Sales Stats

  • August 2, 2022
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01 Lead Generation Statistics

  • 61% of marketers rank lead generation and traffic as their number one challenge.

    Hubspot A magnifying glass identifies a person out of a crowd to represent lead generation.
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  • Just 8% of salespeople say that their marketing teams generate high-quality leads.

    Hubspot
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  • More than 75% of companies are providing more than 25% of their sales reps’ leads.

    Sales Insights Lab
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  • The best-performing sales reps use LinkedIn 6 hours a week for prospecting and connecting with peers.

    Blender
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  • The average company loses 10-30% of its customers each year.

    Brevet
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  • Outsourcing lead generation generates 43% better results than in-house lead generation.

    Startup Bonsai
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  • 80% of new leads never translate into sales.

    Invespcro
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  • In 2019, companies in the U.S. spent $2.6 billion on digital lead generation advertising spending.

    Statista
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02 Lead Nurturing Statistics

  • Companies that excel at lead nurturing have 9% more sales reps making quota.

    Hubspot
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  • Businesses that use marketing automation to help nurture prospects see a 451% increase in qualified leads.

    Propeller
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  • Nurtured leads tend to result in an additional 20% more sales opportunities.

    Propeller A pink watering can waters a plant.
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  • Nurtured leads spend 47% more than non-nurtured leads.

    Propeller
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  • Lead nurturing emails have an average click-through rate (CTR) of 8% compared to general emails, which have a CTR of 3%.

    Hubspot
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  • 78% of decision makers report having arranged an appointment or attending an event as a result of a cold email or call.

    Hubspot
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  • High-growth organizations report an average of 16 touch points per prospect within a 2–4 week span.

    The Pipeline
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  • 63% of prospects who request information today will not buy for at least three months. 20% of them will take more than 12 months to buy.

    Marketing Donut
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  • Buyers state that 58% of sales meetings aren’t valuable, and that there should be a greater focus on the value you can deliver them.

    Rain Group
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  • 69% of buyers state that providing primary research data that’s relevant to their business influences them to connect with a sales rep.

    Rain Group
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  • 54% of buyers want a product demo on the first call.

    Hubspot Pie chart showing 54%.
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  • 58% of buyers want to discuss pricing in the first sales call, but only 23% of reps want to discuss it with them.

    Hubspot
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  • According to buyers, the three most important elements of a positive sales experience are a sales representative who 1) listens to their needs, 2) isn’t pushy, and 3) provides relevant information.

    Hubspot
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  • Sales teams are two times as likely to prioritize leads based on data analysis of “propensity to buy” rather than on intuition.

    Salesforce
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03 Inside Sales Statistics

  • 38% of sellers have closed $500,000 deals without ever meeting the buyer face to face.

    LinkedIn
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  • 70–80% of B2B buyers prefer remote meetings or digital self-service over in-person meetings.

    McKinsey & Company
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  • Half of buyers say that working remotely has made the purchasing process easier.

    LinkedIn A blue house with a pink speech bubble above it.
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  • Inside sales roles increased by 7% from 2015 to 2019.

    Salesforce
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  • Almost 60% of salespeople think it’s harder to sell virtually than from an office.

    Salesforce
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  • 41% of sales leaders report that their customers desire more digital communication.

    Zendesk
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  • 38% of sales leaders say their customers want to buy through e-commerce stores.

    Zendesk
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04 Outside Sales Statistics

  • Outside sales calls cost $215–$400 per call on average, while the average inside sales call costs $50.

    Pointclear
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  • Field reps spend 3% more time selling than their inside sales counterparts.

    Forbes
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  • 87% of salespeople say it’s still critical to connect with customers in person.

    Salesforce
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  • 72% of outside sales representatives are men and 29% are women.

    Zippia
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  • 90% of buyers say they have attended industry events and conferences to connect with salespeople and check out products.

    LinkedIn
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05 Prospecting Statistics

  • 40% of sales reps say that prospecting is the most challenging part of their job.

    Hubspot
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  • Just 13% of prospects believe a sales rep understands their needs.

    Brevet
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  • While 50% of sales reps state they avoid being pushy when approaching buyers, 84% of buyers felt this wasn’t the case.

    Hubspot
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  • 9 out of 10 of companies use two or more sources of contact data to learn more about prospects.

    Gartner
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  • Only 19% of buyers want to connect with sales reps during the awareness stage of the sales cycle; 60% of them want to wait until they reach the consideration stage.

