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71 Sales Statistics That Will Help You In Your Next Sales Planning Call

We are a generation that’s spoilt for choice. With tech products being far more powerful, affordable, and accessible than ever before, the customers of today have way too many options in the market.

Consumers now have mountains of unbiased reviews and trusted users trying to help other people by letting us know what to expect from a product/service. 70% of buyers fully define their needs on their own before engaging with a sales representative, and 44% identify specific solutions before reaching out to a seller. [Source: CSO Insights]

This shift, although not sudden, has been ballooning up in the past decade, and will only go upwards from here. With so much change, sales managers need to look at current research and trends to find insights to guide strategies. Just following your sales cadence will not get you results anymore. Incorporating thorough research into sales planning might give you the edge you need to drive data driven decisions. So, we bring to you some sales Statistics that you might be able to use for your next sales planning call, or just to share with your team for some fun!

These statistics are divided into categories and you can click on each one of them to go to that section for faster access:

  1. Inside Sales Statistics
  2. Sales Performance Statistics
  3. Follow-up Statistics
  4. Sales Call Statistics
  5. Social Selling Statistics
  6. Sales Closing Statistics

Inside Sales Statistics

  1. An outside sales call costs $308, an inside sales call costs $50 [PointClear]
  2. 44% of inside sales pipeline comes from marketing, and inside sales average dials are down 20% year-over-year [Bridge Group Inc]
  3. 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) [Pacific Crest]
  4. Only 33% of inside sales rep time is spent actively selling. [CSO Insights]
  5. Sales reps can spend up to 40% of their time looking for somebody to call. [Inside Sales]
  6. Research shows that 35% to 50% of sales go to the vendor that responds first. [InsideSales.com]
  7. The average success rate for inside sales reps sits at an impressive 18%. [iHireSalesPeople]
  8. 78% of decisions-makers within businesses have taken an appointment or attended an industry event based on an email or cold call. [DiscoverOrg]
  9. Perhaps unsurprisingly, 71% of sales reps report that they spend too much time on data entry. [Toutapp]
  10. There are a number of reasons why prospects might take their business elsewhere, including unfriendly service (60%) and a lack of knowledge (46%). [PWC]
  11. 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%.
  12. According to Statistics from the Sales Benchmark Index, 70% of customers don’t want an in-person meeting, but they’re open to doing business remotely.

Sales Performance Statistics

  1. 69% of buyers say salespeople can improve their performance by listening to consumers’ needs. [99firms.com]
  2. 28% of millennial sales people consider CRM tools extremely critical to their success. [99firms.com]
  3. High-performing companies are 2x as likely as underperforming companies to describe their sales processes as automated.[Velocity]
  4. High-performing sales organizations are 38% more likely to leverage sales analytics tools to collect customer data that informs interactions with customers. [Aberdeen]
  5. The global sales performance management software industry is expected to reach a market size of $949 million by 2020. [Statista] 
  6. 79% of marketing leads never convert into sales. Lack of lead nurturing is the common cause of this poor performance. (MarketingSherpa)
  7.  55% of salespeople lack basic sales skills. [Forbes]
  8. 65% of employees say the quality of training and learning opportunities positively influences their engagement. [Spotio]
  9. 82% of B2B decision-makers think sales reps are unprepared. [Source: Blender]
  10. The best sales training will improve the performance of an individual on average by 20%.[Salesforce Training]
  11. Firms where salespeople use the company’s methodology and get consistent coaching see 73% quota attainment. [Spotio]
  12. The average SDR performs 94.4 activities a day, including social, call, voicemail, and email touches. [Salesforlife]

Follow-Up Statistics

  1. High growth organizations report an average of 16 touch points per prospect, within a 2-4 week span. [Sales Development Benchmark Report]
  2. The optimal number of email messages is five. [Velocify]
  3. Optimal number of call attempts is six; 95% of all converted leads are reached by the sixth call attempts. [Velocify]
  4.  50% of sales happen after the 5th. [HubSpot]
  5. The average sales rep only makes 2 attempts to reach a prospect [HubSpot].
  6. 44% of salespeople give up after one follow-up.[Scripted]
  7. 92% of salespeople give up after no sales on the 4th call. 60% of customers say no four times before saying yes. [NuGrowth Solutions]
  8. It takes an average of eight cold call attempts to reach a prospect. In 2007, this average was 3.68. [HubSpot]
  9. At any given time, only 3% of your market is actively buying; 56% are not ready, while 40% are poised to begin [Heinz Marketing]
  10. 35-50% of sales go to the vendor that responds first [HubSpot]
  11. Drift tested the response time of 433 companies. Only 7% responded in the first five minutes after a form submission. More than half didn’t respond within five business days. [Drift]
  12. An analysis of more than 2,200 American companies found those who attempted to reach leads within an hour were nearly seven times likelier to have meaningful conversations with decision makers than those who waited even 60 minutes. [Harvard Business Review]

