. 
1167. Almost 60% of organization take a random or informal approach to sales coaching CSO Insights 25. 
1168. 79% of business buyers say it’s absolutely critical or very important to interact with a salesperson who is a trusted advisor. 
1169. More than 60% of employees reporting to a manager who is not a good coach are thinking about quitting. 
1170. Companies that provide realtime, dealspecific sales coaching increased revenue by 8.4% yearover year – a 95% improvement over companies that don’t provide that level of coaching. 
1171. Just 15% of sales managers believe their companies provide the right amount of sales coaching. 
1172. Only 23.9% of sales emails are opened TOPO 30. 
1173. 80% of buyers say they prefer to be contacted by sellers via email. 
1174. However, only 5% of sellers say sending bulk emails is effective. 
1175. Personalized emails increase click through rates by 14% and conversions by 10%. 
1176. Subject lines that include the recipient’s first name improve unique open rates by 29.3% across all industries MarketingSherpa Social Selling Statistics 33. 
1177. 69% of salespeople say they are “self taught” social sellers and have no active training program in place. 
1178. Reps that incorporate social media into their sales process exceed quota 23% more often. 
1179. Almost 5% of the total U.S. population works in sales. 
1180. Only 8% of SDRs stay in the role for 3. 
1181. 84% of today’s sales leaders don’t think they have the team to succeed CSO Insights. 
1182. According to iPEC, 1.5 million searches are made every month by people and companies looking for life coaches, business coaches, and executive coaches. 
1183. In 2019, the estimated global revenue from coaching was 2.849 billion USD. 
1184. And while facetoface coaching decreased sharply after COVID 19 (by 74%). 
1185. Coaching clients are happy with their results 99% of individuals and companies who hire a coach are “satisfied or very satisfied” and 96% say they would repeat the process. 
1186. 95% of clients rate their coaches as “good” or “excellent.”. 
1187. 68% of individuals who hired coaches were able to make back their investment. 
1188. 86% of companies that could calculate their return on investment said that they at least made back their initial investment. 
1189. 19% indicated an ROI of 50x the investment. 
1190. 28% saw an ROI of 10. 
1191. According to a study, coaching has a 221% ROI. 
1192. 51% of companies with a strong coaching culture report higher revenue than their industry peer group. 
1193. Most clients find their coaches through referrals and word of mouth (46%). 
1194. The majority (73%). 
1195. 14% of coaching clients say that they hire coaches to improve their business management skills. 
1196. 61% of coaching clients say they improved their business management skills thanks to coaching. 
1197. In one study, executive coaching had a 788% ROI thanks to increases in areas like productivity and employee satisfaction. 
1198. 77% of respondents said that coaching had a significant impact on at least one of nine business measurements. 
1199. A reliable ROI for executive coaching has been reported as 500%. 
1200. 75% say that the value of executive and leadership coaching is “considerably greater” or “far greater” than the money and time invested. 
1201. 80% of coachees report increased self. 
1202. 70% of coachees improve work performance, relationships, and communication. 
1203. One third of successful entrepreneurs have turned to a mentor or support group (only 14% of entrepreneurs with failed businesses have done the same). 
1204. 33% of founders who are mentored by successful entrepreneurs go on to become top performers. 
1205. Only 22% of entrepreneurs have mentors when they start their businesses. 
1206. 92% of small business owners agree mentors have a direct impact on their growth and the chances for their businesses to survive. 
1207. 89% of business owners who don’t have a mentor wish they did. 
1208. 30% of business owners who had just one interaction with a mentor reported growth. 
1209. The top three things business owners ask their mentors for help with are human resource issues (61%), growth/business expansion (59%). 
1210. 88% of business owners with a mentor say that having one is invaluable. 
1211. 70% of entrepreneurs who receive mentoring survive 5 years or longer. 
1212. Sales coaching helps improve win rates for forecasted deals with 27.9%. 
1213. Sales coaching can improve the performance of the middle 60% of an organization’s sales reps. 
1214. Highquality coaching can improve it by up to 19% and moderate coaching can improve it by 6 8% across 50% of the sales force. 
1215. 15% of coaching clients see career opportunities as the most important reason to hire a coach. 
1216. 62% of coaching clients say they improved their career opportunities thanks to coaching. 
1217. The three top obstacles to building a strong coaching culture inside an organization are Limited support from senior leaders (50%), inability to measure the impact of coaching (42%), and a lack of budget for coaching activities (38%). 
1218. 51% of organizations with strong coaching cultures report a higher revenue than similar companies. 
1219. 62% of employees in those organizations rate themselves as highly engaged. 
1220. Coaching clients report that they improve relationships (73%), communication skills (72%), interpersonal skills (71%), work performance (70%), work/life balance (67%), and wellness (63%). 
1221. 62% of employees at companies with strong coaching cultures rate as highly engaged. 
1222. ) 80% of clinical trials for nutrition and weight management coaching found improvement. 
1223. Study participants lost 7.24% of their initial weight after 12 months and 6.77% after 24 months. 
1224. 13% of coaching clients see self esteem and confidence as the most important reasons to hire a coach. 
1225. 80% of coaching clients say that they improved their selfesteem or self confidence thanks to coaching. 
1226. A Citigroup project showed that 54% of clients with no savings at the start had some savings after participating in a financial coaching program. 
1227. 48% of clients with savings at the beginning of the project had increased that amount after getting coached. 
1228. 55% of people with unsecured debt at the start of the program had decreased their amount of debt. 
1229. 47% of clients raised their credit scores during the program. 
1230. And, 50 90% of the journey is complete before a buyer interacts with a sales rep. 
1231. 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). 
1232. Only 33% of inside sales rep time is spent actively selling. 
1233. Sales reps can spend up to 40% of their time looking for somebody to call. 
1234. Research shows that 35% to 50% of sales go to the vendor that responds first. 
1235. Face to face or field sales teams make up 71.2% of the sales force. 
1236. 65% of outside account executives are attaining quota which is 10% higher than inside. 
1237. Spend89% More Time Selling RemotelyThan in 2013. 
1238. More than40% of salespeoplesay prospecting is the most challenging part of the sales process, followed by closing (36%) and qualifying (22%). 
1239. 8 in 10 prospects prefer talking to reps over email, which matches up with the percentage of reps (78%). 
1240. Prospects are open to communicating with sellers at industry events (34%), via LinkedIn (21%), text (21%), voicemail (21%) and social media (18%). 
1241. 50% of buyers like speaking over phone, compared to 70% of reps. 
1242. More than50%of prospects want to see how your product works on the first call. 
1243. An industry study showed companies who said cold calling is dead experienced 42% less growth than those who said it was alive. 
1244. Only 2% of cold calls result in an appointment 74% of companies don’t leave voicemails. 
1245. 42% of sales reps feel they don’t have enough information before making a call. 
1246. Sales reps spend about 15% of their time leaving voicemails. 
1247. 44% of salespeople give up after one follow. 
1248. 65% of salespeople who use social sellingfilltheir pipeline, compared to 47% of reps who do not. 
1249. 78% of salespeople using social media outsell their peers. 
1250. 75% of B2B buyers and84% of Clevelor vice president level executives use social media to make purchasing decisions. 
1251. 31% of B2B professionals said that social selling allowed them to build deeper relationships with their clients. 
1252. Sales reps who use social selling are 50% more likely to meet orexceedtheir quota. 
1253. 63.4 percentof sales reps engaged in social selling report an increase in their company’s revenue. 
1254. Using social selling tools can increase theaverage deal sizeby 35%. 
1255. 73% of executives prefer to work with sales professionals referred by someone they know. 
1256. 84% of buyers nowkick off their buying process with a referral. 
1257. 92% of buyers trust referrals from people they know. 
