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By | 08/09/2022

The best sales efforts tend to be informed by trends within the broader sales landscape. That’s why staying on meridian of fundamental sales statistics is so crucial for salespeople looking to prospect effectively, research incisively, conduct well-received outreach, and remain equally productive as possible.

To help sales professionals get there, we’ve compiled a list of facts and figures currently shaping the practice in 2022 — including information pulled from HubSpot’south recent survey of over i,000 global sales reps, managers, and leaders.

Allow’s dive in.

Sales Prospecting Statistics

Sales Follow-Up Statistics

Sales Electronic mail Statistics

Sales Call Statistics

Social Selling Statistics

Sales Productivity Statistics

Referral Sales Statistics

Sales Career Statistics

Inside Sales Statistics

Sales Technology Statistics

Remote Sales Statistics





[New Data] The 2021 Sales Enablement Report


Sales Statistics [2022]

Sales Prospecting Statistics

i. Top sellers spend an average of 6 hours every week researching their prospects. (Crunchbase)

2. Need and budget are the two biggest factors in whether a prospect connects with a rep. (Pelting Group)

Sales Follow-Upwards Statistics

3. 64% of sales professionals who cross-sell say email follow-up is the almost constructive cross-selling strategy (HubSpot)

4. 60% of customers say no four times before saying yes. (Invesp)

5.48% of salespeople never even brand a unmarried follow up attempt. (Invesp)

6.80% of sales require v follow-up calls whereas. (Invesp)

vii. 44% of salespeople give upward afterward one follow-up call. (Invesp)

Sales Email Statistics

viii. Personalizing email subject lines leads to a 22% increase in open up rate. (Outreach.io)

9. 33% of people open emails based on the subject area line alone. (SuperOffice)

10. Email is about xl times meliorate at acquiring new customers than Facebook and Twitter. (The Brevet Group)

11.<43% of sales professionals say electronic mail is the most constructive aqueduct for selling (HubSpot)

Sales Phone call Statistics

12. 69% of buyers accept accepted cold calls from new providers. (Crunchbase)

13.57% of C-level buyers prefer to be contacted via phone. (Crunchbase)

fourteen. Organizations that don’t common cold call experienced 42% less growth than those who used the tactic. (Crunchbase)

fifteen. On boilerplate, it takes viii cold calls to reach a prospect. (Crunchbase)

sixteen. Once you’re talking to the decision-maker, six is the ideal number of calls to win a auction. (Crunchbase)

17. The best time of the workday to make sales calls to prospects is betwixt 4:00 to 5:00 pm. (Callhippo)

eighteen. The best day to call your prospects is Wednesday. (Callhippo)

nineteen. The second best time to call prospects is between 11:00 AM -12:00 PM. (Callhippo)

xx. The all-time time to make sales calls is within an hour of receiving their initial inquiry. (Callhippo)

21. The worst times to phone call prospects are Mondays and the 2nd one-half of Fridays. (Callhippo)

Social Selling Statistics

sales statistics surrounding social selling22. 56% of sales professionals employ social media to detect new prospects. (HubSpot)

23. 67% of sales professionals who utilise social media to detect new prospects say Facebook is 1 of the most effective platforms. (HubSpot)

24. 63% of sales professionals who utilise social media to find new prospects say LinkedIn is 1 of the most effective platforms. (HubSpot)

25. 62% of sales professionals who use social media to find new prospects say Instagram is 1 of the well-nigh effective platforms. (HubSpot)

26. 51% of sales professionals who use social media to detect new prospects say YouTube is one of the nigh effective platforms. (HubSpot)

27. 48% of sales professionals who use social media to find new prospects say TikTok is one of the about effective platforms. (HubSpot)

28. 39% of sales professionals who apply social media to find new prospects say Reddit is one of the most effective platforms. (HubSpot)

29. 55% of sales professionals use social media to inquiry prospects and their businesses. (HubSpot)

30. 74% of sales professionals who employ social media to enquiry prospects and their businesses say LinkedIn is one of the most effective platforms. (HubSpot)

31. 66% of sales professionals who use social media to research prospects and their businesses say Facebook is one of the most effective platforms. (HubSpot)

32. 60% of sales professionals who use social media to inquiry prospects and their businesses say Instagram is i of the most effective platforms. (HubSpot)

33. 45% of sales professionals who use social media to enquiry prospects and their businesses say Twitter is one of the about constructive platforms. (HubSpot)

34. 45% of sales professionals who utilize social media to enquiry prospects and their businesses say Reddit is ane of the well-nigh effective platforms. (HubSpot)

35. 45% of sales professionals who use social media to research prospects and their businesses say YouTube is i of the most effective platforms. (HubSpot)

Sales Productivity Statistics

sales statistics surrounding productivity metrics
36.
47% of sales leaders runway CRM usage as a productivity metric. (HubSpot)

37. 41% of sales leaders track calls made as a productivity metric. (HubSpot)

38. 37% of sales leaders runway emails sent as a productivity metric. (HubSpot)

39. 36% of sales leaders track conversations as a productivity metric. (HubSpot)

xl. 35% of sales leaders rail use of sales tools as a productivity metric. (HubSpot)

41. 33% of sales leaders rail proposals sent as a productivity metric. (HubSpot)

42. 31% of sales leaders track number of follow-ups from high-quality leads equally a productivity metric. (HubSpot)

43. 30% of sales leaders track scheduled meetings as a productivity metric. (HubSpot)