Sales Call Statistics

  1. Asking 15-18 questions over the course of your discovery call is only marginally more effective than asking 7-10. Aim for 11-14. [Gong]
  2. Top performing salespeople are up to 10 times likelier to use collaborative words and phrases than low-performing ones. With that in mind, default to “we,” “us,” “our,” and “together” over “you,” “I,” “me,” and “your.” [Chorus.ai]
  3. The best times to call are Wednesdays and Thursdays from 6:45 to 9AM and 4 to 6PM. [RingLead]
  4. Only 2% of cold calls result in an appointment [Leap Job]
  5. 74% of companies don’t leave voicemails. [Spotio]
  6. On average, sales managers make no more than 2 attempts to get a lead through cold calls. [CallPage.io]
  7. 42% of sales reps feel they don’t have enough information before making a call. [Close.io]
  8. 85% of prospects and customers are dissatisfied with their on-the-phone experience. [Salesforce]
  9. Sales reps spend about 15% of their time leaving voicemails. [Ringlead]
  10. When leaving a voicemail for a prospect, the optimal length is between 8 and 14 seconds. [Spotio]
  11. 75% of surveyed executives are willing to make an appointment or attend an event based on a cold call or email alone [DiscoverOrg]
  12. The average sales rep makes 52 calls every day. [The Bridge Group]

Social Selling Statistics

  1. 65% of salespeople who use social selling fill their pipeline, compared to 47% of reps who do not. [SalesforLife]
  2. 78% of salespeople using social media outsell their peers. [Spotio]
  3. 75% of B2B buyers and 84% of C-level or vice-president level executives use social media to make purchasing decisions. [IDC through LinkedIn]
  4. 31% of B2B professionals said that social selling allowed them to build deeper relationships with their clients. [CSO Insights]
  5. Sales reps who use social selling are 50% more likely to meet or exceed their quota. [Inside Sales]
  6. 63.4 percent of sales reps engaged in social selling report an increase in their company’s revenue (compared to just 41.2 percent of non-social sellers). [SalesforLife]
  7. Four in 10 reps have closed 2-5 deals directly thanks to social media. [Forbes]
  8. Using social selling tools can increase the average deal size by 35%. [LinkedIn Sales Blog]
  9. According to LinkedIn’s own numbers, 43% of marketers say they have sourced at least one customer from LinkedIn.
  10. An estimated 65 billion people use social media worldwide. And that number is expected to grow to almost 3.1 billion by 2021. [Statista]
  11. LinkedIn is 277% more effective for lead generation than its competitors on Facebook and Twitter. [HubSpot]

Sales Closing Statistics

  1. Best-in-class companies close 30% of sales qualified leads while average companies close 20%. [Point Clear]
  2. Referred leads take 97 days to close, website leads take 75 days to close, and social media leads take 40 days to close. [Imsplisit]
  3. 48% of sales calls end without an attempt to close the sale and the national sales closing rate is 27%. [Spotio]
  4. Salespeople are hungry to close deals. A HubSpot survey found that 71% of sales professionals say that closing more deals is their top priority. [HubSpot]
  5. The percentage of salespeople meeting their sales quotes dropped from 63% to 53% over the six years prior. [CSO Insights Report]
  6. The average win rate of salespeople who have the opportunity to offer a proposal to a prospect is around 47%. [The Rain Group]
  7. Barriers to selling: 48% of salespeople compete against low-price competitors, 15% of salespeople differentiate their product and 9% of salespeople create a compelling case for change. [The RichardSon Selling Challenges Study]
  8. Customers are four times more likely to buy from a business when they have been referred there by a friend. [Get CRM]
  9. 79% of salespeople achieve their sales quotas by calling on a variety of social selling techniques.[Microsoft]
  10. 91% of the top-performing sales organizations collaborate across departments on the biggest deals. [Miller Heiman Study]
  11. Salespeople who identify and address pain points of their customers are 28% more likely to close the sale. [Salesforce]

Bonus!

  1. Research from Gong reveals these are the worst words for your conversion rates.
  • “Show you how”: Drops close rates by 13% when used more than four times during a single call
  • “Discount”: Decreases close rates by 17%
  • “Contract”: Hurts close rates by 7%
  • “Free trial”: Lowers likelihood of securing next steps by 5%
  • Your company’s name: Harms close rates by 14% when used four-plus times in one call
  • “Competitor”: Makes you less likely to get next steps or close
  • “Million,” “billion,” “trillion”: Large quantities are too abstract, so they harm close rates

Expecting More From The Future

Fundamental shifts in selling techniques can easily be recognized from the sales statistics you can see today to what they were 10 years ago. Aggressive sales pitches are giving way to instead basing your pitch off of what your prospect would want, and resolving their pain points. Instead of regressing to techniques like cold calling and emailing without context and personalization, our sales techniques for the future should only concentrate on what value the prospect is able to see, and how we can help them move forward along with you. 

Varsha Soni

Varsha Soni

Varsha Soni manages Content Marketing and Media at Slintel. She is wildly passionate about writing and is a leader in building content targeted at Marketing & Sales specialists.

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