    Hubspot
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  • 50% of prospects aren’t a good fit for what you sell.

    Sales Insights Lab
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  • Only 24% of sales emails are opened.

    Gartner A blue envelope opens to reveal a letter.
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  • 77% of respondents said that their company provides at least a quarter of their leads.

    Sales Insights Lab
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  • 3 out of 4 top sellers always conduct research before reaching out to prospects.

    LinkedIn
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06 Writing Sales Emails

  • In one study, using a CTA button in place of a link increased the CTR by 28%.

    Campaign Monitor
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  • The ideal length of a sales email is between 50 and 125 words.

    Boomerang
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  • Including questions in emails increases response rates by 50%.

    Boomerang
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  • 47% of emails are opened or discarded based solely on their subject line.

    Invesp
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  • Personalizing subject lines can increase open rates by 50%.

    Marketing Dive
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  • Less is more — one study found that click-through rates increased 42% when the number of CTAs in an email decreased from four to just one.

    MarketingSherpa
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  • Shorter subject lines are better — the average open rate for a subject line longer than 5 words is less than 50%.

    Yesware
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  • Language that conveys urgency is effective for subject lines. “Meeting today” has an open rate of 71%, and “today’s call” has an open rate of 50%.

    Yesware
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  • Writing your subject line entirely in upper case significantly reduces response rates by 30%.

    Boomerang
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  • Offering recipients a way out doubles the chance of them saying yes.

    Research Gate An arrow pointing to an open door.
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  • Writing at a third-grade reading level increases response rates by 36%.

    Boomerang
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  • Personalized emails with custom snippets have a response rate of 17%, while those that don’t have a response rate of 7%.

    Woodpecker
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07 Sending Sales Emails

  • Based on various studies, the best times to send an email are between 6 and 10 a.m., at 2 p.m., or at 8 p.m.

    Coschedule A clock showing the time 2 p.m.
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  • 70% of salespeople give up if they don’t receive a reply to their first email.

    Yesware
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  • Email marketing yields an average ROI of 4,300%.

    Forbes
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  • 8 out of 10 prospects want to talk to sales reps via email over any other medium.

    Hubspot
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  • The best day to send an email is Tuesday.

    Coschedule
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  • The average open rate for emails across all industries is 37%.

    Hubspot
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  • Email is almost 40 times more effective at acquiring new customers than Facebook and Twitter combined.

    McKinsey & Company
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  • B2C sales emails see higher open rates than B2B sales emails. B2C open rates are between 31% and 35%, while B2B emails have an average open rate of 30%.

    Hubspot
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08 Sales Email Statistics

  • Consumers aged 25 to 34 spend the most time in their inboxes (6.4 hours per day).

    Adobe
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  • 81% of people prefer to open emails on their smartphones.

    Campaign Monitor
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  • The average email open rate across different industries is 21%.

    Mailchimp
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  • Prospect lists with 1–200 people lead to a higher average response rate than longer lists.

    Woodpecker
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  • Email marketing has a two times higher ROI than cold calling.

    MarketingSherpa
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  • 41% of marketers say that effective one-to-one outreach was the main factor behind successful qualified lead generation for their B2B business.

    Statista
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09 Sales Call Statistics

  • The best time to call your prospects is between 4 and 5 p.m.

    Call Hippo
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  • 88% of sellers engage in warm calls, and 46% conduct cold calls.

    LinkedIn
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  • 85% of prospects are dissatisfied with their experiences of talking to sales reps on the phone.

    Salesforce Pie chart visualizing 85%.
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  • The ideal length of a voicemail message is between 20 and 30 seconds.

    Hubspot
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  • In one study, 41% of salespeople said that the phone is still the most effective tool in sales.

    Sales Insights Lab
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  • 92% of all customer interactions take place over the phone.

    Brevet
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  • 75% of prospects in the C-suite are happy to take sales calls (compared to 64% of directors and 59% of managers).

    Hubspot
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  • You’re 46% more likely to successfully connect with a director when dialing a direct dial number…

    Marketing Profs
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  • …and you’re 147% more likely to successfully connect when calling a VP’s direct line.

    Funnel Clarity
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  • 82% of buyers accept meetings with sellers who proactively reach out to them.

    Rain Group
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  • 80% of sales require five follow up calls.

    Invesp A cell phone with the number five next to it.
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  • In one study, 41% of salespeople said that the phone is still the most effective tool in sales.

