Just read this article by Aja Frost on HubSpot. Loved the insights. I can see where a lot of these Stats are valid for outside sales and some are more focused on inside sales. However, here are a handful that stuck out to me that shows things keep shifting and we need to keep our pulse on the market as we head into 2019:
Sales Prospecting Statistics
#10 It takes an average of 18 calls to actually connect with a buyer.
Sales Email Statistics
#19 The average person deletes 48% of the emails they receive every day. This task takes them just five minutes.
#27 Don’t just provide information — request some, too. Emails that contain one to three questions are 50% likelier to get replies than emails without any questions.
Sales Call Statistics
#30 Wondering what to ask? Questions about your prospect’s business pain points and objectives are closely tied to a won deal. (hopefully this one isn’t too surprising for most of you)
#32 Top performing salespeople are up to 10 times likelier to use collaborative words and phrases than low-performing ones. With that in mind, default to “we,” “us,” “our,” and “together” over “you,” “I,” “me,” and “your.”
Social Selling Statistics
#39 65% of salespeople who use social selling fill their pipeline, compared to 47% of reps who do not.
#41 Half of revenue is influenced by social selling in 14 common industries, including computer software, healthcare, and marketing and advertising.
Sales Productivity Statistics
#48 High-performing sales organizations are twice as likely to provide ongoing training as low-performing ones.
#49 Sales professionals with three to four years of selling experience spend 50% more time on training than those with two years or less and 110% as those with five years or more — probably because rookies aren’t sure if they’re going to stay in sales and veterans don’t believe they need to develop further.
#55 Google found nearly half of all buyers are millennials.
#57 Almost half of deals are lost because of budget. 25% are marked closed-lost because of timing. Lack of authority, time to review, and urgency are the third, fourth, and fifth most common reasons, respectively.
Referral Sales Statistics
#62 84% of buyers now kick off their buying process with a referral. (ARE YOU ASKING FOR REFFERALS?)
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MWI
Okay gang —— Are you ready for 2019? Things KEEP changing! At MWI we pride ourselves on staying ahead of the curve and keeping our Pulse on the Market for YOU!
Let us know if you need more support! We are here for you and can help you navigate through all of these changes and buyers’ needs.
Give us a call at 847.845.4922, or contact our Executive Coordinator-Facilitator, Julianna Swanson (312.858.0921, julianna@melissawhitakerintl.com) to schedule a consultation call.
LET’S FINISH 2018 STRONG AND KICK BUTT IN 2019!
Here is to you and your continued Success!
Melissa D. Whitaker