1258. 91% of customers say they’d give referrals. 
1259. Only 11% of salespeople ask for referrals. 
1260. Companies with formalized referral programs experience 86% more revenue growth over the past two years when compared to the rest. 
1261. The lifetime value of referred customers is on average 16% higher than that of non. 
1262. Only 23% of sales emails are opened. 
1263. 44% of email recipients made at least one purchase last year based on a promotional email. 
1264. 40% of emails are opened on mobile first – where the average mobile screen can only fit 4. 
1265. Personalized emails improve click through rates by 14% and conversion rates by 10%. 
1266. Personalized subject lines are 22.2% more likely to be opened. 
1267. 80% of sales require 5 follow up calls after the meeting. 
1268. 44% of sales reps give up after 1 follow up 50% of buyers choose the vendor that responds first. 
1269. Only7% responded in the first five minutesafter a form submission. 
1270. Over 50% didn’t respond within five business days. 
1271. Bestin class companies close30% of sales qualified leadswhile average companies close 20%. 
1272. 48% of sales calls end without an attempt to close the sale and the national sales closing rate is 27%. 
1273. 74% of companies say converting leads into customers is their top priority. 
1274. Nurtured leads produce, on average, a 20% increase in sales opportunities versus non. 
1275. Companies excelling at lead nurturing generate 50% more sales ready leads at 33% lower cost. 
1276. 46% of B2B sales reps list lead quantity and quality as their top challenge. 
1277. 67% of lost sales are a result of sales reps not properly qualifying potential customers before taking them through the full sales process. 
1278. Just 44% of companies use lead scoring systems. 
1279. 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. 
1280. B2B buyers are 57% 70% through buying research before contacting sales. 
1281. 67% of the buyer’s journey is now done digitally 84% of CEOs and VPs use social media to make purchasing decisions. 
1282. 62% of B2B buyers say a web search was one of the first three resources they use to learn about a solution. 
1283. 80% of business decision makers prefer to get company information from a series of articles versus an advertisement. 
1284. 84% of B2B decision makers begin their buying process with a referral. ~. 
1285. 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 processes begin with an online search. 
1286. 94% of B2B buyers will research online before finalizing a purchase. 
1287. Over half (57%). 
1288. 47% of buyers view 3 5 pieces of the company’s content before talking with a sales representative. 
1289. 42 percent of sales reps feel they don’t have enough information prior to making a call. 
1290. 75% of surveyed executives are willing to make an appointment or attend an event based on a cold call or email alone. 
1291. Only39% of a sales rep’s timeis spent selling or interacting with prospects and customers. 
1292. Only 60% of sales reps meet quota. 
1293. 79% of sales executives say a leading driver of hitting new targets is improving the productivity of existing sales reps. 
1294. 81% of companies say productivity would improve with better process, skills, or competency training. 
1295. 84% of sales executives cited content search and utilization as the top productivity improvement area. 
1296. The typical organization spends 24K per person on improving productivity, yet 49% of organizations have zero or limited means to measure productivity. 
1297. According to Forbes magazine, 55% of salespeople lack basic sales skills. 
1298. 58 percent of buyers report that sales reps are unable to answer their questions effectively. 
1299. According to a recent survey, 84% of all sales training is lost after 90 days. 
1300. 82% of B2B decision makers think sales reps are unprepared. 
1301. According to a recent report, every dollar invested in sales training returned $29 in incremental revenues. 
1302. According to a recent report, the best sales training will improve the performance of an individual on average by 20%. 
1303. According to an ATD report, US companies spend $20 billion yearly on sales training. 
1304. Firms where salespeople use the company’s methodology and get consistent coaching see 73% quota attainment. 
1305. 65% of employees say the quality of training and learning opportunities positively influences their engagement. 
1306. The Bureau of Labor Statistics projects 6. 
1307. employment growth for sales representatives by 2026 Only 39% of salespeople intended to go into sales. 
1308. Successful reps are 10x more likely to use collaborative words like “us,” “we,” and “our” and avoid words like, “I” and “me.”. 
1309. Optimistic sales pros outperform pessimists by 57%. 
1310. 57% of sales pros spend 3–10+ hours per week using CRM tools. 
1311. CRMs can boost sales by 29% and productivity to 34%. 
1312. 24% more sales pros meet their annual quotas when they have mobile access to their CRM. 
1313. CRMs can boost sales by 29% and productivity to 34%. 
1314. To be a successful D2D sales rep, it takes Successful door to door reps canvass a neighborhood 3x and talk with 90% of the residents. 
1315. About 2% of all door to door knocks will generate a sale. 
1316. After one day, people forget more than 70% of what was taught in training, and in a week, the number jumps to 90%. 
1317. The HBR report further finds that top quality coaching will improve the results of the middle 60% of a workforce by up to 19%. 
1318. However, the HBR research also found that the bottom 10% of the sales force and the top performers have minimal gains in production with coaching. 
1319. Dynamic sales coaching showed double digit improvements in sales performance on both quota attainment (21.3%) and win rates (19.0%). 
1320. Unsurprisingly, 57% expect to miss their quotas this year. 
1321. Of the remaining teams, 34% supplement predictions based on intuition with data. 
1322. Only 16% rely on gut feeling alone. 
1323. Conversely, underperforming sales teams are 1.7 times more likely to forecast on intuition. 
1324. This is despite 85% of those who do saying it makes them more effective in their job. 
1325. And it’s paying off, with high performing teams between 2.3 times and 2.7 times more likely than their underperforming peers to have hired more inside sales staff. 
1326. Currently, only 49% of businesses say they have fully integrated systems. 
1327. High performing sales teams are 2.1 times more likely than underperformers to have these systems in place. 
1328. Only 17% of sales teams rate their single view of customer capabilities as outstanding. 
1329. It’s estimated that U.S. companies spend more than $70 billion annually on sales training. 
1330. Over the next three years, sales teams at all performance levels anticipate that guided selling and coaching capabilities will grow by 98%. 
1331. Only 60% of companies say that quotas are set as a collaborative effort between the CEO with input from senior management. 
1332. 64% of sales organizations reported correct quota setting as the major challenge for their compensation program. 
1333. The average quota attainment is just 54%. 
1334. Only 30% of firms have 75% or more of their salespeople hit their quotas. 
1335. On average, about 57% of salespeople make quota. 
1336. quotas across similar roles see 14% less quota attainment than those that assign quotas based on territory. 
1337. Only 6% of companies who use a spreadsheet or static reporting can give their sales teams access to daily or near real. 
1338. Two of the sales metrics tracked most often are margin at 65% and profitability at 51%. 
1339. Surprisingly, only 6% of companies track the cost of a sales call. 
1340. 79% of sales teams currently use or are planning to use sales analytics technology. 
1341. Companies with a formal coaching process see 91.2% of overall quota attainment, as compared to 84.7% quota attainment for companies without. 
1342. 60% of sales reps say they’re more likely to leave their job if their manager is a poor coach. 
1343. 55% of salespeople making their living in sales don’t have the right skills to be successful. 
1344. Reps spend only 34% of their time selling and only 22% of high performing teams rate their training process as very good. 
1345. A dynamic coaching process improves win rates by 28% and quota attainment by 10%. 
1346. Yet, 47% of organizations do not have a formal coaching process. 
1347. The top 10% of all salespeople are 304% more effective at listening and asking questions than the bottom 10%. 
1348. Companies with dynamic sales coaching programs achieve 28% higher win rates. 
1349. 75% of Sales organizations are planning, evaluating or have implemented some version of AI into their sales process. 
1350. 31% of sales leaders see AI as a source of added complexity – a significantly higher rate than sales reps. 

