When was the last time you were sold something? Odds are, it was recently.
Selling is a staple in our society, and the profession has been around for a very long time. It’s an industry that continues to change as consumers’ buying habits evolve.
While the actual style of selling a product differs between salespeople, the overall goal of a sales team is universal: to attract and retain customers. A powerful way to commit to those goals is to use sales tools to your advantage. Using tools that take care of the time-consuming tasks involved with the life of a sale allow salespeople to focus on the sale itself.
One of the most popular tools is CRM software, or customer relationship management. Using CRM software ensures a better customer experience and higher productivity for a sales team. By streamlining the process for managing customer data and productivity reports, productivity increases exponentially.
For businesses that want a suite of customer management tools, CRM all-in-one software can provide a multitude of efficient solutions.
TIP:If you’ve never tried CRM software before and want to dip your toes into something basic, check out the14 best free CRM software solutionsto find one that’s right for your business.
Sales Statistics 2019
Take a look at these sales statistics to get to know the various trends and obstacles sales teams face in 2019 and beyond.
Let’s start our journey with the beginning of a sales cycle, which involves gearing yourself with a popular tool that helps you organize all the data that comes along with the act of selling.
As a central hub for customer information, CRM is a sales team staple and continues to be a bigger asset as years go by. It helps streamline all the processes involved with a sales cycle, from beginning to end. Not only does CRM use save time, it also boosts sales revenue. The following statistics prove the undeniable growth of CRM and shows that it’s a tool that truly makes a difference.
CRM Industry Statistics
CRM is a $36 billion global industry and delivers an ROI of almost 245 percent. The industry also has 27 percent year-over-year growth.(ReadyCloud)
CRM market potential is projected to be $82 billion by 2025, annually growing at 12 percent.(Seeking Alpha)
91 percent of North American firms with 10 or more employees already have CRM systems in place.(Destination CRM)
CRM Implementation Statistics
50 percent of sales teams reported improved productivity with a CRM. (Data2CRM)
44 percent of employees at medium-sized companies use CRM tools, versus 23 percent of employees of small companies and 27 percent at large companies.(LinkedIn)
64.2 percent of companies using CRM rate their CRM tools as “impactful” or “very impactful.”(Defined Ventures)
CRM Usage Statistics
33 percent of CRM users spend 3–5 hours per week using CRM tools, while 24 percent spend more than 10 hours per week using CRM tools.(LinkedIn)
87 percent of CRM systems are cloud based; comparably, 88 percent of CRMs were on-premises systems in 2008.(GetCRM)
Mobile access to a CRM increases sales force productivity by an average of 14.6 percent.(Super Office)
Clearly, CRM is boosting more than just productivity. It’s been shown to increase revenue and ROI. It’s no wonder why so many companies have a CRM in place.
Sales Prospecting Statistics
The next step in the sales cycle journey is a process that takes considerable legwork. Prospecting is the act of reaching out to potential leads in an effort to create a conversation that leads to a sale, which can be a painstaking process for even the most experienced salespeople.
There are many nuances that can make or break a sale in the initial steps of selling. These statistics highlight the highs and lows of attaining a new customer.
More than 40 percent of salespeople say prospecting is the most challenging part of the sales process, followed by closing (36 percent) and qualifying (22 percent).(HubSpot)
The percentage of salespeople making quota has dropped from 63 percent to 53 percent over a five-year period.(CSO Insights)
77.3 percent of people said their employer provides at least one quarter of their leads. (Marc Wayshak)
33 percent of sales intelligence tool users spend 3–5 hours per week using sales intelligence prospecting tools.(LinkedIn)
Only 23.9 percent of sales emails are opened.(Topo HQ)
It takes an average of 18 calls to actually connect with a buyer.(Spotio)
Studies show that asking between 11–14 questions during the course of a lead call will translate to 74 percent greater potential success. (Gong)
In 2007, it took 3.68 cold call attempts to reach a prospect. Today it takes eight attempts.(Spotio)
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The average sales rep spends 25 hours a month leaving a voicemail.(LeadFuze)
96 percent of buyers think meetings are worth their time if you focus on the value you deliver to them. Additionally, 92 percent of buyers find a meeting valuable if you provide industry/market insights and give them new perspective and help them better understand their needs. (HubSpot)
Evidently, selling in any traditional form (phone or in person) takes quite a bit of effort. As we keep diving into these numbers, you’ll notice a specific difficulty with traditional sales techniques.
Selling evolves alongside buyer habits, and the rise of the digital age facilitates easier prospecting in other approachable formats, such as social media. In the next section, you’ll find out how social media selling positively impacts sales.
Social Media Sales Statistics
Social media is a powerful tool for selling. Now that we’re towards the end of the sales life cycle journey, we can start heading away from the negative sales statistics and focus on the ever-growing, positive statistics behind social media selling techniques.
57 percent of sellers gained a higher ROI from social selling versus 23% using traditional methods like cold calling. (Sales for Life)
More than 70 percent of sales professionals use social selling tools like LinkedIn and Facebook.(LinkedIn)
Several industries reported a 50 percent revenue increase with social media selling (Forbes)
79 percent of salespeople achieve quota by using social selling techniques. (Microsoft)
84 percent of people say social networks play a vital role in the purchase process(IDC)
Customers are four times more likely to buy when referred by a friend.(GetCRM)
Social media selling has been proven to increase sales and is a vast improvement over traditional cold calling. Catching the attention of potential leads using a mere 280 characters on Twitter, or through eye-catching imagery on LinkedIn, boasts great results.
Sales Closing Statistics
Finally, we’ve reached the most rewarding part of the sales journey. The effort involved with keeping a potential future client interested is equally as arduous as the prospecting stage.
The goal is to inevitably close the sale, and it can take a long time and come with its own roadblocks. These statistics show the challenges associated with the lifecycle of the sales pipeline through the time of closing.
70 percent of companies say closing more deals is their top priority. (OnePageCRM)
65 percent of customers are lost because of indifference, not because of mistakes.(Iron Paper)
91 percent of the top-performing sales organizations collaborate across all departments to close big deals. (Resourceful Selling)
94 percent of B2B buyers report that they conduct some form of online research before purchasing a business product. 55 percent of B2B buyers conduct online research for at least half of their corporate purchases.(Accenture)
The act of closing a deal is a tough one to master, but statistics show that collaboration results in higher performance. So don’t be afraid to reach out to your colleagues to help tackle a particularly difficult sale.
The sales journey will continue to evolve
Being a successful sales person requires more than on-the-job training and experience. It takes commitment, strategy and the right tools. As buyers continue to adapt in the digital age, the act of selling will evolve alongside them.
Now that you’re familiar with these sales statistics, there’s plenty ofsales software to choose from for your business so you can be part of the continuous evolution. Be sure to leave a review once you’ve implemented a new sales solution!
Ready to learn more about the sales process? Discover how you can use sales forecasting to predict your team's success in 2019.
Tricia is a research analyst focusing on office and design software. Tricia started at G2 in October 2018 after spending nearly five years in the competitive intelligence industry, which led to extensive market research knowledge and experience. She is currently maintaining the integrity of her space by building out new categories and writing data-driven content. Her coverage areas include office and design. In her spare time, she enjoys reading, attending concerts, and gaming.