Sales Strategies To Win in 2023: The most effective sales initiatives frequently take into account developments in the larger sales landscape. For salespeople trying to prospect effectively, do insightful research, execute well-received outreach, and remain as productive as possible, staying on top of critical sales statistics is absolutely essential.
To assist sales professionals in getting there, we’ve developed a list of statistics that are shaping and influencing the field in 2022 that should help better inform your 2023 sales strategies on both an individual and team level.
Top salespeople research their prospects for an average of 6 hours per week.
This statistic encompasses all forms of research, including Internet searches, Linkedin outreach and personal networking
The two main determinants of whether a prospect connects with a rep are need and budget.
Email follow-up, according to 64% of salespeople who cross-sell, is the most successful cross-selling tactic.
Most respondents who cross-sell used a combination of sales calls, emails and other Internet-based outreach.
60% of customers refuse three times before buying, but 48 percent of salespeople never even try to follow up.
From this simple stat, it’s not that hard to see why some salespeople will never succeed, no matter how good their basic sales skills are unless they are taught the art of polite persistence.
5 follow-up calls are necessary to close 80% of B2B transactions, but 44% of salespeople give up after just one.
Once again, another important sales statistic that backs up what our sales trainers say more often than they’d like to have to: if you don’t keep trying you won’t succeed.
Email subject line personalization increases open rates by 22%.
33% of email opens are determined only by the subject line.
Compared to Facebook and Twitter, email is nearly 40 times more effective at bringing in new customers.
Too often we see the allure of the ‘newer’ sales tactic (social) being pushed aside in favor of what is now a three-decade-old sales tactic, but as a number of these 2022 sales statistics demonstrate not only is email still a hugely successful sales strategy, but it is usually more effective than social selling (outside perhaps of Linkedin)
Email, according to 43% of salespeople, is their most successful selling medium.
B2B Buyers agree to cold calls from new providers 69% of the time.
We know from our own experience that far more people than some would have you believe are open to cold calling, something we demonstrate in our sales training all the time.
A phone call is preferred by 13.57% of C-level buyers.
Companies that don’t use cold calling saw 42% less growth than those that do.
An average of eight cold calls are required to contact a prospect.
Again, back to the issue of persistence. It can be harder to master the art of cold-calling persistence, which is why so many of our clients find this aspect of our sales training so valuable in the long term.
Six calls are the perfect amount to make once you’ve reached the decision-maker in order to close the deal.
According to recent industry research, for the best possible results – to make a sale – prospective customers should be contacted for sales between 4:00 and 5:00 pm on workdays. Calling potential customers between 11:00 AM and 12:00 PM is the second-best time.
Wednesday is the ideal day to call potential customers. Mondays and the second half of Friday are the worst days to call potential customers.
The hour after receiving their initial inquiry is the optimal time to conduct sales calls with warm leads.
Social networking is used by 56% of salespeople to discover new prospects.
Facebook is one of the most successful platforms, according to 67% of sales professionals who utilize social media to locate new clients.
LinkedIn is cited as one of the most successful platforms by 63% of sales professionals who utilize social media to locate new prospects.
Instagram is identified as one of the most successful platforms by 62% of sales professionals who use social media to locate new prospects.
YouTube is one of the most successful channels, according to 51% of sales professionals that use social media to locate new prospects.
Reddit is one of the most successful channels, according to 28. 39% of sales professionals use social media to locate new clients.
55% of salespeople use social media to learn more about potential customers and their companies.
LinkedIn is one of the most efficient channels, according to 74% of sales professionals who use social media to investigate prospects and their organizations.
Facebook is one of the most efficient platforms, according to 66% of sales professionals who utilize social media to learn more about their prospects and their companies.
Instagram is one of the most efficient channels, according to 60% of sales professionals who utilize social media to learn more about their prospects and their companies.
Reddit is one of the most efficient sites, according to 45% of sales professionals who use social media to investigate prospects and their companies.
YouTube is one of the most efficient channels, according to 45% of sales professionals who use social media to evaluate prospects and their businesses.
Productivity tracking is a must unless your sales team is a commission-only team. But what are the best and most effective ways to track something that can be very hard to ‘nail down’, especially when every salesperson will inevitably develop their own unique selling style?
The following sales statistics offer some fascinating insights into the ways others in the industry are doing it, some of which may be very helpful to you if sales productivity tracking is something you are struggling with.
CRM usage is tracked as a productivity metric by 47% of sales leaders.
Call tracking is used as a productivity metric by 41% of sales leaders.
Sales managers track emails sent as a productivity metric in 37% of cases.
36% of sales managers monitor discussions as a measure of productivity.
The use of sales tools is tracked as a productivity metric by 35% of sales leaders.
Sales managers track proposals sent as a productivity metric in 33% of cases.