60% percent of sales reps increased their number of virtual meetings since 2015.

(Salesforce)

Even before the pandemic, virtual sales were on the rise, with many sales representatives reporting that they touch base with prospective customers and existing clients via video chat rather than traveling to meetings and lunches. Perhaps unsurprisingly, 62% also said they spend more time on their computers, tablets, and smartphones than they did a few years ago. These sales trends tell us that virtual selling is here to stay.       

60% of all contacted buyers reject the offer four times before saying yes. 

(Invesp)

Follow-up calls can make all the difference. But almost half of the salespeople (48%) never make a single follow-up attempt. Statistics that expose this passive trend among sales reps also indicate that consumers tend to change their minds if called at least four times. An astounding 60 percent of contacted prospects agree to buy a product or service during the fifth call, according to sales follow-up statistics compiled by the US consulting company, Invesp. 

57% of people prefer buying from sales representatives that do not hassle them.

(Invesp)

Even though follow-ups are essential for convincing customers to purchase your product, more than half of the respondents said they prefer buying from sales representatives who aren’t too pushy. Salespeople have a reputation for hassling potential consumers, and these figures show that they would improve their chances of making a sale if they change their approach. 

Field Sales Usage Statistics

1351. Microsoft Dynamics is one of the most popular platforms with 11% usage. 

Field Sales Market Statistics

1352. 44% of inside sales pipeline comes from marketing, and inside sales average dials are down 20% yearover. 
1353. 79% of marketing leads never convert into sales. 
1354. 65% of B2B marketers have not established lead nurturing. 
1355. Businesses using marketing automation to nurture prospects experience a 451% increase in qualified leads. 
1356. 51% of email marketers say email list segmentation is the most effective way to personalize lead nurturing. 
1357. 61% of B2B marketers send all leads directly to Sales; however, only 27% of those leads will be qualified. 
1358. Only 25% of marketing generated leads are typically of a high enough quality to immediately advance to sales. 
1359. Only 5% of salespeople said leads they receive from marketing were very high quality. 
1360. 46% of marketers reported that inbound marketing gave a higher ROI, while only 12% reported outbound did. 
1361. When asked which marketing tactic provides higher quality leads for the sales team, 59% of marketers responded inbound, and 16% reported outbound. 
1362. 52% of outbound marketers say their marketing efforts are “ineffective”. 
1363. Only 16% of marketers say outbound practices provide the highest quality leads for sales. 
1364. Mid market enterprises are those which generate an estimated annual revenue between $10 and $100 million. 
1365. For Mid market companies, 20% use Salesforce as their current CRM. 
1366. Unfortunately, this high figure is bested by a combined 89% for mid. 
1367. For companies in the mid market, about 20% use Salesforce as their current CRM. 
1368. Sales statistics reveal email marketing automation boosts ROI by up to 4,400%. 
1369. The email marketing conversion rates have dropped more than 3% compared to the peak in 2018. 
1370. At that moment, an all time high happened with 18.49% conversion through email marketing. 

Field Sales Software Statistics

1371. Outside sales executivesecho the same primary need as managers, with 42% of executives noting that software and tools need to be provided to their reps. 
1372. For some industries, such as computer software and computers and electronics, the average “good” percentage is higher, at 22% and 23%. 
1373. One software company was able to increase return on sales by more than 20 percent by providing pricing information based on statistically similar deals to the field. 

Field Sales Adoption Statistics

1374. The right CRM adoption can Sales have increased by an average of 29% Improve productivity by at least 34%The following is a list of common paraphrasing errors and how to avoid them. 
1375. Companies with 75% or lower adoption rates have poorer sales and customer retention. 