    Sales Insights Lab
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  • In successful cold calls, reps spend 55% of the time talking and owning the conversation, while in unsuccessful calls, reps spend 42% of the time talking.

    Gong
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10 Sales Referral Statistics

  • 47% of top sales performers ask for referrals consistently, while only 26% of non-top performers ask for referrals.

    Sales Insights Lab Pie chart visualizing 47%.
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  • Referral leads have a 30% higher conversion rate than leads from any other channel.

    Invesp
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  • 92% of consumers trust referrals from people they know.

    Nielson
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  • People are 4 times more likely to buy when they are referred by a friend.

    Nielson
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  • 65% of companies’ new deals come from referrals.

    Entrepreneur
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  • The average lifetime value of a referred customer is 16% higher than that of a non-referred customer.

    UPenn
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  • 84% of B2B buyers start the purchasing process with a referral.

    Harvard Business Review
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  • 58% of salespeople ask for fewer than one referral per month, while 40% rarely ask.

    Sales Insights Lab
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11 Social Selling Statistics

  • 79% of salespeople who sell over social media outperform those who don’t use social media.

    Forbes
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  • 82% of buyers are more likely to consider a brand if their salesperson has a built out LinkedIn profile.

    LinkedIn
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  • 74% of sellers said they wanted to expand their LinkedIn network in 2021.

    LinkedIn
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  • 70% of sales professionals are most active on LinkedIn compared to other social media.

    LinkedIn A cell phone next to a ringing bell and the LinkedIn logo.
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  • 73% of sales reps that leverage social selling exceed their quota 23% more often than their counterparts.

    Propeller
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  • 75% of B2B buyers and 84% of C-level executives use social media to make purchasing decisions.

    International Data Corporation
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12 Sales Follow Up Statistics

  • 48% of salespeople never make a follow-up attempt.

    Invesp
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  • A campaign with even one follow up converts 22% more prospects.

    Woodpecker
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  • 90% of emails that received replies were replied to within one day after they were opened.

    Yesware
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  • Email campaigns with 4–7 emails in a sequence have a response rate that’s three times higher than campaigns with 1–3 emails.

    Woodpecker
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  • Follow-up emails often get a better response rate than the initial email. One study saw a 30% response rate to the first email and 14% to the 4th. Even the 10th email in the sequence got a 7% response rate.

    Yesware A chart shows an increase in the number of follow-up emails gets better response rates.
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  • Jason Zook, founder of the now-dissolved IWearYourShirt, generated about 75% of successful deals from follow-up emails.

    Inc
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  • 75% of buyers want to receive 2–4 phone calls before a company gives up. Only 12% would want a company to try as many times as it takes to get a hold of them.

    Invesp
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  • 57% of people say they would be encouraged to make a purchase from a salesperson who doesn’t try to apply pressure or hassle them when following up.

    Invesp
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13 Sales Closing Statistics

  • 92% of salespeople give up after four “no’s,” but 80% of prospects say “no” four times before they say “yes.”

    Marketing Donut
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  • 36% of salespeople say that closing is the hardest part of their job.

    Hubspot
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  • Best-in-class companies close 30% of sales qualified leads while average companies only close 20%.

    Point Clear
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  • Between 30–50% of sales go to the vendor that responds first.

    Inside Sales
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  • 38% of salespeople say getting a response from prospects is becoming increasingly more difficult.

    Hubspot
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  • Using the word “discount” decreases the odds of successfully closing a sale by 17%.

    Gong
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  • The average salesperson’s close rate is less than 20%.

    Hubspot A pink hand and a blue hand shake hands.
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  • 35% of sales reps say the same about closing a sale.

    Hubspot
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  • 71% of sales professionals’ top priority is to close more deals.

    Hubspot
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  • 55% of sales reps say budget is the most common reason a promising deal falls through.

    Sales Insight Lab
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14 B2B Sales Statistics

  • 70% of B2B decision makers are open to making new, self-serve or remote purchases greater than $50,000. 27% say they’d spend more than $500,000.

    McKinsey & Company
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  • 88% of B2B customers only buy once they see the salesperson as a trusted advisor.

    LinkedIn
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  • B2B customers use 10 different channels during their decision-making process.

    McKinsey &Company
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  • In 2021, 41% of respondents said that effective outreach was the main factor behind successful qualified lead generation for their B2B business.

    Statista
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  • 55% of B2B buyers search for information on social media.

    Blender
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  • 84% of B2B buyers start their buying search with a referral.

