Sales Success through Understanding Sales Statistics

Sales Success through Understanding Sales Statistics

Last month, I wrote a Tuesday Morning Commentary on sales statistics and how they can be helpful in making you more successful in sales. From that TMC, I received a ton of feedback on how helpful those stats were, and in some cases, how eye-opening. Many folks asked me if I had any more data. I pulled a large amount of content from sales workshops I have delivered. I also went online to pull together some more stats that I think are important.

  • A recent DiscoverOrg poll of over 1,000 executives showed that ¾ of them were prompted to attend an event or take an appointment as a result of a cold call or email!
  • The best days to call are Wednesdays and Thursdays from 6:45 to 9:00 a.m. or 4:00 to 6:00 p.m.
  • 79% of all marketing leads are never converted to sales.
  • 48% of prospects are never followed up on after a first meeting/call. Only 10% have more than three meetings/calls, while 80% of sales are made on the 5th to 12th contact!
  • The biggest challenge for today’s salesperson is establishing a sense of urgency (42%) followed by getting in touch with prospects (37%) and overcoming price objections (35%).
  • 40% of emails are opened on mobile first. The average screen can fit a maximum of five to eight words in a line.
  • Adding the word “new” to your email subject line can increase open rates by 23%.
  • Only 7% pf salespeople respond to lead submissions within five minutes of receipt. Over 50% don’t respond within five days!
  • Recent research has shown that asking 10-15 questions during the course of a lead call or discovery session will translate into a 74% better chance of success.
  • CRM adoption increased sales by 29%.
  • Successful salespeople use terms that inspire confidence such as “certainly,” ”definitely,” and “absolutely” five times more often than low performers.

Remember, these are statistics and your personal style may not be applicable to every piece of data, but they should enlighten you somewhat. They should open your eyes to finding ways to make yourself even more successful!

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