Field Sales Latest Statistics

1376. And, 50 90% of the journey is complete before a buyer interacts with a sales rep. 
1377. 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). 
1378. Only 33% of inside sales rep time is spent actively selling. 
1379. Sales reps can spend up to 40% of their time looking for somebody to call. 
1380. Research shows that 35% to 50% of sales go to the vendor that responds first. 
1381. Face to face or field sales teams make up 71.2% of the sales force. 
1382. 65% of outside account executives are attaining quota which is 10% higher than inside. 
1383. Spend89% More Time Selling RemotelyThan in 2013. 
1384. More than40% of salespeoplesay prospecting is the most challenging part of the sales process, followed by closing (36%) and qualifying (22%). 
1385. 8 in 10 prospects prefer talking to reps over email, which matches up with the percentage of reps (78%). 
1386. Prospects are open to communicating with sellers at industry events (34%), via LinkedIn (21%), text (21%), voicemail (21%) and social media (18%). 
1387. 50% of buyers like speaking over phone, compared to 70% of reps. 
1388. More than50%of prospects want to see how your product works on the first call. 
1389. An industry study showed companies who said cold calling is dead experienced 42% less growth than those who said it was alive. 
1390. Only 2% of cold calls result in an appointment 74% of companies don’t leave voicemails. 
1391. 42% of sales reps feel theydon’t have enough informationbefore making a call. 
1392. Sales reps spend about 15% of their time leaving voicemails. 
1393. 44% of salespeople give up after one follow. 
1394. 65% of salespeople who use social sellingfilltheir pipeline, compared to 47% of reps who do not. 
1395. 78% of salespeople using social media outsell their peers. 
1396. 75% of B2B buyers and84% of Clevelor vice president level executives use social media to make purchasing decisions. 
1397. 31% of B2B professionalssaid that social selling allowed them to build deeper relationships with their clients. 
1398. Sales reps who use social selling are 50% more likely to meet orexceedtheir quota. 
1399. 63.4 percentof sales reps engaged in social selling report an increase in their company’s revenue. 
1400. Using social selling tools can increase theaverage deal sizeby 35%. 
1401. 73% of executives prefer to work with sales professionals referred by someone they know. 
1402. 84% of buyers nowkick off their buying process with a referral. 
1403. 92% of buyers trust referrals from people they know. 
1404. 91% of customers say they’d give referrals. 
1405. Only 11% of salespeople ask for referrals. 
1406. Companies with formalized referral programs experience 86% more revenue growth over the past two years when compared to the rest. 
1407. The lifetime value of referred customers is on average 16% higher than that of non. 
1408. Only 23% of sales emails are opened. 
1409. 44% of email recipients made at least one purchase last year based on a promotional email. 
1410. 40% of emails are opened on mobile first – where the average mobile screen can only fit 4. 
1411. Personalized emails improve click through rates by 14% and conversion rates by 10%. 
1412. Personalized subject lines are 22.2% more likely to be opened. 
1413. 80% of sales require 5 follow up calls after the meeting. 
1414. 44% of sales reps give up after 1 follow up 50% of buyers choose the vendor that responds first. 
1415. Only7% responded in the first five minutesafter a form submission. 
1416. Over 50% didn’t respond within five business days. 
1417. Bestin class companies close30% of sales qualified leadswhile average companies close 20%. 
1418. 48% of sales calls end without an attempt to close the sale and the national sales closing rate is 27%. 
1419. 74% of companies say converting leads into customers is their top priority. 
1420. Nurtured leads produce, on average, a 20% increase in sales opportunities versus non. 
1421. Companies excelling at lead nurturing generate 50% more sales ready leads at 33% lower cost. 
1422. 46% of B2B sales reps list lead quantity and quality as their top challenge. 
1423. 67% of lost sales are a result of sales reps not properly qualifying potential customers before taking them through the full sales process. 
1424. Just 44% of companies use lead scoring systems. 
1425. 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. 
1426. B2B buyers are 57% 70% through buying research before contacting sales. 
1427. 67% of the buyer’s journey is now done digitally 84% of CEOs and VPs use social media to make purchasing decisions. 
1428. 62% of B2B buyers say a web search was one of the first three resources they use to learn about a solution. 
1429. 80% of business decision makers prefer to get company information from a series of articles versus an advertisement. 
1430. 84% of B2B decision makers begin their buying process with a referral. ~. 
1431. 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. 
1432. 94% of B2B buyers will research onlinebeforefinalizing a purchase. 
1433. Over half (57%). 
1434. 47% of buyers view 3 5 pieces of the company’s content before talking with a sales representative. 
1435. 42 percent of sales reps feel they don’t have enough information prior to making a call. 
1436. 75% of surveyed executives are willing to make an appointment or attend an event based on a cold call or email alone. 
1437. Only39% of a sales rep’s timeis spent selling or interacting with prospects and customers. 
1438. Only 60% of sales reps meet quota. 
1439. 79% of sales executives say a leading driver of hitting new targets is improving the productivity of existing sales reps. 
1440. 81% of companies say productivity would improve with better process, skills, or competency training. 
1441. 84% of sales executives cited content search and utilization as the top productivity improvement area. 
1442. The typical organization spends 24K per person on improving productivity, yet 49% of organizations have zero or limited means to measure productivity. 
1443. According toForbesmagazine, 55% of salespeople lack basic sales skills. 
1444. 58 percent of buyers report that sales reps are unable to answer their questions effectively. 
1445. According to a recent survey, 84% of all sales training is lost after 90 days. 
1446. 82% of B2B decision makers think sales reps are unprepared. 
1447. According to a recent report, every dollar invested in sales training returned $29 in incremental revenues. 
1448. According to a recentreport, the best sales training will improve the performance of an individual on average by 20%. 
1449. According to an ATD report, US companies spend $20 billion yearly on sales training. 
1450. Firms where salespeople use the company’s methodology and get consistent coaching see 73% quota attainment. 
1451. 65% of employees say the quality of training and learning opportunities positively influences their engagement. 
1452. The Bureau of Labor Statistics projects 6. 
1453. employment growth for sales representatives by 2026 Only 39% of salespeople intended to go into sales. 
1454. Successful reps are 10x more likely to use collaborative words like “us,” “we,” and “our” and avoid words like, “I” and “me.”. 
1455. Optimistic sales pros outperform pessimists by 57%. 
1456. 57% of sales pros spend 3–10+ hours per week using CRM tools. 
1457. CRMs can boost sales by 29% and productivity to 34%. 
1458. 24% more sales pros meet their annual quotas when they have mobile access to their CRM. 
1459. CRMs can boost sales by 29% and productivity to 34%. 
1460. To be a successful D2D sales rep, it takes Successful doorto door reps canvass a neighborhood 3x and talk with 90% of the residents. 
1461. About 2% of all doorto door knocks will generate a sale. 
1462. For the sake of this survey, SMB is defined as those which generate an estimated annual revenue between $0 and $10 million. 
1463. Enterprise level corporations are those which generate an estimated annual revenue of over $100 million. 
1464. Increase sales by an average of 29%. 
1465. Increase productivity by upwards of 34% Improve forecast accuracy by 42%. 
1466. 59% of SMB companies in the survey stated that they don’t have a current CRM at all. 
1467. Another 25% have some other form of CRM, but not necessarily a current one. 
1468. Of the surveyed companies, 16% use Salesforce, another 13% use Microsoft Dynamics, and 6% use Hubspot and Zoho, respectively. 
1469. 3% rely on Hubspot, with only 1% using Oracle. 
1470. Another 12% use other CRMs or don’t have one at all. 
1471. 28% of enterprise level companies use Salesforce. 
1472. Another 5% say they use some other CRM. 