    Influitive
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  • 77% of B2B buyers say that their latest purchase was complex or difficult.

    Gartner
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  • 50% of B2B sellers say that ease of use is one of the most important factors when selecting online sales channels.

    Statista
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  • 77% of B2B decision makers prefer meeting via videoconference than over the phone.

    McKinsey & Company
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  • B2B buyers rated competitive pricing as the top factor of importance.

    Accenture A three-bar graph with a dollar sign and confetti above it.
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15 Inbound Sales Stats

  • 53% of marketers reported that inbound marketing gave a higher ROI, while only 16% reported that outbound did.

    Hubspot
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  • Inbound marketing provides 59% of the highest-quality sales-qualified leads.

    Hubspot A magnet draws in a person to represent qualified leads.
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  • Over half of B2B buyers rely on content to research their buying decisions.

    Demand Gen Report
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  • 47% of buyers view 3–5 pieces of the company’s content before talking with a sales representative.

    Demand Gen Report
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  • 81% of marketers who think their company’s marketing strategy is effective primarily rely on inbound marketing.

    Hubspot
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  • 3 in 4 B2B marketers use sales team feedback to research their target audience for content marketing.

    Content Marketing Institute
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  • 73% of B2B buyers viewed a case study during their research.

    Demand Gen Report
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  • 56% of businesses wanted to increase their spend on content creation in 2018.

    Content Marketing Institute
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16 Outbound Sales Stats

  • Only 18% of marketers say that outbound practices provide the highest quality leads for their team.

    Hubspot
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  • 52% of outbound marketers say their marketing efforts are ineffective.

    Iron Paper
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  • 83% of salespeople still think it’s critical to connect with customers over the phone.

    Salesforce
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  • It takes an average of 18 calls to connect with a buyer.

    Gartner
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17 Sales Training Statistics

  • The best-performing sales organizations are twice as likely to provide ongoing training for their sales teams compared to low-performing ones.

    Highspot
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  • The most sales training time is spent on knowledge training (39%), followed by strategy training (22%), skills (20%), and tools training (19%).

    ATD
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  • 40% of salespeople don’t get the training they need to successfully sell virtually.

    Salesforce
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  • In the U.S., companies spend $15 billion each year training sales employees.

    LinkedIn Blue pile of coins
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  • The average company spends $10–$15K hiring a sales rep but just $2K a year training them.

    Brevet
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  • The product-based sales training market share is expected to increase by $1.66 billion USD from 2020 to 2025.

    TechNavio
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  • For every dollar a company invests in training, they receive around $4.53 in return — an ROI of 353%.

    Highspot
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  • It takes at least 10 months for a new sales rep to reach their full potential.

    Brevet
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  • Without ongoing learning, employees forget 70% of training within 90 days.

    Learning Solutions
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  • 8 in 10 high-performing sales teams rate their sales training process as outstanding or very good.

    Salesforce
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18 Sales Career Statistics

  • 17% of salespeople did not attend college.

    Hubspot
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  • 46% of salespeople didn’t intend to go into sales.

    Hubspot
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  • The top 3 metrics used to measure salesperson performance are activity quantity (37%), customer satisfaction (33%), and team quota met (32%).

    LinkedIn
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  • The number of Sales Ops professionals worldwide increased by 38% between 2018 and 2020.

    LinkedIn
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  • Customer success and sales enablement roles have grown more than 200% in the last two years.

    LinkedIn
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  • According to Indeed, the average base salary for sales representatives in the U.S. is $69,754.

    Indeed Two bills stick out of a pink wallet.
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  • Nearly 13% of all the jobs in the U.S. (1 in 8) are full-time sales positions.

    Brevet
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  • Over half (52%) of sellers say that they want to work remotely 50% of the time.

    LinkedIn
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  • In one survey, 24% of salespeople reported that they majored in business in college.

    Hubspot
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19 Door-to-Door Selling Statistics

  • Successful door-to-door reps canvas a neighborhood 3 times and talk with 90% of the residents.

    Spotio
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  • More than half of door-to-door sales people stay at their job for less than a year.

    Zippia Two green doors and one pink door.
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  • Door-to-door sales is still a $28.6 billion dollar industry.

    Zety
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20 CRM Statistics

  • The top sales tech sellers are using customer relationship management (CRM) tools (50%), sales intelligence (45%), and sales planning (42%).

    LinkedIn
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  • 18% of sales reps do not know what a CRM is.

