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99 sales stats that will help you sell smarter

written by sales-i Marketing Team

sales-i 29081 2017-10-31 1440960
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Speak to any salesperson and they’ll tell you that they could sell a winter coat to a Wookie. I don’t think I’ve ever met a bad salesperson, however, is the state of sales really as good as they make it out to be?

Here are 99 sales stats that will make you sell smarter.

  1. 44% of salespeople give up after one follow up. (Source: Scripted)
  2. If you follow up a web lead within 5 minutes, you’re 9 times more likely to convert them. (Source:
  3. 23% of salespeople find upselling to existing customers a daily challenge. (Source: sales-i)
  4. Buyers are between 60 and 90% finished with the buying process before they engage with sales. (Source: Jon Miller)
  5. Thursday is the best day to prospect. (Source:
  6. Tuesday is the worst. (Source:
  7. Inside sales departments are growing 300% faster than outside sales. (Source: Dave Elkington)
  8. Top salespeople outperform average ones by 2:1 and low performers by 10:1. (Source:
  9. Only 5% of B2B sales teams consider social media an effective lead gen tool. (Source: Ken Krogue)
  10. However, 94% of prospects are active on social media. (Source: Ken Krogue)
  11. 70% of all projects your prospects implement are unbudgeted. If they can see a need, they’ll find the money. (Source: Objection Handling 201)
  12. Only a third of buyers trust brands. (Source: The ABCs of social selling)
  13. 17% of salespeople believe manual data entry is a hindrance to their company’s bottom line. (Source: sales-i)
  14. 92% of buyer’s trust recommendations. (Source: The ABCs of social selling)
  15. The average company spends between $10,000 and $15,000 hiring a salesperson and only $2,000 on sales training. (Source: Effective Onboarding: The Foundation of Success)
  16. Inside salespeople spend about a quarter of their time generating leads and doing research. (Source: Casual Coaching causes Crummy Commissions)
  17. 74% of sales teams suffer from poor CRM adoption. (Source: Improving Sales in a Brave New World)
  18. Only 13% of customers believe a salesperson can understand their requirements. (Source: Inside Sales to Overtake Field Sales: Are You Ready?)
  19. 80% of sales require 5 follow up calls after the first meeting. (Source: Sirius Decisions)
  20. The average salesperson gives up after just 2 follow up calls. (Source: Sirius Decisions)
  21. 50% of sales go to the first salesperson to contact the prospect. (Source:
  22. 44% of salespeople give up after 1 follow up call. (Source:
  23. 10% of salespeople believe using Excel for sales reporting and analysis is damaging to their business. (Source: sales-i)
  24. The average cost of a customer telephone call is $33.11. (Source:
  25. The average cost of a customer field sales call is $276.48. (Source:
  26. On average a company loses between 10 and 30% of its customers each year. (Source:
  27. It’s 6 to 7 times cheaper to save an existing customer than to acquire a new one. (Source:
  28. Only 2% of cold calls result in an appointment. (Source:
  29. 80% of sales calls with a referral lead to a meeting. (Source:
  30. 6% of salespeople always go with their ‘gut’ feeling when making decisions. (Source: sales-i)
  31. 91% of customers say they’d give a referral. (Source: Dale Carnegie)
  32. But… only 11% of salespeople ask for one. (Source: Dale Carnegie)
  33. At any given time, only 3% of your market is actively buying. 56% are not ready, 40% are poised to begin. (Source: Vorsight)
  34. Companies that automate lead management see a 10% greater increase in revenue. (Source: Gartner)
  35. Lead nurturing emails generate an 8% click through rate compared to general emails that generate 3%. (Source: HubSpot)
  36. Nurtured leads cost 33% less than non-nurtured leads. (Source: Forrester)
  37. Companies that nurture leads make 50% more sales. (Source: Forrester)
  38. In a typical company with 100-500 employees, there are an average of 7 decision makers. (Source: Gartner)
  39. Two thirds of B2B marketers identified engaging key decision makers as their top challenge. (Source: Forrester)
  40. 35% of email recipients open email based on a subject line alone. (Source: Convince & Convert)
  41. Email is 40 times more effective at getting new customers than social media. (Source: McKinsey)
  42. 49% of salespeoples’ biggest daily challenge is understanding which customers are falling in sales. (Source: sales-i)
  43. 92% of buyers say they delete emails from unknown senders. (Source: A Sales Guy)
  44. Lost productivity and poorly managed leads cost companies at least $1 trillion every year. (Source: CMO Council)
  45. 95% of buyers choose a solution provider that provided them with ample content to help navigate through each stage of the buying process. (Source: The Whole Brain Group)
  46. 71% of salespeople say they spend too much time on data entry. (Source: Heinz Marketing)
  47. 85% of prospects and customers are dissatisfied with their on-the-phone experience. (Source:
  48. 93% of converted leads are contacted by the 6th call attempt. (Source: HubSpot)
  49. The best time to cold call is 4pm – 5pm. The second best time is 8am – 10am. The worst times are 11am and 2pm. (Source:
  50. The last 5 minutes of a sales presentation are the most memorable, so end with a story – 63% of attendees remember stories. (Source: RedBase Interactive)
  51. Emails with “Free” in the subject line were opened 10% more than those without. (Source: HubSpot)
  52. Nearly six in 10 salespeople say that when they figure out what works for them, they don’t change it. (Source: HubSpot)
  53. 40% of salespeople use technology to analyze data which informs their decisions. (Source: sales-i)
  54. 13% of all full-time jobs in the United States are sales positions. (Source: SilledUp)
  55. Over $1 trillion is spent annually on sales forces. (Source:
  56. Companies with a playbook are 33% more likely to be high performers. (Source:
  57. Yet 40% of sales teams don’t have one. (Source:
  58. The average return on investment for CRM is $8.71 for every dollar spent. (Source: Nucleus Research)
  59. Effective sales organizations are 81% more likely to be practicing consistent usage of a CRM or other system of record. (Source: Aberdeen Group)
  60. 22% of salespeople still don’t know what a CRM is, and 40% still use informal methods like spreadsheets and email programs to store customer data. (Source: HubSpot)
  61. A CRM system can help increase sales by up to 29%. (Source:
  62. And sales productivity by up to 34%. (Source:
  63. 24% more salespeople achieve annual sales quota with mobile access to their CRM. (Source: Aberdeen Group)
  64. 47% of polled CRM users said that their CRM had a significant impact on customer retention. (Source: Capterra)
  65. Nurtured leads make 47% larger purchases. (Source: Marketo)
  66. Only 5% of salespeople said leads they received from marketing were very high quality. (Source: HubSpot)
  67. 82% of customers viewed five or more pieces of content from the winning vendor before making a purchase. (Source: Forrester)
  68. 70% of purchasing decisions are made to solve a specific problem. (Source: Impact Communications)
  69. Only 30% of buyers are looking for added value. (Source: Impact Communications)
  70. Salespeople who use social selling are 79% more likely to hit their sales goals than those who don’t. (Source: Aberdeen Group)
  71. Businesses that use marketing automation to nurture prospects experience a 451% increase in qualified leads. (Source: Annuitas)
  72. You are 70% more likely to get an appointment on an unexpected sale if you join LinkedIn Groups. (Source: Vorsight)
  73. A referred customer spends 13.2% more than a non-referred customer. (Source: Journal of Marketing)
  74. Only 33% of inside sales rep time is spent actively selling. (Source: CSO Insights)
  75. 17% of sales managers cite having visibility into what their sales team is doing as their biggest daily challenge. (Source: sales-i)
  76. 50% of sales time is wasted on unproductive prospecting. (Source: The B2B Lead)
  77. 46% of high-growth tech companies are growing via inside sales. (Source: Harvard Business review)
  78. Nearly 57% of B2B prospects and customers feel that their sales teams are not prepared for the first meeting. (Source: IDC)
  79. 88% of missed opportunities were caused because sales couldn’t find or leverage internal resources. (Source: Qvidian)
  80. 61% of B2B marketers send all leads directly to Sales; however, only 27% of those leads will be qualified. (Source: MarketingSherpa)
  81. Alignment of sales and marketing positively impacts revenue growth up to 3 times. (Source: Bulldog Solutions)
  82. Salespeople ignore half of all of marketing leads. (Source: The B2B Lead)
  83. The average voicemail response rate is 4.8%. (Source:
  84. 80% of calls go to voicemail, and 90% of first time voicemails are never returned. (Source: RingLead)
  85. Increasing customer retention rates by 5% increases profits by 25-95%. (Source: Bain & Company)
  86. The optimal voicemail message is between 8 and 14 seconds. (Source: The Sales Hunter)
  87. 15% of a salesperson’s day is spent leaving voicemails. (Source: RingLead)
  88. Over a quarter of salespeople say there is too much customer information stored across different systems. (Source: sales-i)
  89. Subject lines with more than 3 words experience a drop in open rate by over 60%. (Source: ContactMonkey)
  90. Relevant emails drive 18 times more revenue than bulk emails. (Source: Jupiter Research)
  91. 78% of decision makers polled have taken an appointment or attended an event that came from an email or cold call. (Source: DiscoverOrg)
  92. 40% of buyers would have bought an item anyway, with or without a promotion. (Source: Inspector Insight)
  93. A 1% pricing discount results in a decrease of 8% in operating profits for the average company. (Source: McKinsey)
  94. 92% of all customer interactions happen on the phone. (Source:
  95. The average salesperson makes 52 calls every day. (Source: The Bridge Group)
  96. 42% of salespeople feel they don’t have enough information before making a call. (Source: Lattice Engine)
  97. 68% of companies struggle with lead generation. (Source: SalesStaff)
  98. 87% of workers are not actively engaged in their jobs. (Source: Gallup)
  99. And finally, only 60% of salespeople meet their quota. (Source: CSO Insights)

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