1473. 18% say they don’t have one at all. 
1474. 79% of all unqualified leads never make it to the final sale. 
1475. 70% of data lose relevance or integrity annually, which means without accurate data, anything managers have become inaccurate quickly. 
1476. 91% of data entered into internal databases are incomplete, making it much harder for staff to pursue leads. 
1477. Of their time selling 14% of the time spent by sales reps is on prospecting. 
1478. 13% of the time spent by sales reps is on managing existing accounts. 
1479. 13% of the time spent by sales reps is on connecting with customers. 
1480. Of their time not selling 13% of the time spent by sales reps is on administrative tasks. 
1481. 13% of the time spent by sales reps is on researching prospects. 
1482. 13% of the time spent by sales reps is on driving. 
1483. 13% of the time spent by sales reps is on manually entering data. 
1484. 1% of the time spent by sales reps is on planning and preparing. 
1485. 1% of the time spent by sales reps is on prioritizing leads. 
1486. 41% of their staff fell under the category of low performers. 
1487. 45% of their staff fell under the category of medium performers. 
1488. And only 14% of their staff fell under the category of high performers. 
1489. For Mid Markets 20% of their staff fell under the category of low performers. 
1490. 69% of their staff fell under the category of medium performers And only 11% of their staff fell under the category of high performers. 
1491. For Enterprises 29% of their staff fell under the category of low performers. 
1492. 56% of their staff fell under the category of medium performers And only 15% of their staff fell under the category of high performers. 
1493. When combined with medium performers, 86% of their staff are failing to meet just 75% of their quotas regularly. 
1494. For enterprise level companies, the combined figure is 85%. 
1495. With 42% greater accuracy, you can make better decisions. 
1496. 59% of SMB companies surveyed have no CRM at all, and another 25% use a different type of system with limited functionality. 
1497. 16% of the companies surveyed use Salesforce, 13% use Microsoft Dynamics and 6% each use Hubspot or Zoho. 
1498. With 3%, Hubspot isn’t too far behind, but Oracle only has 1%. 
1499. 12% of the companies in our study don’t use CRMs at all, and a further 12% also use other systems. 
1500. Salesforce is used by 28% of enterprise. 
1501. 5% of companies use other types of CRM. 
1502. 18% of respondents stated they didn’t have any diversity initiatives in their workplace. 
1503. The sales industry statistics show that the percentage of African Americans in management positions is less than 5% and Hispanic representation has not increased since 2000. 
1504. Data entered into databases is only 91% complete, making it much more difficult to pursue leads. 
1505. 13% of a salesperson’s time is spent on managing existing accounts. 
1506. Of the time that sales reps spend on their job, 13% of it is spent connecting with customers. 
1507. When sales reps are on the phone, they’re doing administrative tasks 13% of their time. 
1508. 13% of a salesperson’s time is spent researching prospects. 
1509. Sales reps spend about 13% of their time driving to meet with potential customers. 
1510. Every 13% of the time, sales reps are entering data manually. 
1511. Sales reps spend only 1% of their time on planning and preparing. 
1512. It’s estimated that sales reps spend 1% of their time prioritizing leads. 
1513. The company’s medium performer is someone who achieves between 26% and 75% of the quota. 
1514. High performers are salespeople who achieve 76% of their quota or higher. 
1515. For SMBs 41% of their staff was not performing well. 
1516. 45% of their staff was just mediocre. 
1517. And only 14% of their staff are high performers. 
1518. For Mid Markets 20% of their staff are ineffective. 
1519. The company had 11% of their staff as high performers. 
1520. For Enterprises 29% of their staff was not performing well. 
1521. 56% of the company’s staff was average. 
1522. The sales industry statistics show that the majority of reps in SMBs are failing to meet their quotas, and when combined with those who have a medium performance rating, 86% fail to meet 75%. 
1523. The percentage of employees in these companies is 89%. 
1524. Based on the sales industry statistics, for companies with over 1,000 employees, 85% of them are male. 
1525. 77% of sales leaders say their digital transformation has accelerated since 2019. 
1526. 41% of prospectors don’t target the right audience. 
1527. 88% of sales reps emphasize the importance of anticipating customer needs. 
1528. Lack of prospecting motivation is the biggest challenge for 66% of sellers. 
1529. 40% of sales professionals didn’t achieve their revenue goals in 2020. 
1530. 63% of sales leaders believe ecommerce allows their teams to focus on more important aspects of the job. 
1531. 70% of sales leaders believe revenue growth comes from existing customers. 
1532. Strategy planning was on top of the list of changes for 56% of sales agents, followed by performance analysis, and strategy coordination with 55%. 
1533. Facts about sales show that 77% of sales professionals admit the digital impact has been much higher since 2019. 
1534. The result is achieving 125% or more of their set revenue goals by doing some things differently. 
1535. The direct selling industry was estimated at $67.5 billion in 2020. 
1536. On the other hand, inside sales statistics point to a 15% annual growth rate for new hires. 
1537. Losing time with people who won’t make a purchase is a significant issue for 41% of prospectors. 
1538. While a 100% fit is nearly impossible for any product category, doing some background work before going after prospects can help improve sales. 
1539. Sales agent stats show 88% of reps use additional data to accommodate individual customers’ needs. 
1540. The US research on measuring salespeople’s performance shows the most popular metric, for 43% of respondents, is customer satisfaction. 
1541. The second choice also supports the importance of a user centric approach for most salespeople, customer retention with 40%. 
1542. Sales stats also reveal that meeting quotas remains crucial, with 37% for both teams and individual quotas met. 
1543. When asked about their top priority, 77% reported generating high. 
1544. In comparison, only 41% believe so for increasing the total number of leads. 
1545. When sellers were asked about the prospecting issues, 66% said they don’t dedicate enough time or energy to prospecting. 
1546. Sales statistics show 90% of top salespeople are already using them. 
1547. The overall percentage is 71% for all salespeople using social selling tools. 
1548. Certain groups report an even higher overall rate — with millennials, it’s 78%. 
1549. Some industries suffered more than the others, but overall, 40% didn’t meet their revenue goals in 2020. 
1550. 16.5% of them reported they had underperformed significantly. 
1551. That is an undoubtedly incredible ROI of 353%. 
1552. 86% of first time contactless payment users are likely to continue doing so in the future. 
1553. Due to more hygienic experience never more relevant than in the last year, sales stats point to a whopping 86% of first time users likely to continue. 
1554. Consumers feel more positive about businesses they can reach on social and spend 20% 40% more money if they interact with them. 
1555. Also, 49% of customers in the 18 29 age range report making purchases after seeing social media ads. 
1556. Sales closing statistics show that the close rates drop by 17% if the word is used in a call. 
1557. For the word “contract,” the decline is by 7%. 
1558. 31% of customers reveal receiving a personalized email is an incentive for them to make a purchase. 
1559. By showing the human side of your business, you can improve conversion rates by 10%. 
1560. Click through rates are 14% higher if a personalization strategy is implemented. 
1561. A whopping 82% of buyers won’t refuse a meeting if an agent reaches them via call, as sales call statistics reveal. 
1562. Lack of patience with sales agents is the most common reason for failing, with 44% of sales agents giving up after one follow. 
1563. As much as 90% of consumers admit they are likely to buy more frequently from the same online store if they receive a gift. 
1564. Sales facts show 47% of buyers emphasized the importance of salespeople being “trustworthy,” as the top quality. 
1565. That was followed by the quality of being “responsive” for 44% of buyers. 
1566. 40% have also mentioned “expert in the field” as a relevant quality they appreciate. 
