Sales Coaching Statistics 2022 - Everything You Need to Know


Are you looking to add Sales Coaching to your arsenal of tools? Maybe for your business or personal use only, whatever it is – it’s always a good idea to know more about the most important Sales Coaching statistics of 2022.

My team and I scanned the entire web and collected all the most useful Sales Coaching stats on this page. You don’t need to check any other resource on the web for any Sales Coaching statistics. All are here only 🙂

How much of an impact will Sales Coaching have on your day-to-day? or the day-to-day of your business? Should you invest in Sales Coaching? We will answer all your Sales Coaching related questions here.

Please read the page carefully and don’t miss any word. 🙂

Best Sales Coaching Statistics

☰ Use “CTRL+F” to quickly find statistics. There are total 463 Sales Coaching Statistics on this page 🙂

Sales Coaching Benefits Statistics

  • According to G2, here are a couple key sales enablement benefits that should help you understand why is sales enablement important. [0]
  • Put in the time to get the benefits Dave Kurlan shared that sales managers who devote at least 50% of their time to coaching have salespeople who score 13% better in Qualifying and 24% better in closing than the salespeople whose sales managers rarely coach. [0]

Sales Coaching Market Statistics

  • As few as 21% of companies report having their social selling strategy formally aligned with marketing social strategy. [1]
  • A total of 47% of companies have aligned sales and marketing teams that often work together for better results. [1]
  • According to sales market research data, 79% of consumers prefer interacting with salespeople who are trusted advisors that can add value to their business instead of sales reps who are only there to sell products and services. [1]
  • The global CRM software market is predicted to reach $35 billion by 2023 at a CAGR of 6%. [1]
  • 84% of consumers trust recommendations from people they know, which makes referrals the most effective form of marketing. [1]
  • The United States is the biggest contractor with a 84.2% share in the global market, while the United Kingdom has 5.2% contribution. [1]
  • IT services (37%) digital marketing (34%) development (28%) human resources (24%) customer support (24%). [1]
  • Sales and marketing alignment can help your company become 67% better at closing deals. [2]
  • 76% of content marketers forget about sales enablement in their marketing efforts. [2]
  • Sales teams who work closely with marketing see 41% greater growth in reaching their quotas. [2]
  • 28% of media and marketing salespersons don’t have easy and direct access to their own sales collateral. [2]
  • Also, from Statista, 79% drive sales from events. [0]
  • Hubspot notes that 65% of brands that use experiential marketing see aboost in sales. [0]
  • And, according to the 2018 B2B Content Marketing Report, companies spend, on average, 26% of their marketing budget on content (with the most successful spending more than 40%). [0]
  • Hubspot reported 208% higher marketing revenue for well aligned sales and marketing teams. [0]
  • Aberdeen notes 41% better growth towards quota goals when issues with marketing misalignment are corrected. [0]
  • Only 21% of companies report having their social selling strategy formally aligned with marketing’s social strategy. [3]
  • 44% of inside sales pipeline comes from marketing, and inside sales average dials are down 20% yearover. [4]
  • 79% of marketing leads never convert into sales. [4]
  • 65% of B2B marketers have not established lead nurturing. [4]
  • Businesses using marketing automation to nurture prospects experience a 451% increase in qualified leads. [4]
  • 51% of email marketers say email list segmentation is the most effective way to personalize lead nurturing. [4]
  • 61% of B2B marketers send all leads directly to Sales; however, only 27% of those leads will be qualified. [4]
  • Only 25% of marketing generated leads are typically of a high enough quality to immediately advance to sales. [4]
  • Only 5% of salespeople said leads they receive from marketing were very high quality. [4]
  • 46% of marketers reported that inbound marketing gave a higher ROI, while only 12% reported outbound did. [4]
  • When asked which marketing tactic provides higher quality leads for the sales team, 59% of marketers responded inbound, and 16% reported outbound. [4]
  • 52% of outbound marketers say their marketing efforts are “ineffective”. [4]
  • Only 16% of marketers say outbound practices provide the highest quality leads for sales. [4]

Sales Coaching Software Statistics

  • The global CRM software market is predicted to reach $35 billion by 2023 at a CAGR of 6%. [1]
  • 91% of businesses with more than 11 employees use CRM software. [1]

