The very best gross sales efforts are typically knowledgeable by tendencies inside the broader gross sales panorama. That’s why staying on prime of key gross sales statistics is so essential for salespeople trying to prospect successfully, analysis incisively, conduct well-received outreach, and stay as productive as attainable.

To assist gross sales professionals get there, we’ve compiled an inventory of info and figures at present shaping the follow in 2024 — together with data pulled from HubSpot’s current survey of over 1,400 international gross sales reps, managers, and leaders.

Let’s dive in.

Gross sales Prospecting Statistics

Gross sales Comply with-Up Statistics

Inside Gross sales Statistics

Gross sales Electronic mail Statistics

Gross sales Name Statistics

Social Promoting Statistics

Gross sales Efficiency Statistics

Gross sales Profession Statistics

Gross sales Expertise Statistics

Distant Gross sales Statistics

Gross sales Statistics

1. 96% of prospects do their very own analysis earlier than talking with a human gross sales rep (HubSpot)

2. 71% of prospects desire to do solo analysis as an alternative of speaking to an individual. (HubSpot)

3. 82% of gross sales professionals say that constructing relationships with individuals is an important a part of promoting (and probably the most fulfilling a part of their job). (HubSpot)

4. 60% of consumers say no 4 instances earlier than saying sure. (Invesp)

5. 80% of gross sales require 5 follow-up calls. (Invesp)

6. However 48% of salespeople by no means even make a single follow-up try. (Invesp)

7. 44% of salespeople surrender after one follow-up name. (Invesp)

8. 66% of patrons desire to be contacted by way of electronic mail. (LinkedIn)

9. The primary follow-up electronic mail could be very efficient and might increase the reply price by 49%. (Belkins)

10. The optimum variety of follow-ups for a B2B outreach marketing campaign is two emails. (Belkins)

11. The optimum time to attend earlier than following up on a chilly electronic mail is 2–5 days. (Belkins)

12. Chilly electronic mail outreach campaigns with three electronic mail rounds are likely to have the highest reply charges (9.2%). (Belkins)

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13. Gross sales reps solely spend two hours per day truly promoting. (HubSpot)

14. Gross sales reps spend about one hour per day on administrative duties. (HubSpot)

15. There’s a median of 5 decision-makers concerned in each gross sales course of at this time. (HubSpot)

16. 62% of gross sales professionals say their group is taking fewer dangers in 2023 than in 2022. (HubSpot)

17. 70% of gross sales professionals say budgets are extra scrutinized in 2023 than in 2022. (HubSpot)

18. 28% of gross sales professionals say the gross sales course of taking too lengthy is the largest purpose prospects again out of offers. (HubSpot)

19. 72% of firm income comes from present prospects, with 28% coming from new prospects. (HubSpot)

20. 24% of high-performing gross sales groups extremely rank the significance of constructing a tradition of belief amongst reps. Solely 13% of underperforming gross sales groups have finished the identical. (HubSpot)

21. 52% of gross sales professionals use gross sales enablement content material, and 79% of them say it’s necessary to creating a sale. (HubSpot)

22. Gross sales professionals who use gross sales enablement content material of their position are 58% extra more likely to be performing over purpose this yr than those that don’t use it. (HubSpot)

23. Solely 30% of gross sales professionals say gross sales and advertising and marketing are strongly aligned at their firm. (HubSpot)

24. Simply 33% of inside sales-rep time is spent actively promoting. (CSO Insights)

25. The common outdoors gross sales name will price $308. In the meantime, the common inside gross sales name prices $50. (Pointclear)

26. Gross sales cycles elevated for 53% of corporations. (Lightspeed)

27. 48% of sellers say they battle with speaking worth. (Prezentor)

28. 76% of gross sales leaders are planning to put money into content material creation. (Prezentor)

29. 65% of gross sales content material created by B2B organizations goes unused. (Prezentor)

30. 95% of B2B shopping for selections are straight influenced by content material. (Prezentor)

31. 40% of gross sales groups face lengthy onboarding instances. (Prezentor)

32. 43% of sellers say that purchaser intent information is “crucial” to their gross sales processes. (LinkedIn)

