40 Sales Statistics that you must know to Sell Smarter in 2019

5 minutes read

Big Picture of Sales

1. “More than 50% of sellers missed quota in 2018.”

Source: Aslan

2. “66% of sales teams track customer satisfaction (CSAT) as their top KPI, edging out “team quota met” (65%) by a small margin”

Source: Salesforce

3. “61% of salespeople say selling is harder or much harder today than it was 5 years ago.“

Source: Marcwayshak

4. “Sales teams are twice as likely (33%) to prioritize leads based on data analysis of “propensity to buy” rather than on intuition (16%).”

Source: Salesforce

5. “50% of teams leverage data to produce timely, accurate forecasts.”

Source: Salesforce

Sales Training

6. Nearly one-half (47.5 percent) of sales representatives take 10 months or longer to become adept enough to contribute to company goals.

Source: Accenture

7. “26% of reps say their sales training is ineffective.”

Source: Training Industry

8. “Companies spend around $20 billion a year on sales training.”

Source: ATD

9. “35% of CSOs don’t know what measurable improvements they seek from training investments.”

Source: CSO Insights

10. “The average company spends $10,000 to $15,000 hiring an individual and only $2,000 a year in sales training.”

Source: The Bridge Group

11. “Less than half of companies provide post-training reinforcement, but organizations who use post-training reinforcement see 34% more first-year sales reps achieve quota.”

Source: Aberdeen

12. “Best-in-class companies with a training retention plan have 31% more sales reps reach quota than the industry average and a 10% higher year-over-year increase in corporate revenue.”

Source: RAIN Group, 2014

13. “80% of high-performing sales teams rate their sales training process as outstanding or very good”

Source: Salesforce

Sales Performance

14. “Top performing sales reps hit their peak quota attainment between 2-3 years in their role.”

Source: Xact Crop

15. “High-performing sales teams are 2.3 times more likely than underperforming teams to use guided selling.”

Source: Salesforce

16. “79% of sales teams currently use or are planning to use sales analytics technology to increase efficiency.”

Source: Salesforce

17. “76% of sales professionals say using sales analytics has significantly or somewhat improved their ability to provide customers with a consistent experience across every channel.”

Source: Salesforce

18. “High-performing sales teams (the top 20% of more than 3,000 sales professionals surveyed) are 2.8 times more likely than underperforming teams to say their sales organizations have become much more focused on personalizing customer interactions.”

Source: Salesforce

19. “The time that sales reps spend on pre-sales and post-sales activities are both up by 15%, time spent on non-sales (admin) work is up 21%, and all of this has come at the expense of actual selling time in front of the customer, which is down a full 26%.”

Source: Harvared Business Review

20. “56.4% of top sales firms have a Sales Process Adoption Rate of >75%.”

Source: CSO Insights

21. “54.8% of top performing sales firms provide their sales teams with access to Sales Intelligence Solutions.”

Source: CSO Insights

22. “Unfortunately, only 46% of sales reps have data insights on customers’ propensity to buy.”

Source: Salesforce

Sales collaboration

23. “73% of sales teams say collaborating across departments is absolutely critical or very important to their overall sales process.”

Source: Salesforce

24. “60% of sales professionals say that collaborative selling has increased productivity by more than 25%, and more than half (52%) say it has done the same for increasing the pipeline.”

Source: Salesforce

25. “68% of sales professionals say it is absolutely critical or very important to have a single view of the customer across departments/roles.”

Source: Salesforce

26. “75% of business buyers say that connected processes are very important to winning their business.”

Source: Salesforce

27. “81% of sales reps believe it is important to have a connected view of data across the entire customer journey.”

Source: Salesforce

Sales Coaching

28. “Improvement in coaching quality — simply from below to above average — can mean a 6-8 percent increase in performance across 50% of your sales force.”

Source: Harvard Business Review

29. “More than 60% of employees reporting to a manager who is not a good coach are thinking about quitting.”

Source: CSO Insights

Sales Referral

30. “84% of buyers now kick off their buying process with a referral.”

Source: Harvard Business Review

31. “Nine in 10 buying decisions are made with peer recommendations.”

Source: Harvard Business Review

32. “92% of buyers trust referrals from people they know.”

Source: Deloitte

33. “After a positive experience, 83% of customers would be happy to provide a referral. But salespeople aren’t asking – just 29% of customers end up giving a referral.”

Source: Saasquatch

34. “About 47% of top performers ask for referrals consistently, versus only 26% of non-top performers.”

Source: Marcwayshak

35. “40.4% of sales people rarely report asking for referrals.”

Source: Marcwayshak

Sales Talent

36. “Almost 5% of the total U.S. population works in sales.”

Source: U.S. Bureau of Labor Statistics

37. “The average annual pay for a B2B Sales Representative in the United States is $51,378 a year.”

Source: ZipRecruiter

38. “The average tenure for a sales development rep (SDR) is 1.5 years. Only 8% of SDRs stay in the role for 3-plus years.”

Source: The Bridge Group

39. “On average, it costs sales organizations $97,960 to replace a sales rep, and it takes between 3.5 and 5.5 months to fill an open position.”

Source: DePaul University

40. “84% of today’s sales leaders don’t think they have the team to succeed.”

Source: CSO Insights

Published on Mon Jul 22 2019

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