1567. For salespeople traits, active listening was the most important for 42% of buyers. 
1568. Sales stats on referrals reveal consumers are 4 times more likely to make a purchase if they get a recommendation from a friend. 
1569. 92% of people reveal they trust recommendations more than advertisements. 
1570. Sales facts show that 53% of buyers believe their research is superior to interaction with salespeople. 
1571. More than 60% of sales leaders believe ecommerce allows their teams to focus on more important aspects of the job. 
1572. Digital transformations of the industry are considered an advantage for 63% of sales leaders. 
1573. Online sales statistics show the increase of digital platforms in the pandemic hit industries resulted in an 84% increase in the company’s total net profit. 
1574. An estimate for total vertical growth of ecommerce worldwide is 29%, while in store purchases for many industries declined during 2020. 
1575. Online travel services such as Booking.com, Expedia, and Lastminute.com will see a 14% drop in the 2019. 
1576. 266% more leads are generated on LinkedIn, compared to Facebook and Instagram. 
1577. B2B sales statistics reveal 38% of companies claim they’ve handled remote sales exceptionally well. 
1578. The data shows most brands expect their digital sales to account for over 50% within only 2 years. 
1579. then that the forecast for the period 2019 2024 is that a compound annual rate will be 12.1%. 
1580. Sales productivity statistics estimate a steep increase with a CAGR of 19.2% until 2025 when the total will be around $18 billion. 
1581. Following the buyers’ expectations and time spent on social media, US social commerce will account for 4.3% of the 2021 total. 
1582. The total revenue is estimated to rise to $36.09 billion, meaning an increase of 34.8% compared to 2020. 
1583. Sales statistics show redesigning your website to include visual and voice search results in a 30% increase in revenue. 
1584. Email is an incredibly effective channel for generating revenue, and the average open rate for newsletters is 21.33% across all industries. 
1585. The drop actually occurred on a yearto year basis, as in 2019, the rate was 15.91%. 
1586. The global retail sales figures for 2020 were estimated at $23.36 trillion. 
1587. Business sales statistics show 43% of sales leaders reveal they were fully prepared for virtual sales and engagements. 
1588. More than half, 57%, were either only partially prepared or entirely unprepared. 
1589. Currently, 70% of sales leaders believe existing customers are the key to revenue growth, as opposed to only 30% who claim obtaining new customers impacts revenue more. 
1590. That’s 4% more who put the existing customers as a priority since COVID. 
1591. Sales information for 2021 shows over 70% will focus their social campaigns to attract new customers. 
1592. That is a significant yearon year increase of 58%. 
1593. Sales statistics by industry show in the US, clothing and accessories stores were down by 28.5% compared to 2019. 
1594. Other industries severely influenced by the pandemic include food and drinks serving places with their revenue down by 19.4%, and gas stations with a 16.4% yearon. 
1595. Reports from 2020 point to beauty products, makeup, and fragrance sales also had a steep decline in sales of about 25%. 
1596. Over 80% of prospects become buyers if reached out to between 5 and 12 times. 
1597. Sales facts reveal 60% of potential customers will say no at least 5 times before agreeing to make a purchase. 
1598. As revenue goals were set before the pandemic hit the world, 40% of salespeople didn’t achieve their revenue targets. 
1599. 22% claim they’ve met the desired goals, while another 38% report outperforming their targets. 
1600. you’re involved with, and some sources cite 19% as an average. 
1601. Others, such as biotechnology, consider 15% closing rates to be successful. 
1602. Employment of sales engineers is projected to grow 8 percent from 2020 to 2030, about as fast as the average for all occupations. 
1603. Hubspot , according to the 5.7 million salespeople in the United States in 2020, outside sales represents about 52.8% of the entire salesforce. 
1604. With the onset of COVID19, “ recent research suggests that 68% of sales leaders will adopt a hybrid or fully remote selling model for 2021.”. 
1605. The projected percent change in employment from 2020 to 2030. 
1606. The average growth rate for all occupations is 8 percent. 
1607. The percent change of employment for each occupation from 2020 to 2030. 
1608. With the Minimum Cost Flow algorithm, we are able to reduce the standard deviation of sales value across our territories by 17%. 
1609. Using the genetic algorithm, we have reduced the standard deviation of sales by 50%, with only a 3% increase in total distance travelled, keeping travel costs largely in line with the baseline solution. 
1610. These methods create tangible results, such as a 50% reduction in territory value inequity or significant reduction of travel costs, that can make a sales organization more equitable, more efficient, and more profitable. 
1611. 30.5% of all Field Sales Representatives are women, while69.5%aremen. 
1612. The most common ethnicity of Field Sales Representatives is White (76.1%), followed by Hispanic or Latino (13.7%) and Asian (4.8%). 
1613. In 2021, women earned 91% of what men earned. 
1614. The top 10% of highest paid Field Sales Representatives earn as much as $92,000 or more. 
1615. 80% Avon Sales Representative 7% Avon Sales Representative 93% Avon Representative 6% Avon Representative 94% The most common ethnicity among Field Sales Representatives is White, which makes up 76.1% of all Field Sales Representatives. 
1616. Comparatively, there are 13.7% of the Hispanic or Latino ethnicity and 4.8% of the Asian ethnicity. 
1617. White, 76.1% Hispanic or Latino, 13.7% Asian, 4.8% Black or African American, 3.8% Unknown, 1.5% American Indian and Alaska Native, 0.1%. 
1618. Using the Census Bureau data, we found out how the percentage of each ethnic category trended between 2010 2019 among Field Sales Representatives. 
1619. Interestingly enough, the average age of Field Sales Representatives is 40+ years old, which represents 70% of the population. 
1620. 73% of Field Sales Representatives earn that degree. 
1621. A close second is Associate Degree with 11% and rounding it off is High School Diploma with 7%. 
1622. Bachelors, 73% Associate, 11% High School Diploma, 7% Masters, 6%. 
1623. Other Degrees, 3% Field Sales Representative Wage Gap By Education Field Sales Representative Employment Statistics. 
1624. By looking over 6,076 Field Sales Representatives resumes, we figured out that the average Field Sales Representative enjoys staying at their job for 1 2 years for a percentage of 39%. 
1625. Job Title Travel Agent 12.49% Counter Person 8.34% Finance Associate 7.29% District Sales Coordinator 7.23% Seasonal Sales Representative 7.09% Personal Shopper 7.00% Field Sales Representative 5.17% Profession. 
1626. The most common foreign language among Field Sales Representatives is Spanish at 60.8%. 
1627. The secondmost popular foreign language spoken is French at 13.1% and Portuguese is the third most popular at 3.3%. 
1628. Spanish, 60.8% French, 13.1% Portuguese, 3.3% German, 2.6% Japanese, 2.6% Other, 17.6%. 
1629. Only about 20 percent of B2B buyers say they hope to return to inperson sales, even in sectors where field sales models have traditionally dominated, such as pharma and medical products. 
1630. Notably, 70 percent of B2B decision makers say they are open to making new, fully self serve or remote purchases in excess of $50,000, and 27 percent would spend more than $500,000. 
1631. The amount of revenue generated from video related interactions has jumped by 69 percent since April 2020. 
1632. Together, e commerce and videoconferencing now account for 43 percent of all B2B revenue, more than any other channel. 
1633. One survey of 2,000 employees who were using Microsoft Dynamics reported an amazing 245% return on investment as a result of increased productivity. 
1634. Here are some more impressive results of the survey · 50% of teams saw improved productivity · 2% increase in revenue · 40% reduction in customer service labor costs · 20% decrease in overall labor costs · 5% increase in sales productivity. 
1635. Did you know that only 36% of sales reps’ time is spent actually selling?. 
1636. 47% of email recipients open emails based on the subject line and nothing else. 
1637. (And it goes both ways 69% of email recipients report email as spam based solely on it.). 
1638. 43% of email recipients mark emails as spam based only on the email address. 