Sales Coaching Adoption Statistics

  • There has been a growth of 113% in the adoption of CRM technology in the sales industry. [1]
  • Sales enablement has recently surged in popularity, experiencing a 343% increase in adoption over the last 5 years. [2]

Sales Coaching Latest Statistics

  • What 95% of Sellers Think About Training and Development Companies with dynamic sales coaching programs achieve 28% higher win rates. [5]
  • Companies that provide quality coaching can reach 7% greater annual revenue growth. [5]
  • As much at 60% of sales reps say they’re more likely to leave their job if their manager is a poor coach. [5]
  • Sales reps with 30 minutes or less of sales coaching per week receive win rates of 43%, and those that receive at least 2 hours of coaching per week, have a win rate of 56%. [5]
  • Sales coaching and mentoring is cited as the most important role that frontline managers play, according to 74% of leading companies. [5]
  • Companies with a formal coaching process see 91.2% of overall quota attainment, as compared to 84.7% quota attainment for companies with an informal coaching process. [5]
  • Forecast deals win rate for companies whose managers spent more time on coaching than selling is 8.2% higher, and overall revenue attainment is 5.2% higher. [5]
  • 65% of sales leaders that outperformed against revenue targets have a dedicated sales enablement person or team. [6]
  • 61% of over performing leaders use their CRM to automate parts of their sales process, vs. 46% of underperforming leaders. [6]
  • 64% of sales leaders who invested in remote selling met or exceeded revenue targets this year. [6]
  • Inclusive organizations report 28% higher revenue, 2x net income, and 30% better economic performance on profit margin. [6]
  • Sales leaders who did not invest in remote selling fell behind — 50% of this subgroup did not hit their sales targets this year. [6]
  • After a significant dip in March 2020, American businesses experienced a 45% increase in deals won in September 2020. [6]
  • 70% of sales managers say a manager’s ability to navigate change is more important now than it was five years ago. [6]
  • 43% of sales leaders believe customer satisfaction is the top insight for measuring sales performance. [6]
  • According to LinkedIn, 60% of sales leaders anticipate their team won’t be able to hit quota by year end. [6]
  • 51% of sales leaders rely on data to measure sales rep performance. [6]
  • Only 9% of sales leaders have conducted business as usual without adjusting their sales strategy since the beginning of the COVID. [6]
  • In 2021, 68% of sales leaders plan to implement a hybrid or fully remote sales model. [6]
  • 63% of sales leaders believe virtual meetings are as effective as in. [6]
  • When moving to the next deal stage, 72% of highperforming sales leaders find virtual meetings to be more effective than faceto. [6]
  • 90% of sales leaders say sales technology is important or very important, and over half of sales leaders plan to spend more resources on sales technology in the future. [6]
  • 58% of sales managers say they have a hard time completing their work tasks in the time given. [6]
  • 52% of sales managers have to work around their organization’s processes to complete their work tasks, negatively impacting their quota attainment by 18%. [6]
  • 44% of sales executives believe their organization doesn’t manage sales processes effectively. [6]
  • 27% of companies don’t have an onboarding process for salespeople. [6]
  • Of new reps that did go through an onboarding program, only 26% said their training was effective. [6]
  • In the U.S., job opportunities for sales managers are expected to grow by 4% through 2029. [6]
  • Per research conducted by The Brooks Group, only 31% of sales managers had strong confidence in their sales team’s ability to meet key business objectives. [6]
  • 74% of sales managers oversee their own sales accounts in addition to managing their teams. [6]
  • 65% of sales leaders find behavioral interview questions effective when hiring sales talent. [6]
  • Selling skills is the number one area of focus for 38% of sales managers when coaching their reps. 30. [6]
  • 45% of managers say they spend 30 60 minutes individually coaching sales reps each week. [6]
  • 23% of sales managers spend less than 30 minutes individually coaching their direct reports each week. [6]
  • CSuite leaders from buying companies are 2.2 times more likely to participate in sales calls than C Suite leaders from sales teams. [6]
  • By 2025, 60% of B2B sales organizations will move from experiencebased selling to data. [6]
  • 57% of B2B sales leaders plan to invest more in AI and automation tools in 2021. [6]
  • According to LinkedIn, 1 in 5 B2B decision makers change roles annually. [6]
