With more customers going digital, gone are the days of aggressive sales pitches and conventional selling strategies. The sales industry is now changing in the age of the customer. Having an in-depth understanding of your target market can help you reign supreme in the modern business landscape. That’s why companies must slowly embrace comprehensive sales strategies, including AI, sales software, and sales analytics, to stay on top of the competition.
Moreover, it’s best to stay updated on the latest sales statistics to know where the industry’s headed. So, if you’re looking for more efficient ways to sell or motivate your sales team to improve their goals and outcomes – use these robust sales statistics as your guiding posts!
Here are 40 sales statistics for 2021
97% of Customers Find and Research Products and Services Online.
In today’s modern digital era, buyers usually first interact with companies and their brands through the internet. This sales statistic shows the value of having an active web presence, not just for selling but also for providing better customer service and developing better marketing strategies. Also, this sales statistic shows that having a viable online reputation and reviews is just as vital. After all, how you’re represented on the web can say a lot about your business’s success.
It Takes Around 8 Cold Call Attempts to Reach Prospects on Average.
Prospecting can be challenging, and most people hate the process. However, if you give up on a prospect after too few attempts, you’re passing up a potential successful sale. That’s why you must always keep cold-calling statistics in mind. And this one shows you to stay persistent and determined until you at least reach eight sales call attempts to reach a prospect.
92% of Customer Interactions Usually Happen Over the Phone.
Although many people think that cold calling is no longer relevant and is dying, that doesn’t mean that having phone conversations isn’t possible, and this sales statistic is proof. Some of the best sales representatives are always glued to their phones, but you’ll notice that none of them makes any cold calls. Most salespeople would spend around 2 to 3 hours making check-up calls daily. These involve calling old professional friends to maintain relationships and learn more about new developments in their companies.
So the next time you see an acquaintance change their job titles on their business profiles or hear about an old client in the news, pick up your phone and make that call.
Almost 80% of Sales Reps Say Digital Transformation Accelerated in 2019 and Beyond.
Technological and digital advances affect the way prospects and customers perceive brands and how they operate. That’s why businesses need to adapt and follow the latest sales statistics and trends to keep pace with their expectations. And facts about sales that nearly 80% of professionals admit the digital impact has increased since 2019.
The Best Time to Make Cold Calls Is 4:00 PM and 5:00 PM.
The best time to cold call is during the afternoon, specifically around 4:00 to 5:00 PM. Many salespeople mistakenly call during lunch hours, which will disturb potential new customers during their break. It turns out that most individuals aren’t receptive to any sales call when they’re on their lunch break. That’s why it’s best to call later in the afternoon.
89% of Top-Performing Sales Teams Say Social Networking Platforms Are Important in Closing Deals.
Over 89% of high-performing sales reps say social networking platforms like LinkedIn are crucial in closing deals, and many include it in their sales strategy. Among the sales statistics shared, this one stands out as the importance of having a professional presence as a sales professional on the internet is invaluable. It’s how prospects prefer to connect nowadays.
The takeaway here is that connecting with prospects and existing customers on their preferred channel can add value to your brand, setting yourself apart from the competition as a salesperson.
An average of 30% to 50% of Sales Goes to the Vendor that Responds First.
No matter how great your product or service is, if you aren’t responsive to your prospects, you’ll likely fail in making sales. After all, responsiveness is a crucial skill in sales. However, remember that speed alone isn’t enough. You’ll need to be fast while providing a quality response, for instance, answering all your prospects’ queries.
Over 40% of Prospectors Don’t Target the Right Audience.
This sales statistic shows that one of the most common mistakes in sales is people pursuing the wrong target audience. Losing time with individuals who won’t make purchase decisions is a significant issue for over 40% of prospectors. Although a perfect fit is almost impossible to achieve, doing some background checks before talking to prospects can help improve your chances of securing sales.
Almost 90% of Sales Reps Value Of Anticipating Buyers’ Needs The Most.
The pandemic’s effect on the economic conditions globally has transformed the way of understanding customer needs. Being a proactive sales representative is the top priority in this climate. Sales rep stats show that 88% of representatives use extra data to accommodate individual buyers’ needs. Some of these aspects are keeping track of communication, purchase history, and competitor insights.
An average of 80% of Sales Needs Five Follow-up Calls After a Meeting.