    Hubspot
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  • 97% of sales professionals say that their CRM system is important or very important to closing deals.

    LinkedIn
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  • 83% of salespeople say that an integrated CRM makes sales a more appealing career path.

    Salesforce Illustration of a CRM dashboard.
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  • 91% of sellers use sales tech once a week.

    LinkedIn
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  • Salespeople spend 18% of their time in CRM.

    Forbes
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  • Nearly half of salespeople say that incomplete data is one of their biggest challenges.

    LinkedIn
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  • 91% of organizations with more than 10 employees in their workforce use CRM systems.

    Grand View Research
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  • 26% of buyers also want pipeline and funnel monitoring from their CRM software.

    Software Advice Pie chart visualizing 26%.
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  • The global customer relationship management market is projected to grow from $64 billion in 2022 to $146 billion by 2029, at a CAGR of 13%.

    Fortune Business Insights
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  • The top desired CRM features are contact management, tracking interactions, and scheduling.

    Software Advice
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  • Less than half of sales reps have access to data insights on customer propensity to buy but 85% of those who do say it makes their job more effective.

    Salesforce
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21 Sales Productivity Statistics

  • Sales teams only spend around 34% of their time actually selling.

    Salesforce
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  • 25% of data in a typical sales database is inaccurate.

    Internal Results
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  • High-performing companies are twice as likely as underperforming companies to describe their sales processes as automated.

    Velocity
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  • 45% of sales teams state excessive administration tasks hinder their productivity.

    Process Computer with two pink gears above it.
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  • Sales teams spend 64% of their time on non-selling tasks like administration, service, travel, and training.

    Salesforce
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  • Inaccurate contact data wastes 27% of sales reps’ time each year.

    LeadJen
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  • 40% of sales reps still use tools like Outlook or Excel to store customer and lead data.

    Hubspot
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  • Data decays at around 2% a month. This means that 20% of your data will be unusable within a year.

    B2B Marketing
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  • High-performing sales teams are 2x more likely to embrace guided selling.

    Salesforce
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  • The average company loses 12% of its revenue as a result of inaccurate data.

    Internal Results A target with three arrows in it that missed the bullseye.
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  • 77% of sales professionals say their organization is planning to invest more in sales intelligence tools.

    LinkedIn
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  • 32% of sales reps spend an hour or more on data entry every day.

    Hubspot
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  • 63% of sales team leaders say that virtual meetings are just as or even more effective than face-to-face meetings.

    Hubspot
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22 Sales Success Statistics

  • 63% of sellers say that they always put the buyer first, but only 23% of buyers agree with that.

    LinkedIn
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  • 60% of sales professionals say that collaborative selling increases productivity by over 25%.

    Salesforce A pink gear has a dollar sign in the middle.
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  • Over 4 in 5 buyers would rather buy from a more diverse sales organization than a less diverse organization, even if they have equal offerings.

    LinkedIn
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  • 89% of salespeople say that today, sales is more about listening to the customer than talking to the customer.

    Salesforce
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  • The average company loses 10–30% of its customers each year.

    Brevet
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  • 61% of sales reps believe selling is harder than it was 10 years ago.

    Sales Insights Lab
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  • 66% of sales teams track customer satisfaction as their top KPI.

    Salesforce
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  • 86% of sales managers say that the ability to cope with change is more important than it was five years ago.

    LinkedIn
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  • AI adoption in sales teams is forecasted to grow 139% over the next three years.

    Salesforce A three-bar graph shows an increase in AI adoption.
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  • 51% of sales leaders focus on increasing customer retention through deeper relationships.

    Salesforce
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  • Buyers’ top 3 deal-killers from sales reps are: misleading information (48%), not understanding their company’s needs (44%), and not understanding their own product or service (43%).

    LinkedIn
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  • 91% of companies agree that their current sales model is as effective or more effective than it was before the pandemic.

    McKinsey & Company
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  • High-performing sales teams are 1.5x more likely to base forecasts on data-driven insights.

    Salesforce
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  • 77% of salespeople say that collaborative selling with other departments (marketing, service teams) is important.

    Salesforce
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  • 67% of managers say that managing a remote sales team is more challenging than expected.

    LinkedIn
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  • 50% of sales teams leverage data to produce timely, accurate forecasts — only 16% rely on gut feelings.

    Salesforce
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  • Almost 90% of buyers are more likely to consider a brand if the salesperson challenges their way of thinking.

    LinkedIn
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