  • Companies with dynamic coaching programs achieve 28% higher win rates. [7]
  • BrainShark Firms that provide an optimal amount of coaching realize 16.7% greater annual revenue growth. [7]
  • Sales Management Association Companies that provide quality coaching can reach 7% greater annual revenue growth. [7]
  • Business2Community 75% of sales organizations waste resources due to random and informal coaching approaches. [7]
  • CSO Insights 2016 Sales Enablement Study 60% of sales reps say they’re more likely to leave their job if their manager is a poor coach. [7]
  • Zenger Folkman Companies with a formal training process reach 91.2% of sales quota. [7]
  • Hoopla Without followup, salespeople will lose 80 90 percent of what they learned in training within a month. [7]
  • – Sales Alliance Approximately 50% of the learned content is not retained within 5 weeks. [7]
  • Within 90 days, 84% of what was initially learned is lost. [7]
  • Training Industry Training + Coaching led to an increase of 88% in productivity, vs. 23% from training alone. [7]
  • The Bridge Group Less than half of companies provide posttraining reinforcement, but organizations who use posttraining reinforcement see 34% more first year sales reps achieve quota. [7]
  • – Aberdeen Group Over 47 percent of sales managers spend less than 30 min a week coaching reps on skills and behaviors. [7]
  • The top 20% of sales coaches have teams that produce an average of $4.1M additional revenue. [7]
  • EcSell Institute More than 60% of salespeople are more likely to leave their job if their manager is a poor coach. [7]
  • BrainShark Firms where salespeople use the company’s methodology and get consistent coaching see 73% quota attainment. [7]
  • CSO Insights 90%+ will transfer new skills into practice as a result of theory, demonstration, practice, feedback and on. [7]
  • Pete Stuckey, Training and Consultancy Only 19% of salespeople, or 1 in 5, receive customized coaching personalized to their unique needs. [7]
  • SalesFuel Sales representatives receiving at least three hours of coaching per month exceed their selling goals by 7%, increase revenue by 25%, and increase close rate by 70%!. [7]
  • Aberdeen Group Sales managers who devote at least 50% of their time to coaching have salespeople who score 13% better in qualifying and 24% better in closing than the salespeople whose sales managers rarely coach. [7]
  • On average, 84 percent of sales training content is lost after 90 days. [8]
  • 74 percent of leading companies cite sales coaching and mentoring of sales reps as the most important role frontline sales managers play. [8]
  • Effective sales coaching can drastically win rates – in some companies, by as much as 25 percent. [8]
  • Overall quota attainment for a company with an informal coaching process is 84.7 percent. [8]
  • But companies with a formal coaching process see 91.2 percent of overall quota attainment. [8]
  • Companies with reps who receive less than 30 minutes of coaching a week have a win rate of 43 percent. [8]
  • But companies where reps are coached more than 2 hours a week have a win rate of 56 percent. [8]
  • The win rate for forecast deals is 8.2 percent higher for companies whose managers spent more time on coaching than selling, and overall revenue attainment is 5.2 percent higher. [8]
  • A 5% shift in productivity across the core (middle 60%). [8]
  • A formal or even dynamic coaching process helps more salespeople achieve their quota (by 10%). [8]
  • Almost 75% of sales organizations waste resources due to random and informal coaching approaches, and only about one quarter leverage the huge performance potential of formal and dynamic coaching. [8]
  • Did you know that sales conversions peak at 3.46%?. [1]
  • Or that 61% of sales professionals think that selling is harder nowadays than it was five years ago?. [1]
  • Unsurprisingly, the top sales priorities for businesses around the world include closing more deals (75%) improving sales funnel efficiency (48%) cutting down sales cycles (32%). [1]
  • Across industries, sales conversions stand at only 2.46%. [1]
  • 52.8% meet with prospects faceto face, while 47.2% work from an office. [1]
  • They dedicate the rest of their time to writing emails (21%) entering data (17%) lead research(17%) team meetings (12%) call scheduling (12%) training (11%) reading industry reports (11%). [1]
  • Over 50% of sellers missed their quota in 2018. [1]
  • As much as 61% of salespeople agree that selling is more difficult or much more difficult than 5 years ago. [1]
  • A whopping 90% of buyers are ready to engage sales professionals early in the buying process. [1]
  • In the past 12 months, 80% of companies have introduced a new product or service. [1]