When you’ve convinced a potential customer about a product or service, that doesn’t mean you’ve closed the deal. After all, sales statistics show that 80% require at least five calls after a meeting to follow-up with the customer, but more than 40% of representatives give up after a single one. The takeaway is to make successful sales continually, and you must stay persistent and do what you can to remain connected with your prospects.
Thursday is the Best Day to Prospect, and Wednesday is the Second Best Day.
Although sales statistics show that the best to prospect and gain new customers is Thursday and Wednesday, as second best, don’t let this stop you from doing any prospecting during the other days. After all, every day is prospecting day for top-performing sales reps.
It Takes an Average of 8 Interactions to Secure a Meeting With Prospects.
Experienced sellers understand that it requires over one interaction to secure an initial meeting. Sales statistics indicate that sellers must make an average of 8 interactions to get the attention of prospects and secure a meeting. To increase your chances of running a successful campaign, you need to ensure it includes a combination of email, phone, direct mail, and social media. For this reason, you’ll need to use different channels and become a bit more assertive, as your competitors may succeed in stealing your prospects.
90% of Decision-Makers Said They Never Respond to Cold Calls.
This sales statistic should sound off some alarms for salespeople following this traditional method. That’s because, to put in perspective, you’ll need to make more than 1,600 calls to generate five sales meetings. To put an end to failed cold calling attempts, personalization and connecting with prospects and customers on their preferred channel is the best approach in the digital age.
Almost 13% of Jobs in the U.S. are Full-time Sales Positions.
Nowadays, salespeople are becoming more crucial than ever, and the sales profession is nothing like the negative stereotypes from the past. Now, salespeople that are intelligent, agile, and continually learning the right skills can expect to have a financially secure future ahead. So, what’s the takeaway for anyone looking for a job right now? Learn how to sell.
More Than One Trillion Dollars Are Spent Annually on Sales Forces.
This stat is just one of the many sales statistics proving that businesses focus on their sales forces to increase their chances of grabbing more sales – and profit.
Using Customer Satisfaction is One of the Most Common Ways to Measure Sales Performance.
U.S. research on measuring average sales reps’ performance shows that the most popular metric is customer satisfaction for 43% of the respondents. That’s why the main goal of any top sales team is to provide the best customer experience possible for each client. The second choice, customer retention, also supports the importance of having a user-centric approach for most sales professionals. Finally, sales stats also reveal that meeting quotas remain a crucial factor in measuring sales performance.
Sales Prospecting Statistics Reveal Lack of Motivation as the Biggest Challenge for 2/3 of Sellers.
Sales prospecting motivation is crucial to achieving your revenue goals, but it’s also among the most significant challenges sellers face. However, it’s the first step in the sales process, and though it isn’t as exciting as closing a deal, each new prospect is always an opportunity for sales teams. 2/3 of sales organizations admit that keeping sellers motivated is the most challenging. Meanwhile, when sellers were asked about prospecting problems, 66% said they feel like they’re not dedicating enough time and energy to the process.
To improve your company’s sales prospecting statistics, remember, motivation is key. One of the best ways to do this is by allowing your representatives to pitch in. Statistics show that around 7% of top performers report pitching, improving their chances of success – motivating them further.
In a Company with 100 to 500 Employees, An Average of 7 People Is Involved in Most Buying Decisions.
It’s going to be rare to find yourself concerned with just one potential buyer during the sales process. Being in the B2B sales industry, even in simple transactions with smaller companies, you’ll likely come across different people playing various decision-making roles.
78% of Sales Teams Using Social Media Outsell Their Peers.
When done right, social selling can work. Around 65% of sales reps who use social selling fill their pipeline better than those who do not. And countless sales statistics are showing that using social media can help any company outsell its peers. That’s why to begin leveraging social networks in the overall sales function, be active and motivate your sales team.
71% of Salespeople Use Social Selling Tools.
As over half of the world’s population use social media platforms, marketers and top sales reps should use them wisely. Using social selling tools has become the norm for most sales professionals, as sales stats show that more than 90% of high-performing sales teams are already using them. To be precise, the overall percentage for top sales professionals using social selling tools is around 71%. However, some sales statistics show a higher overall rate. For instance, with Millenials, it’s over 78%. So whether you’re looking to use Facebook, TikTok, or Instagram, using them can bring massive benefits.
Email is Better at Acquiring New Customers than Facebook and Twitter.
