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Every time I think I've gotten a grip on the weird, wonderful world of sales, I
learn something new that forces me to change my perspective and question my
beliefs.
And along similar lines, only 3% of buyers trust reps. The only professions with
less credibility include car sales, politics, and lobbying.
Ouch. Luckily, not all sales-related data will bum you out. This list of sales
statistics has invaluable nuggets of wisdom on everything from sales
prospecting to inside sales stats.
[New Data] The 2021 Sales Enablement Report
2. 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.
4. 60% want to connect with sales during the consideration stage, after they've
researched the options and come up with a short list.
5. 20% want to talk during the decision stage, once they're decided which
product to buy.
8. Nine in 10 companies use two or more lead enrichment tools to learn more
about prospects.
9. At least 50% of your prospects are not a good fit for what you sell.
10. 77.3% of respondents said their company provides at least one quarter of
their leads.
12. 80% of sales require 5 follow-up calls whereas 44% of salespeople give up
after one follow-up call.
14. 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.
15. 70% of salespeople stop at one email. Yet if you send more emails, you’ve
got a 25% chance to hear back.
16. 42% of people would be encouraged to make a purchase if the sales rep
called back at an agreed-upon, specified time.
17. 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
19. Eight out of 10 prospects want to talk to sales reps via email over any other
medium.
20. 89% of marketers say that email is their primary channel for lead
generation.
22. Gong.io analyzed over 100,000 connected outreach calls and found
successful salespeople talk for 54% of the call, while unsuccessful salespeople
spent only 42% of their time speaking
23. The use of collaborative words had a positive impact on the calls and using
"we" instead of "I" increased success rates by 35%.
24. Using "Did I catch you at a bad time" makes you 40% less likely to book a
meeting, while asking "How are you?" increases your likelihood of booking a
meeting by 3.4X.
25. 63% of Sales Leaders believe that virtual meetings are just as or more
effective than in-person meetings.
27. Four in 10 reps have recently closed two to five deals directly thanks to
social media.
29. Using social selling tools can increase win rates and deal size by 5% and
35%, respectively.
31. Nearly six in 10 salespeople say that when they figure out what works for
them, they don't change it.
33. Salespeople spend just one-third of their day actually talking to prospects.
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.
34. Here are the top ways to create a positive sales experience, according to
buyers:
36. Budget is the most common reason stronger sales opportunities fall apart.
41. Friends’ social media posts influence the purchase decisions of83% of US
online shoppers.
42. Consumers referred by a friend are four times more likely to buy.
43. When referred by other customers, people have a 37% higher retention
rate.
44. B2B companies with referrals experience a70% higher conversion rate.
45. Referred customers’ lifetime value (LTV) is 16% higher than that of non-
referred customers.
46. Referral leads have a30% higher conversion rate than leads from any other
channel.
49. The typical AE spends 2.7 years on the job and takes 4.7 months to ramp.
50. One in four salespeople majored in business. The second most popular
major? The degree of life. 17% never attended college.
54. Personalization can help breed inside sales success. When both the
message and subject line are personalized, emails have an average open rate of
5.9%and a click rate of .2%.
To learn more, read about some of the top challenges inside sales is facing.
Editor's note: This post was originally published in October 2015 and has been
updated for comprehensiveness.
Topics: Sales Statistics
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