  • As much as 81% of sales teams don’t audit sales processes on a regular basis. [1]
  • 20% of sales teams don’t have the necessary resources that could help them to reinforce their workflow. [1]
  • 28% of sellers claim that cold calling is more than effective. [1]
  • In 2018 and 2019, 69% of buyers have accepted calls from new providers. [1]
  • The phone is the most effective sales tool for 41.2% of sales reps. [1]
  • In addition, if you make a call at 8 am, you are more likely to get a positive response. [1]
  • As you may have predicted, the worst time to make a call is on Friday between 1 pm and 3 pm. [1]
  • SDRs spend as much as 15% of their time leaving voicemails. [1]
  • 58% of consumers are already interested in discussing pricing during the first call. [1]
  • 54% want to know how the product works, 47% understand what the business is trying to achieve, while 44% realize how similar companies use the product and 37% are clear about why they should make a purchase. [1]
  • These words increase success rates by 35% and includewe, us, together,andour. [1]
  • show you how– decreases close rates by 13% if you use it more than 4 times during one call. [1]
  • your company’s name– harms close rates by 14% when you use it more than four times during a single call discount– drops close rates by as much as 17%. [1]
  • Instead of askingDid I catch you at a bad time?(which decreases your chances of booking a meeting by 40%). [1]
  • Successful SDRs talk for 54% of the call, while lower performing ones spend only 42% of the call speaking. [1]
  • Only 23.9% ofsales emailsare actually opened by recipients. [1]
  • As much as 95% of sales experts think that bulk emails have little to no effect. [1]
  • On the other hand, personalized emails can increase open rates by as much as 26%. [1]
  • Similarly, if you personalize your sales emails, its click through rate will increase by 14% and its chances of ending in a conversion rise by 10%. [1]
  • A whopping 80% of prospects prefer to be contacted via email. [1]
  • Needless to say, you should avoid using all caps in your subject lines since this can hurt your response rates by as much as 30%. [1]
  • If your subject line includes the recipient’s first name, unique open rates go up by 29.3% regardless of the industry. [1]
  • It may sound funny, but emails written at a third grade reading level have a 53% response rate (36% higher than the ones written in more complex language). [1]
  • If an email contains 1 to 3 questions, it is 50% more likely to get a reply. [1]
  • Somewhere near 5% of the total U.S. population works in sales. [1]
  • Additionally, only 8% of SDRs remain in the role for more than 3 years. [1]
  • A whopping 84% of sales leaders today do not actually believe they have the team to make great results and achieve success. [1]
  • A total of 58% of sales teams claimed that they plan to increase the size of their workforce in the following year. [1]
  • Teams willing to invest in technology for sales training and development are 57% more effective than their rivals that have no intention of making such investments. [1]
  • As few as 24% of all sales agents possess a degree in business. [1]
  • A total of 17% of salespeople never attended college. [1]
  • As few as 39% of salespeople had the intention to work in sales. [1]
  • The ROI forsales trainingstands at 353%. [1]
  • 26% of sales representatives claim that their sales training has little to no effect. [1]
  • More than a quarter (27%). [1]
  • Voluntary turnover rates increased from 7.9% to 14.2% for companies with sales onboarding programs that need a major redesign. [1]
  • There was an improvement of 29% in sales training effectiveness for companies with a dedicated sales enablement function. [1]
  • Almost 75% of sales kickoff attendees claim their company’s sales kickoff doesn’t merit an A grade, while 29% rate it a C or below. [1]
  • A company can improve win rates by as much as 29% with effective sales coaching. [1]
  • A whopping 60% of companies take a random or informal approach to sales coaching. [1]
  • A total of 79% of business buyers claim that it is of the utmost importance to interact with a salesperson who is a trusted advisor. [1]
  • Companies that provide decent sales coaching increased revenue by 8.4% yearover year, which is a 95% improvement over companies that do not provide this kind of coaching. [1]
  • Only about 15% of sales managers think their companies provide a good amount of sales coaching. [1]
  • 69% of salespeople claim they are self taught social sellers and have absolutely no training program in place. [1]
  • Sales representatives that incorporate social media into their sales process exceed quota 23% more often than their rivals who do not believe in the power of social media. [1]