44. 54% of sales leaders say calls made is one of the most of import productivity metrics to rails. (HubSpot)

45. 54% of sales leaders say number of follow-ups from high quality leads is one of the near important productivity metrics to rail. (HubSpot)

46. 54% of sales leaders say CRM usage is one of the nigh of import productivity metrics to runway. (HubSpot)

47. 54% of sales leaders say proposals sent is one of the almost important productivity metrics to track. (HubSpot)

48. 52% of sales leaders say conversations is ane of the most important productivity metrics to track. (HubSpot)

49. 50% of sales leaders say demos or sales presentations is 1 of the most important productivity metrics to rails. (HubSpot)

fifty. 48% of sales leaders say social media interactions is one of the well-nigh important productivity metrics to track. (HubSpot)

51. 47% of sales leaders say use of sales tools is one of the most important productivity metrics to rails. (HubSpot)

52. 47% of sales leaders say emails sent is 1 of the most important productivity metrics to track. (HubSpot)

Referral Sales Statistics

53. 56% of sales professionals get leads from existing customer referrals. (HubSpot)

54. 66.5% of sales professionals say leads generated from customer referrals are the highest quality leads they work work. (HubSpot)

Sales Career Statistics

sales statistics surrounding sales careers55. The median OTE for an SDR is $76,000. (Bridge Group, Inc.)

56. The median OTE for an SDR Manager is $128,000. (Span Group, Inc.)

57. The median OTE for a B2B AE is $132,000. (Bridge Group, Inc.)

58. The median OTE for an AE Manager is $156,000. (Bridge Group, Inc.)

59. The median OTE for a Director of Sales Evolution is $177,000. (Span Group, Inc.)

lx. The median OTE for a Director AE is $218,000. (Bridge Group, Inc.)

Inside Sales Stats

61. Just 33% of within sales-rep time is spent actively selling. (CSO Insights)

62. The average outside sales call will cost $308. Meanwhile, the average inside sales call costs $50. (Pointclear)

Sales Engineering Stats

63. 22% of sales leaders say leveraging their CRM to its fullest potential is one of their tiptop goals in 2022. (HubSpot)

64. 32% of sales professionals who leverage a CRM identified “helping you keep track of your leads” equally being i of a CRM’s biggest benefits. (HubSpot)

65. 25% of sales professionals who leverage a CRM identified “acting as an organized, centralized database” as existence i of a CRM’due south biggest benefits. (HubSpot)

66. 24% of sales professionals who leverage a CRM identified “improving customer retention” as being one of a CRM’due south biggest benefits. (HubSpot)

67. 22% of sales professionals who leverage a CRM identified “offering detailed analytics and reports” as beingness ane of a CRM’southward biggest benefits. (HubSpot)

68. 22% of sales professionals who leverage a CRM identified “acting equally an organized, centralized database” as being ane of a CRM’s biggest benefits. (HubSpot)

69. 22% of sales professionals who leverage a CRM identified “helping you empathize your customers and their needs ” equally being one of a CRM’s biggest benefits. (HubSpot)

70. 20% of sales professionals who leverage a CRM identified “streamlining to sales bicycle” as beingness one of a CRM’due south biggest benefits. (HubSpot)

71. xix% of sales professionals who leverage a CRM identified “helping you identify valuable opportunities” as being one of a CRM’due south biggest benefits. (HubSpot)

72. 19% of sales professionals who leverage a CRM identified “helping you plan and prioritize your schedule” equally being one of a CRM’s biggest benefits. (HubSpot)

73. 18% of sales professionals who leverage a CRM identified “increasing your productivity/reduces fourth dimension spent on administrative tasks ” every bit beingness one of a CRM’s biggest benefits. (HubSpot)

Remote Sales Stats

sales statistics surrounding remote work74. 50% of sales leaders say reps will follow a hybrid sales model this yr. (HubSpot)

75. 32% of sales leaders say reps volition follow an in-person sales model this year. (HubSpot)

76. 17% of sales leaders say reps will follow a fully remote sales model this year. (HubSpot)

77. 44% of sales professionals who sell remotely say phone calls are the most effective channel for remote selling. (HubSpot)

78. 21% of sales professionals who sell remotely say emails are the nearly effective channel for remote selling. (HubSpot)

79. 18% of sales professionals who sell remotely say video chat is the almost effective channel for remote selling. (HubSpot)

80. 43% of remote or hybrid salespeople say, “Selling remotely has no touch on on my ability to sell.” (HubSpot)

81. 36% of remote or hybrid salespeople say, “Selling remotely has made it easier to sell.” (HubSpot)

82. 21% of remote or hybrid salespeople say, “Selling remotely has made it harder to sell.” (HubSpot)

83. 46% of sales professionals who sell both remotely and in-person say, “Selling remotely is less effective.” (HubSpot)

84. 23% of sales professionals who sell both remotely and in-person say, “Selling remotely is more effective.” (HubSpot)

85. 31% of sales professionals who sell both remotely and in-person say, “Selling remotely and in-person are about the same.” (HubSpot)

This list manifestly doesn’t comprehend every factor impacting the sales landscape in 2022. Nonetheless, every point here represents a fundamental tendency that tin can help you lot better understand the resources you can leverage, more effectively appoint with your prospects, and ultimately see the hard results you’re subsequently.

Editor’s note: This post was originally published in October 2015 and has been updated for comprehensiveness.





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2021 Sales Enablement Report

Source: https://blog.hubspot.com/sales/sales-statistics