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