33. Prime performers spend about 10% much less time promoting than common performers. (LinkedIn)

34. 33% of individuals open emails primarily based on the topic line alone. (SuperOffice)

35. 70% of salespeople cease at one electronic mail. (Invesp)

36. The topic line phrase depend with the very best open price is seven phrases at 46.2%. (Regie.ai)

37. The outbound electronic mail physique copy phrase depend with the very best reply price is 144 phrases at 2.7%. (Regie.ai)

38. The very best time of the workday to make gross sales calls to prospects is between 4:00 and 5:00 pm. (Callhippo)

39. The very best day to name your prospects is Wednesday. (Callhippo)

40. The second finest time to name prospects is between 11:00 am and 12:00 pm. (Callhippo)

41. The very best time to make gross sales calls is inside an hour of receiving their preliminary inquiry. (Callhippo)

42. The worst instances to name prospects are Mondays and the second half of Fridays. (Callhippo)

43. 88% of sellers interact in heat calls; simply 46% say they conduct chilly calls. (LinkedIn)

44. By 2025, 80% of B2B gross sales interactions between suppliers and patrons will happen by way of digital channels. (Gartner)

45. 45% of sellers use LinkedIn for enterprise functions. (LinkedIn)

50. 81.2% of respondents believed that an incapacity to supply versatile fee choices hindered offers from closing. (Capchase)

51. 42% of corporations reported a lower in win charges over the past 12 months, with 30% of these corporations experiencing a decline of over 11%. (Lightspeed)

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52. The median OTE for an SDR is $76,000. (Bridge Group, Inc.)

53. The median OTE for an SDR Supervisor is $128,000. (Bridge Group, Inc.)

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

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

56. The median OTE for a Director of Gross sales Improvement is $177,000. (Bridge Group, Inc.)

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

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58. 81% of gross sales leaders say that AI can assist them spend much less time on handbook duties. (HubSpot)

59. 45% of gross sales professionals are overwhelmed by the quantity of instruments of their tech stack. (HubSpot)

60. 52% of gross sales professionals say B2B prospects use self-serve instruments greater than final yr. (HubSpot)

61. 63% of gross sales leaders say AI makes it simpler for them to compete with different companies of their trade. (HubSpot)

62. Gross sales professionals who supply patrons self-service instruments are 47% extra more likely to be over purpose this yr than those that don’t. (HubSpot)

63. 66% of gross sales professionals say AI helps them perceive prospects higher and supply personalization. (HubSpot)

64. Using gross sales enablement instruments by gross sales professionals in the USA elevated by 20% in 2023. (HubSpot)

65. 1 in 4 gross sales leaders say they’ve too many instruments. (HubSpot)

66. 29% of gross sales professionals say that lowering their tech stack would make them extra environment friendly. (HubSpot)

67. 78% of gross sales professionals say their CRM is efficient at bettering gross sales and advertising and marketing alignment. (HubSpot)

68. 69% of gross sales leaders are planning to put money into prospecting know-how. (Prezentor)

69. 91% of sellers at giant corporations use gross sales tech as soon as per week. (LinkedIn)

70. Half of sellers use CRM instruments, 45% use gross sales intelligence, and 42% use gross sales planning instruments. (LinkedIn)

71. Prime performers spend about 18% extra time updating their CRM system than common performers do. (LinkedIn)

75. 80% of B2B gross sales are at present taking place nearly. (Prezentor)

76. 61% of gross sales leaders are planning to automate their CRM software program in 2023. (Prezentor)

77. 38% of sellers say that they’ve closed offers over $500,000 with out ever assembly the customer face-to-face. (LinkedIn)

78. 52% of sellers would like to work remotely greater than half the time. (LinkedIn)

This listing clearly doesn’t cowl each issue impacting the gross sales panorama in 2024. Nonetheless, each level right here represents a key pattern that may enable you higher perceive the assets you possibly can leverage, extra successfully interact along with your prospects, and in the end see the laborious outcomes you’re after.

Editor’s notice: This publish was initially printed in October 2015 and has been up to date for comprehensiveness.