Diana May-JenningsWith the opportunity of the new year upon us, there are a lot of important statistics that can make your life as a sales rep easier and more productive. While these are not the only sales statistics out there and some may be more important to you than others, they will all help inspire or direct you to improve in some way. Check out these 10 stats now to sell smarter this year.
The 10 sales stats to remember:
- The best time to email prospects is between 8:00 A.M. and 3:00 P.M.
- 75% of online buyers want to receive between 2-4 phone calls before a company gives up.
- 12% of prospects would like a company to try as many times as it takes to get a hold of them.
- Gong.io analyzed over 100,000 connected outreach calls and found successful salespeople talk for 54% of the call, while unsuccessful salespeople spent only 42% of their time speaking.
- 63% of sales leaders believe that virtual meetings are just as or more effective than in-person meetings.
- If you call a lead in the first 5 minutes after they’ve submitted a web form, they’re 100x more likely to get on the phone.
- 74% of buyers chose the company that was the first to add value.
- About 47% of top performers ask for referrals consistently, versus only 26% of non-top performers.
- 92% of consumers trust referrals from people they know.
- Top ways to create a positive sales experience, according to buyers: listen to their needs (69%), don’t be pushy (61%), provide relevant information (61%), and respond in a timely manner (51%).
Mind-blowing sales stats explained
#1 The best time to email prospects is between 8:00 A.M. and 3:00 P.M.
Prospecting is hard enough without having to guess what time you should reach out. According to SlideShare, the majority of prospects prefer that you reach out to them via email between 8:00 A.M. and 3:00 P.M otherwise you likely won’t get ahold of them. Keep this in mind as you start reaching out to customers after the holidays.
#2 75% of online buyers want to receive between 2-4 phone calls before a company gives up
With the constant presence of the internet, so many prospects are searching for services before talking to a rep but that doesn’t mean they don’t want to hear from you at some point. 2-4 phone calls is the perfect middle-ground between not enough contact and too much for the modern buyer.
#3 12% of prospects would like a company to try as many times as it takes to get a hold of them
Contradictory to the last stat, Invesp found that a smaller 12% of prospects prefer to be reached out to a lot more often than the majority. While this may not always be true for your prospects, it’s important to find out what your customer prefers as you get to know them and contact accordingly.
#4 Gong.io analyzed over 100,000 connected outreach calls and found successful salespeople talk for 54% of the call, while unsuccessful salespeople spent only 42% of their time speaking
Outreach calls can be intimidating especially when you don’t know if you should dominate the call or not. But this stat from Gong.io, a notable sales software, analyzed over 100,000 phone calls that proved when sales reps own the conversation (roughly 54%), but allow their prospect to talk where more successful in their pitch. Has this been your experience? We want to know!
#5 63% of sales leaders believe that virtual meetings are just as or more effective than in-person meetings
This stat is perfect for reps that don’t want to spend their day driving from prospect-to-prospect, because 63% of leaders found that virtual meetings can end up being more effective. This is especially convenient since Covid limited in-person interaction, but that doesn’t mean you can’t be successful this year. So start scheduling your zoom meetings and your prospects will thank you.
#6 If you call a lead in the first 5 minutes after they’ve submitted a web form, they’re 100x more likely to get on the phone
There’s no surprise that time is money in sales and if you’re the first rep to reach out to a prospect the chances of you closing that deal go up exponentially. That doesn’t mean you’re guaranteed the sale, but if you get call a lead within the first 5 minutes of them submitting a form on your site, InsideSales has found that you are almost guaranteed to get them on the phone opening the opportunity for the sale.
#7 74% of buyers chose the company that was the first to add value
Even if you don’t end up being the first rep to reach out to the customer, that doesn’t mean you’re automatically out of the running. 74% of customers will say no to any company until they actually add value to their life or solve their pain point. This is a good reminder that customers want to know what you can solve for them instead of how great your company is.
#8 About 47% of top performers ask for referrals consistently, versus only 26% of non-top performers
It’s no secret that referrals are a golden way to get in with new customers that you might not have had the chance to meet otherwise. That’s why every sales rep should always be asking and following up on referrals—this stat speaks for itself. If you’re nervous about where to start or don’t know how to ask for a referral, we have a guide for you.
#9 92% of consumers trust referrals from people they know
Again, it’s no secret that referrals are a great and simple way to ensure that you have enough high quality prospects to contact. When you tell a customer that someone they know (and trust) referred you to contact them, they’re instantly a warmer lead and you have a real-life connection with them.
#10 Top ways to create a positive sales experience, according to buyers:
According to prospects: 69% want you to listen to their needs, 61% prefer that you aren’t be pushy with your pitch, another 61% want you to provide relevant information, and finally 51% want you to respond in a timely manner via phone/email/meetings.
Which sales stats will you use this year?
We’re excited about the possibilities going into this new year. With these sales stats as inspiration, what do you and your team plan to focus on? If you haven’t already started making goals for 2023, start looking into the best new years resolutions for sales teams to make sure that you get the success you deserve!
