Sales Statistics Every Growth Organization Should See

It’s not surprising that in a 2015 survey, sales managers ranked the productivity/performance of their reps as their #1 challenge.

STATISTICS SHOW THAT MANY SALES REPS AREN’T FULLY PREPARED…

  • 42% don’t feel they have the information they need before making a call.
  • 45% say they need help figuring out which accounts to prioritize.

AREN’T AS PRODUCTIVE AS THEY SHOULD BE…

  • 20% of time is spent researching…not selling.The average salesperson sells for 90 MINUTES PER DAY.

AND SPEND TOO MUCH TIME ON NON- REVENUE GENERATING ACTIVITIES

  • 80% of the average salesperson’s day is spent on non-revenue generating activities.

But revenue growth at companies with advanced marketing and sales capabilities tends to be 30% GREATER THAN THE AVERAGE COMPANY.

So what are the leaders doing RIGHT?

PRACTICING STRONG LEAD MANAGEMENT

  • Best in class sales organizations are 30% more likely to have well defined lead management processes than the industry average.
  • Companies with mature lead generation and management practices have a 9.3% higher sales quota achievement rate.

MAKING INTEGRATED SYSTEMS A PRIORITY

  • High achievers are nearly 20% more likely than low achievers to integrate sales intelligence and the CRM.
  • 63% of companies that are outgrowing their competitors use marketing automation.

COACHING

  • Sales operations where leaders provide deal-specific coaching report a 14% shorter average sales cycle.
  • In one pilot coaching program Sales calls per rep rose by 40%, offers closed per sales team rocketed by 75%, and the average contract value per week rose by 80%—and by as much as 150% for new deals.

PRACTICING PERSISTENCE

  • 92% of all salespeople give up after no sales on the 4th call.
  • 60% of customers say no four times before saying yes.

COMPANIES THAT WANT TO KEEP THEIR CAC COSTS DOWN AND MOVE LEADS THROUGH THE PIPELINE FASTER ALSO PUT A PRIORITY ON INSIDE SALES.

  • Inside sales is growing cost-of-sales by 300% FASTER.
  • Inside sales reduces cost-of-sales by 40%-90% compared to field sales.
  • 20% of B2B sales teams will go “virtual” by 2018.