Data shows that email is almost 40 times more efficient in attracting prospects than other massive platforms like Facebook and Twitter. Plus, surveys show that 8 out of 10 prospective customers said they want to talk to representatives through email over other communication mediums. Although this sales statistic compares email marketing to social media marketing, it can be a good reminder of its general importance and effect on B2B sales. That’s why it’s worthwhile for sales professionals to improve their ability to craft impactful emails with eye-catching subject lines and calls to action.
Investing in Sales Training Has a 353% ROI.
The takeaway is that though technological and digital advances shape the job of sales professionals, training is still a must. After all, the main reason businesses invest in training is to improve sales results. The latest sales training statistics show that for every dollar that companies invest in their sales employees – they earn $4.53, which amounts to an incredible return of investment (ROI) of 353%.
Close Rates Drop if Words “Discount” or “Contract” are Used in a Sales Call.
Average sales reps don’t realize the adverse impact of particular words and phrases they use when selling. For instance, mentioning the word ‘discount’ always guarantees a sale…right? However, sales closing statistics reveal that close rates drop by 17% if the word ‘discount’ is used in a call. Meanwhile, you can expect a 7% decline when using the term ‘contract’ in your sales calls with prospects.
For phrases, if you’ve repeated the sentence ‘we provide,’ at least four times or more, expect not to make any success any time soon. Another phrase that can decrease your chances of booking a meeting is ‘Did I catch you at a bad time?’ with surveys showing that prospects are 40% less likely to book an appointment with you if you use this phrase. Meanwhile, a sentence that can increase the likelihood of a prospective customer booking a meeting with you is ‘How are you?.’ Surveys show that using this simple greeting can boost your chances of getting a meeting by 3.4 times more!
Salespeople Actively Seeking and Exploiting Referrals Earn 4 to 5 Times Than Those Who Don’t.
The takeaway from this sales statistic is referral-based selling is a guaranteed method to achieve sales success. After all, a referred customer is already pre-sold on the credibility of the representative, product, and company, making these opportunities the most profitable – promising the warmest sales leads.
Inside Sales Hires are Increasing At A 15% Annual Rate.
As technological changes continue to affect sales, the number of field agents has been declining in recent years. Meanwhile, inside sales statistics show that a 15% yearly growth rate is possible for new hires. In fact, inside sales states show that it’s rapidly becoming more popular than outside sales. Inside sales are an affordable resource, and nowadays, even salespeople are spending a portion of their selling times remotely. The best part is, an inside sales rep can do around 33 sales calls every day. Overall, sales stats data predict massive growth for inside sales in the upcoming years.
91% of Customers Say They’d Give Referrals. However, Only 11% of Top Sales Professionals Ask for Referrals.
If you’re one of the many salespeople that make this mistake, you’re wasting tons of opportunities. After all, all you have to do is ask your buyers or prospects. So, when you’re in the process of closing a deal with your client, suggest referrals and ask for them directly.
A Mere 13% of Customers Believe a Sales Rep Can Understand Their Needs.
The takeaway is that too many salespeople, whether sales leaders or representatives, still don’t get it. When it comes to selling, it’s not about you. It all begins and ends with your buyers. That’s why if you want to achieve continuous sales success, help your buyers further by uncovering their issues and needs.
55% of the People Making Their Living in Sales Don’t Have the Right Skills to Succeed.
Among all the sales stats data, the takeaway is that this one isn’t much about the lack of sales talent a professional has, as it’s about the inability of companies to provide sales leaders and reps with the sales tools and training they need to be successful long-term. Sales companies need to consider whether they have a defined sales process and if managers coach the reps.
Providing Continuous Training Gives 50% Higher Net Sales Per Employee.
The effect of continuous training may be hard to measure. That’s why many sales leaders doubt its efficiency. However, sales statistics show that investing in your people can have a massive impact on companies, even if that impact isn’t seen in sales results instantly following a training program.
It Takes 10 Months or More for a New Sales Rep to Become Productive.
Inefficient onboarding practices are a costly issue for many sales companies. One way to reduce time and improve sales productivity is to take a blended learning approach. You can do this by providing eLearning programs allowing representatives to complete their training at their convenience.
The Market Size of the U.S. Direct Selling Industry Was $67.5 Billion Last Year.