A productivity indicator that 31% of sales directors track is the number of follow-ups from high-quality leads.
Scheduled meetings are monitored as a productivity metric by 30% of sales leaders.
Calls made are one of the most crucial productivity indicators to monitor, according to 54% of sales leaders.
One of the most crucial productivity indicators to monitor, according to 54% of sales directors, is the number of follow-ups from high-quality leads.
One of the most crucial productivity measures to monitor, according to 54% of sales directors, is CRM usage.
One of the most crucial productivity measures to monitor, according to 54% of sales directors, is proposals sent.
Conversations are one of the most crucial productivity measures to monitor, according to 52% of sales leaders.
Demos or sales presentations are one of the most crucial productivity metrics to monitor, according to 50% of sales leaders.
Social media interactions are one of the most crucial productivity metrics to monitor, according to 48% of sales leaders.
One of the most crucial productivity measures to monitor, according to 47% of sales directors, is the utilization of sales tools.
Email sent volume is one of the most crucial productivity measures, according to 47% of sales leaders.
There’s no doubt that technology can be very helpful when it comes to improving sales performance and sales revenue. But given it is often expensive, and time-consuming to implement, which sales technologies are the most effective? Check out these 2022 sales statistics to help you find out.
One of their top priorities for 2022, according to 22% of sales leaders, was to utilize their CRM to its utmost capacity.
One of a CRM’s top perks, according to 32% of sales professionals who use one, is “helping you keep track of your leads.”
One of a CRM’s main benefits, according to 25% of sales professionals who use one, is that it “acts as an organized, consolidated database.”
One of a CRM’s greatest advantages, according to 24% of sales professionals who use one, is “increasing customer retention.”
One of a CRM’s greatest advantages, according to 22% of sales professionals who use one, is “providing extensive statistics and reports.”
One of a CRM’s main benefits, according to 22% of sales professionals who use one, is that it “acts as an organized, consolidated database.”
One of a CRM’s top benefits, according to 22% of sales professionals who use one, is “helping you understand your clients and their demands.”
One of a CRM’s main benefits, according to 20% of sales professionals who use one, is “streamlining the sales cycle.”
One of a CRM’s top perks, according to 19% of sales professionals who use one, is “helping you uncover valuable prospects.”
One of a CRM’s top benefits, according to 19% of sales professionals who use one, is “helping you manage and prioritize your schedule.”
One of a CRM’s main benefits, according to 18% of sales professionals who use one, is “raising your productivity/reducing time spent on administrative duties.”
Inside and Remote Sales Statistics
The pandemic served to hugely accelerate what was already a growing trend: remote selling. This can mean two things: a sales team that is not based in a formal office and actually making sales, including holding sales meetings and making sales presentations remotely.
Remote selling can be hugely effective, but it often calls for retraining for those who have never undertaken it before. This has been a focus with clients for many of our sales trainers in 2022, and the following sales statistics help demonstrate why that was.
Only 33% of an inside sales rep’s time is dedicated to making sales.
This sales statistic is a little upsetting, we would think, for sales leaders to read. If less than a third of the average sales team’s time is spent on actually selling, what are they doing for the rest of the time?
An outside sales call will typically cost $308. In contrast, an inside sales call typically costs $50.
Their sales representatives have used a hybrid sales (remote and in-office) technique this year, according to 50% of sales bosses.
Their reps used an exclusively in-office and in-person sales technique this year, according to 32% of sales leaders.
This year, according to 17% of sales bosses, their reps have used a fully remote sales strategy.
Phone calls, according to 44% of remote sales professionals, are the most successful medium.
Emails are recognised as the most efficient channel for remote selling by 21% of sales professionals.
Video chat is the preferred method of remote selling, according to 18% of salespeople who use it.
The capacity to sell remains unaffected by selling remotely, according to 43% of remote or hybrid salespeople.
Selling remotely has made it easier to sell, according to 36% of remote or hybrid salespeople.
Selling remotely has made it difficult to close deals, according to 21% of remote or hybrid salespeople.
46% of sales professionals who sell both in-person and remotely report but previously did not sell remotely reported that “Selling remotely is less effective”
This statistic perhaps indicates that these salespeople did not receive the sales RETRAINING that can be so crucial to remote sales success for those who have never undertaken remote selling before.
According to 23% of sales professionals who conduct both in-person and remote sales, selling remotely is more efficient.
Selling remotely and in person are roughly equivalent, according to 31% of salespeople who do both.
Obviously, this list of sales statistics does not include all the factors that may affect the sales environment in 2022 and into 2023. Nevertheless, each of these points is a significant development that can aid in your understanding of the resources you might use, improved prospect engagement, and, eventually, the achievement of your desired results.
If you are interested in learning more about the sales training we have referenced throughout this piece, get in touch, we’d be happy to discuss how we can help your sales teams in 2023.
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