  • More than 50% of companies take more than five business days to respond to new leads. [1]
  • A whopping 80% of sales calls go to voicemail and 90% of first time voicemails are never returned. [1]
  • A grand total of 93% of converted leads are contacted by the 6th call attempt. [1]
  • The best channels for sales are telephone (36%) email (30%) LinkedIn (12%). [1]
  • Facebook (7%). [1]
  • 54% of companies implemented new sales methodologies in 2018, while 75% of companies refocused their sales strategies instead. [1]
  • 57% of consumers make a decision to do business with a certain company out of one important reason – good customer service. [1]
  • 84% of vendors think that VoC analytics plays a significant role in forming sales strategies. [1]
  • Hence, 59% are planning on investing in it before the end of 2019. [1]
  • 64% of customers are fine with vendors saving their purchase history and personal preferences for personalization purposes. [1]
  • 62% of customers are more scared of their information being compromised now than it was the case 2 years ago. [1]
  • 59% of customers claim that companies should invest in sophisticated digital experiences to enhance business. [1]
  • As much as 71% of consumers expect to hear from sales representatives early in the buying process. [1]
  • At least 50% of initial prospects have no use for the products and services your company is offering. [1]
  • About 66% of sales reps have only reached out to 250 or fewer prospects within a year. [1]
  • According to 40% of sales agents, it is more difficult to obtain a response from prospects now than what the case was three years ago. [1]
  • The hardest parts of prospecting are setting up appointments (14%). [1]
  • the consistent cadence of contact across channels (13%) reaching the right stakeholder (12%) creating targeted strategies (12%) lead qualification (10%). [1]
  • If you ask a minimum of 11 questions during the initial call, you could increase the odds of closing a deal by 74%. [1]
  • Prospects are likely to talk to salespeople if they need the product or service offered (75%), if they have a budget for the product or service (64%), or if the sales agent can provide them with something of value (63%). [1]
  • If you successfully implement a CRM system, you could get an ROI of 245%. [1]
  • CRM statistics show that 91% of companies in North America utilize CRM systems. [1]
  • 57% of sales experts spend 3 to over 10 hours per week using CRM tools. [1]
  • When they have mobile access to CRM, 24% more sales experts meet their annual quotas. [1]
  • The most difficult parts of closing a deal include competing with lowcost providers (31%), positioning value propositions (17%). [1]
  • If you use the termfree trial, you can actually lower close rates by 5%. [1]
  • Repeating your company’s name more than four times in a single sales call can decrease your chances of closing a sale by 14%. [1]
  • The phraselet me show you howcan decrease close rates by 13% if repeated multiple times during a single call. [1]
  • They also spend 21% of their day writing emails. [1]
  • 50% of sales time is spent on unproductive prospecting. [1]
  • 49% of companies have little to no means to measure sales productivity. [1]
  • A whopping 79% of sales executives claim that a leading driver of hitting new targets is improving the productivity of existing sales agents. [1]
  • 84% of consumers embark on their buying process from a referral. [1]
  • 90% of total buying decisions depend on peer recommendations. [1]
  • 92% of consumers place their faith in product/service referrals from individuals they know. [1]
  • 83% of customers happily give a referral following a positive experience. [1]
  • But, only 29% actually do since salespeople usually don’t ask for it. [1]
  • 61% of buyers have recommended local businesses to an acquaintance. [1]
  • Millennials are 3 times more likely to seek advice from social channels before a purchase than baby boomers. [1]
  • It is estimated that about 300,000 jobs are outsourced each year by U.S. companies. [1]
  • The main reasons for this are the low cost and high English proficiency of workers living in this country (95%). [1]
  • 78% of businesses say that they are satisfied with their outsourcing relationship with other companies. [1]
  • In addition, these are the business functions that are most commonly outsourced by small enterprises accounting (37%). [1]
  • Some 45% of salespeople say they’ve received less coaching than usual or no coaching since moving to remote work, according to recent research from ringDNA. [9]
  • Some 23% of sales reps say they’ve received less coaching since moving to remote work, 16% say they’ve received much less coaching, and 7% say they’ve received no coaching at all. [9]