1639. 35% of professionals read emails on a mobile device. 
1640. Subject lines with the recipient’s name are 2.6% more likely to be opened. 
1641. 92% of all customer interactions happen on the phone. 
1642. 75% of surveyed executives are willing to make an appointment or attend an event based on a cold call or email alone. 
1643. 85% of prospects and customers are dissatisfied with their onthe. 
1644. In 2012, the average voicemail response rate was 4.8%. 
1645. Sales reps spend about 15% of their time leaving voicemails. 
1646. That’s 15% more time you could spend making sales. 
1647. If you call a lead in the first 5 minutes after they’ve submitted a web form, they’re 100x more likely to get on the phone. 
1648. 42% of sales reps feel they don’t have enough information before making a call. 
1649. You are 15% more likely to connect with your prospect between 8. 
1650. 92% of salespeople give up after four “no’s”, but 80% of prospects say “no” four times before they say “yes”. 
1651. 80 percent of sales require 5 follow. 
1652. 44% of salespeople give up after one follow. 
1653. 71% of sales reps say they spend too much time on data entry. 
1654. 42.5% of sales reps take 10 months or longer to become productive enough to contribute to company goals. 
1655. 68% of companies struggle with lead generation. 
1656. High performing companies are 2x as likely as underperforming companies to describe their sales processes as automated. 
1657. 50% of sales time is wasted on unproductive prospecting. 
1658. Only 33% of a sales rep’s time is spent actively selling. 
1659. Sales reps who use social selling are 50% more likely to meet or exceed their quota. 
1660. Only 60% of sales reps meet quota. 
1661. 87% of workers are not actively engaged in their jobs. 
1662. 65% of sales reps say they can’t find content to send to prospects. 
1663. 91% of customers say they’d give referrals, but only 11% of salespeople ask for them. 
1664. 84% of B2B decision makers start their purchase with a referral. 
1665. Increasing client retention by as little as 5% can boost profits by as much as 95%. 
1666. 50% of websites get only 15 seconds of attention. 
1667. 44% of buyers feel that only 25% of their providers help them maximize their value. 
1668. 74% of buyers chose the company that was the first to add value. 
1669. 82% of prospects can be reached via social media. 
1670. 98% of all text messages are opened, compared to 22% of emails. 
1671. 65% of sales professionals say they “always” put the buyer first. 
1672. However, only 23% of buyers agree that sellers “always” put the buyer first. 
1673. The same survey also revealed that only 39% of sales professionals say their sales org delivers the buyer first behavior of providing free and easy access to product reviews “all the time.”. 
1674. 50% of buyers say that working remotely has made the purchasing process easier. 
1675. 67% of sales managers say that overseeing a remote sales team is more challenging than they anticipated. 
1676. 86% of sales managers state that coping with change is more important in 2021 than it was five years ago. 
1677. 77% of sales professionals say their sales organization plans to invest “significantly more” or “more” in sales intelligence tools. 
1678. 63% of purchases have more than four people involved—vs. 
1679. 85% of sellers say they lost or delayed at least one deal in the past year, because a key client stakeholder had changed jobs. 
1680. 44% of B2B buyers say they won’t do business with a company if they can’t use their preferred channels. 
1681. Only 12% of people actually believe a business when they say “we put the customer first”. 
1682. The sales budget for technology is expected to grow 5% in 2021 over the actual amount spent in 2020. 
1683. As we can see in our sales summary report above, the number of high potential opportunities corresponds with the dark grey area and 13% of all opportunities. 
1684. If you compare it with the previous week, you can see the growth of 4% which tells you you’re on the right track. 
1685. Unsurprisingly, 57% expect to miss their quotas this year. 
1686. Of the remaining teams, 34% supplement predictions based on intuition with data. 
1687. Only 16% rely on gut feeling alone. 
1688. Conversely, underperforming sales teams are 1.7 times more likely to forecast on intuition. 
1689. This is despite 85% of those who do saying it makes them more effective in their job. 
1690. And it’s paying off, with high performing teams between 2.3 times and 2.7 times more likely than their underperforming peers to have hired more inside sales staff. 
1691. Currently, only 49% of businesses say they have fully integrated systems. 
1692. High performing sales teams are 2.1 times more likely than underperformers to have these systems in place. 
1693. Only 17% of sales teams rate their single view of customer capabilities as outstanding. 
1694. It’s estimated that U.S. companies spend more than $70 billion annually on sales training. 
1695. Over the next three years, sales teams at all performance levels anticipate that guided selling and coaching capabilities will grow by 98%. 
1696. In our survey of more than 1,000 sales organizations around the world, we found that 53 percent of those that are “high performing” rate themselves as effective users of analytics. 
1697. The same survey shows that most sales organizations today do not view themselves as effective users of advanced analytics. 
1698. Focusing its attention on established companies raised its overall lead conversion rate by 30 percent. 
1699. Sales productivity rose 5 to 10 percent, and the sales staff cut its planning time by two. 
1700. Combined with predictive pipeline management, this reduced the cost of sales by 6 percent and boosted revenue by 2 percent. 
1701. It also realized with a shock that its most important 15 percent of customers were actually three times more likely to purchase elsewhere than other customers were. 
1702. Armed with these insights, the company reduced churn by 25 percent. 
1703. One online media company used dynamic pricing to generate real time quotes for classified space and was able to generate 5 percent more revenue. 
1704. Although this move cut the number of potential sales by 10 percent, it grew the average size of each sale by 25 percent, leading to an overall increase in revenue. 
1705. 19% of sales professionals agreed that they often stray from the official sales process of the company they work for. 
1706. Meanwhile, 42% said they rarely strayed, 22% said sometimes, and 13% said they never strayed. 
1707. Today, sales forces only spend 34% of their time selling. 
1708. 72% of companies with fewer than 50 new opportunities per month failed to reach their sales goals. 
1709. On average, companies can gain up to 50% higher net sales per employee with ongoing training. 
1710. About 27% of sales professionals say they expect to work in sales for another 36+ months. 
1711. Only 11% anticipated working in sales for 24 to 36 months, 18% said they expected to work 12 to 24 months, 16% said 6 to 12 months, and a quarter of sales professionals anticipate working in sales for 3 to 6 months. 
1712. Only 3% say they expect to work in sales for only up to three months. 
1713. The vast majority of sales reps (89%). 
1714. Only 20% of salespeople make up 80% of sales. 
1715. Roughly 13% of customers believe that sales reps understand their needs. 
1716. A study found that optimistic sales pros outperform pessimists by 57%. 
1717. Only 17% of salespeople believe they are “pushy.”. 
1718. Marketing makes up 44% of the inside sales pipeline. 
1719. Nearly 40% of high growth companies rely on inside sales as their main strategy. 
1720. This effective sales tool beats out field sales (27%), internet sales (23%), and channel sales (8%). 
1721. Over half of salespeople who use social networks in their work use it less than 10% of their time. 
1722. A survey by Databox found that 70% of people believe that SEO generates more sales than PPC. 
1723. A staggering amount of buyers on social media (84%). 
1724. Those who sell on social media meet their quotas by 66% more than non. 
1725. 75% agree that “tech stack” can make or break a company’s productivity. 
1726. There is a 33% chance that sales teams prioritize leads based on data analysis of a prospect’s “propensity to buy.”. 
1727. Across all industries, the average sales conversion rate ranges from 2.46 to 3.26%. 
1728. The highest closing rates across most industries is in the 20% range. 
1729. The average win rate for a sales organization is 47%. 
1730. According to studies, 10 to 15% of leads turn into sales. 