One of the most significant outside sales segments, ‘door-to-door selling,’ was written off a decade ago and was named one of the top ten dead or dying career paths. However, sales statistics data proved these predictions wrong as this outside sales segment had grown since, with the direct selling industry estimated at $67.5 billion last year.
Over 60% of Sales Leaders Believe eCommerce Enables Their Sales Team to Focus on Crucial Aspects of the Job.
As statistics show, as companies spend more on their sales forces, the job complexity of sales reps is continually expanding. After all, their primary role isn’t merely taking orders anymore. Since customers are going digital, many industries are following suit, which is considered an advantage for about 63% of sales leaders. Hence, the role of a representative is becoming more strategic. But, with eCommerce platforms taking over, salespeople now have more time to learn more about their products and customers.
Email Marketing Has An Average of an ROI Increase of 4,400%.
With more customers going digital, email has rapidly become an efficient channel for generating revenue, and the average open rate for newsletters last year was 21.33% across all sectors. That’s why many companies use email marketing as one of the primary ways to increase their ROI – attracting new and existing buyers.
LinkedIn Sales Navigator is Among The Best Prospecting Software Tools for Remote Sales Management.
Many companies use LinkedIn to generate most of their leads, especially for B2B companies. Sales statistics data show that 266% more leads are generated on the platform than other massive websites like Facebook, Instagram, and Twitter. That’s why it makes sense that LinkedIn’s Sales Navigator tool has become one the most common software tools companies use for remote sales management.
Amazon’s Net Profit Increased A Staggering 84% in 2020.
Amazon, a multi-billion company, performed a stellar financial increase in its revenue, earning an 84% boost in net profit, amounting to $386 billion in 2020. Online sales statistics indicate that the rise of digital platforms in the pandemic-hit sectors resulted in the massive growth in the company’s total net profit. These sales statistics emphasized the importance of digital selling in this age, so the takeaway is that if you’re considering expanding your company, follow suit. You’ll see growth in no time.
The Average Median Salary for U.S. Sales Reps Is Over $55,000.
The yearly salary for an average sales representative in the United States usually depends on experience, educational background, and other relevant skills. However, in general, a professional in the industry’s lower average base salary is around $40,000 every year, but it can go for as much as $70,000 annually for upper-level jobs.
Most Buyers Think an Essential Quality in Salespeople Is “Trustworthiness.”
One of the many trends that buyers lead by is that trust usually gets the deal done. That’s why sales statistics show that 47% of modern buyers emphasized the importance of sales reps being trustworthy as an essential quality they need to have. However, that’s just one of the many qualities customers expect from a salesperson. Other attributes they want to see in a sales representative include responsiveness, expertise, and active listening.
Over Half of Buyers Believe their Online Research is Superior to Interacting With Sales Reps.
The generation of new buyers and prospective customers don’t rely only on sales reps’ efforts compared to conventional settings. Nowadays, buyers’ decisions are becoming more increasingly dependent on the virtual presence of brands. Sales statistics state that 53% of buyers believe their research is better than their interactions with salespeople. For this reason, professionals in the industry should reconsider their approach to potential buyers. You should try being more considerate to gain their favor and eventually their trust, increasing your chances of making a sale!
U.S. Social Commerce Retail Sales Are Expected to Increase By Over A Third in 2021.
The U.S. social commerce announced it would account for 4.3% of this year’s total, following the buyers’ expectations and time spent on social media. In retail sales, the top platforms include Instagram and Pinterest. However, other massive platforms like Facebook, Snapchat, and TikTok are expanding their offers. Overall, the total revenue in retail is expected to rise to $36 billion, earning a massive increase of 34.*% than last year.
Over 70% of Marketers Rank Their New Buyers’ Acquisition As Top Priority.
Statistics and research involving over 11,000 marketers show that top priorities in boosting their ROI via social media marketing after the pandemic’s initial effect involve launching campaigns to attract new buyers. More than 70% of marketers aim to rank their new clients’ acquisition as a top priority, a significant increase from previous years.
There have been many signs of a shift in the B2B industry in recent years. Although it’s not instantly clear if they’re just cosmetic changes or something more technical, the comprehensive sales statistics mentioned will help you figure things out. From crucial aspects to selling products and services to exploring the latest eCommerce trends – the aim is to help you keep up-to-date. Overall, the takeaway is that knowing the newest changes in the industry can help business owners and executives to stay on top.