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43 Sales Statistics that you must know to Sell Smarter in 2019
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
6. Companies with revenue growth are more than twice as likely to use innovative technologies such as game-based learning and augmented reality in their L&D offering.
Source: findcourses.com
Sales Training
7. For every dollar a company invests in training, it receives about $4.53 in return – which is equivalent to a 353% ROI.
Source: Accenture
8. “26% of reps say their sales training is ineffective.”
Source: Training Industry
9. “Companies spend around $20 billion a year on sales training.”
Source: ATD
10. “35% of CSOs don’t know what measurable improvements they seek from training investments.”
Source: CSO Insights
11. “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
12. “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
13. “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
14. “80% of high-performing sales teams rate their sales training process as outstanding or very good”
Source: Salesforce
15. Companies with growing revenue are 3x more likely to predict an increase in their L&D budget.
Source: findcourses.com
16. 72% of companies offering Diversity and Inclusion training saw an increase in profits last year.
Source: findcourses.com
Sales Performance
17. “Top performing sales reps hit their peak quota attainment between 2-3 years in their role.”
Source: Xact Crop
18. High-performing sales teams are 2.3 times more likely than underperforming teams to use guided selling.
Source: Salesforce
19. 79% of sales teams currently use or are planning to use sales analytics technology to increase efficiency.”
Source: Salesforce
20. “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
21. “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
22. “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
23. “56.4% of top sales firms have a Sales Process Adoption Rate of >75%.”
Source: CSO Insights
24. “54.8% of top performing sales firms provide their sales teams with access to Sales Intelligence Solutions.”
Source: CSO Insights
25. “Unfortunately, only 46% of sales reps have data insights on customers’ propensity to buy.”
Source: Salesforce
Sales collaboration
26. “73% of sales teams say collaborating across departments is absolutely critical or very important to their overall sales process.”
Source: Salesforce
27. “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
28. “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
29. “75% of business buyers say that connected processes are very important to winning their business.”
Source: Salesforce
30. “81% of sales reps believe it is important to have a connected view of data across the entire customer journey.”
Source: Salesforce
Sales Coaching
31. “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
32. “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.”
Source: CSO Insights
Sales Referral
33. “84% of buyers now kick off their buying process with a referral.”
Source: Harvard Business Review
34. “Nine in 10 buying decisions are made with peer recommendations.”
Source: Harvard Business Review
35. “Customers acquired through word-of-mouth have a 37 percent higher retention rate.”
Source: Deloitte
36. “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
37. “About 47% of top performers ask for referrals consistently, versus only 26% of non-top performers.”
Source: Marcwayshak
38. “40.4% of sales people rarely report asking for referrals.”
Source: Marcwayshak
Sales Talent
39. “Almost 5% of the total U.S. population works in sales.”
Source: U.S. Bureau of Labor Statistics
40. “The average annual pay for a B2B Sales Representative in the United States is $51,378 a year.”
Source: ZipRecruiter
41. “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
42. “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
43. “84% of today’s sales leaders don’t think they have the team to succeed.”
Source: CSO Insights
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