70% of businesses agree that retaining customers is cheaper than acquiring new ones. 

(Invesp)

Prospecting statistics reveal that even though most newly established businesses have to focus on acquiring new customers, the long-run focus should be on retaining them. Namely, it costs five times as much to gain a new buyer than to keep an existing one. Unfortunately, despite the convincing figures in favor of focusing on retention, only 40% of companies and 30% of agencies cultivate the same approach to acquisition and retention. 

The American auto industry was showing signs of recovery in the summer of 2021, with nearly 1.2 million cars sold in July.

(Goodcarbadcar)

Following a sharp decline that saw sales plummet from 17 million in 2019 to just a little over 14.5 million in 2020, the car industry started showing signs of recovery by mid 2021. But according to United States car sales statistics, the positive trend failed to extend into the spring, with only 589,743 automobiles sold in October. Those are the lowest monthly sales figures in years. 

California accounts for the highest number of car sales in the US.

(Statista)

Research from 2019 shows that the state of California registered more than 14.8 million automobiles that year alone. The state is also the biggest market for electric vehicles, plug-in hybrids, and for used car sales. Statistics by state reveal that Texas had the second-highest number of automobile registrations, with just over 8.3 million cars registered. Texas is followed by Florida (7.8 million) and New York (4.4 million).

Handgun sales in the US in 2020 rose by 65% compared to 2019.

(Statista)

The US gun industry is having a good pandemic, with Americans buying handguns in record numbers. Research shows that in October 2020, around one million handguns were sold, marking a 65% increase compared to the same period in 2019. Gun sales statistics also reveal a spike in handgun sales in June 2020, when 1.511.710 items were sold.

The American trade book market recorded a 9.7% increase in revenue in July 2021.

(Association of American Publishers)

During the pandemic-induced global lockdowns, many people turned to books. Perhaps unsurprisingly, book sales generated $750.7 million in revenue in July 2021. Reading once again became a favorite pastime in many American households, who contributed to the 9.7% growth in this sector, compared to July of 2020. 

According to book sales statistics, eBook revenues in July 2021 went down 16% compared to the same period last year. Meanwhile, Paperbacks went up by 30%, generating $274.3 million in revenue.

Video game sales amounted to $4.93 billion in July 2021, marking a 5% year-over-year increase.

(Statista)

Video games had a huge 2020 with more people than ever buying and playing games during the pandemic. Sales soared to $177.8 billion – an increase of 23.1% from 2019. The future looks equally promising, with some forecasts suggesting that the global gaming market will be worth $268.8 billion by 2025. Video game sales statistics for the US market in 2021 show that the industry is maintaining its upward trajectory.

2020 has seen a significant decline in draft beer sales, while canned beer sales went up.

(NBWA)

The forced closures of bars and restaurants during the pandemic had a significant impact on alcohol sales. Draft beer’s share of total volume declined from 10% in 2019 to around 6% in 2020. Beer sales statistics also show that demand for canned beer rose from 60% in 2019 to 67% in 2020. At the same time, sales of beer in glass bottles remained relatively unchanged, accounting for 29% of the market share in 2019 and 28% in 2020.

Toilet paper sales in the US spiked by 845% in 2020.

(Business Insider)

Toilet paper hoarding in 2020 resulted in a spike in sales of 845% in March 2020, compared to 2019, with a total of $1.45 billion sold in a single month. In March 2020, 73% of all grocery stores ran out of toilet paper. By May, that figure dropped to 48%. Toilet paper sales statistics in 2020 exposed a somewhat disturbing and equally commercial side of consumer behavior in times of crisis. 

Girl Scout cookies sales amount to around $800 million during each cookie season.

(Girl Scouts)

Selling Girl Scout cookies has been a tradition in the US since 1912 and has become a lucrative business for many. Girl scouts sell about 200 million boxes of cookies each season and earn nearly $800 million in revenue. According to mouth-watering girl scout cookie sales statistics, the most popular variety is Thin Mints, followed by Samoas, Caramel deLites, and Tagalongs/Peanut Butter Patties. 

Sales: the Bottom Line

In the choppy waters and hazy horizons of the pandemic-hit world, steering your business in the right direction isn’t easy. There are many challenges facing sales teams and managers, especially when it comes to locking down customers and promoting products and services. On the other hand, some industries are doing better than ever. Business sales statistics show that demand for canned beer, video games, and guns has never been higher. But that doesn’t change the fact that the future is uncertain for everyone, and the new business world is yet to shape out.