  • Some 19% of respondents say scheduled sales coaching sessions happen only some of the time, and 19% say scheduled sales coaching sessions do not happen often. [9]
  • Spotio Searches for “Sales Enablement” on Google increase by 51.2% year over year. [2]
  • ’s presence correlates with a 31% improvement in supporting changes in sales messaging and a 15% improvement in improving low. [2]
  • Organizations with sales enablement achieve a 49% win rate on forecasted deals, compared to 42.5% for those without. [2]
  • 77.1% of companies with a sales force exceeding 500 people have dedicated sales enablement in place, compared to 39.3% of companies with 25 or fewer. [2]
  • Organizations see a significant impact on sales as a result of sales enablement; 76% of organizations see an increase in sales between 6% to 20%. [2]
  • 26% of reps say their sales training is ineffective. [2]
  • Only 35% of sales teams track the effectiveness of their content. [2]
  • 84% of sales executives cited content search and utilization as the top productivity improvement area. [2]
  • 84% of sales training is forgotten in the first three months. [2]
  • Effective sales coaching can improve win rates by as much as 29%. [2]
  • If your sales reps don’t feel they are learning and growing in your organization, you’re at risk to lose upwards of 60% of your entire workforce within four years. [2]
  • 64% of those who transitioned to remote sales either met or exceeded their revenue targets, compared to 50% of those who didn’t make the transition. [2]
  • At 44.9%, “decreasing new salesperson ramp up time to fully productivity” is the most common sales enablement productivity goal. [2]
  • 58% of pipeline stalls because reps are unable to add value. [2]
  • 55% of C Suite executives say that sales enablement solutions are the top technology investment necessary to boost sales productivity. [2]
  • Companies with a sales enablement team are 52% more likely to have a sales process that’s tightly aligned with the buyer’s journey. [2]
  • 74% of buyers choose the company that was the first to add value. [2]
  • Salesforce 90% of B2B sellers don’t use sales material because it is irrelevant, outdated, and difficult to customize. [2]
  • 84% of sales reps achieve their quotas when their employer incorporates a bestin class sales enablement strategy. [2]
  • Companies that execute the best practices for sales enablement that are ranked as bestin class as a strategy experience an almost 14% increase in their annual contract values and overall deal size. [2]
  • The best sales onboarding programs help new sales hires become productive 3.4 months sooner, on average – a timetoproductivity that’s 37% faster than firms with low. [2]
  • According to research 55% of customers will pay more for good customer experience. [0]
  • 72% of these people will tell at least 6 friends if they have good customer experiences. [0]
  • 13% will tell at least 15 people when they have a negative experience. [0]
  • According toStatista, only 7% of consumers prefer TV ads to live events. [0]
  • 78% of millennials, according toHarris Group, want to spend money on experiences and events vs. other types of purchases. [0]
  • Big Eye Agencynoted that 85% of consumers are more likely to buy from a business after participating in an event or experience, and 70% become repeat customers. [0]
  • Marketing Weeknotes that 48% of buyers are more likely to purchase if they can try a product first. [0]
  • Per Salesforce, 92% of consumers expect personalized experiences — you are falling behind if you don’t deliver. [0]
  • According to Bizzabo, virtual events are working, at least somewhat, with 58% of attendees attending the entire event. [0]
  • 16Ventures uses 5 7% as an acceptable annual churn rate. [0]
  • According to research from McKinsey, companies that focus on existing customers as much as acquiring new ones, see a median net retention rate of 20%. [0]
  • In other words, they grow 20% per year without acquiring any new customers. [0]
  • Sales enablement’s presence correlates with a 31% improvement in supporting changes in sales messaging and a 15% improvement in improving low. [0]
  • Organizations with sales enablement achieve a 49% win rate on forecasted deals, compared to 42.5% for those without. [0]
  • Pick your favorite study and you will see that reps only spend about 33% of their time selling. [0]
  • Note that, in an interview with Enablement at Microsoft we found teams spending less than 30% of their time in sales meetings. [0]
  • This time, based upon the ROI analysis of our team at The Best Tools, gave us the following typical time spent breakdown for your sales reps 5% of time searching for content. [0]
  • 37% of the time performing administrative tasks. [0]
  • 33% of time spent on selling. [0]
  • Training for High Performance at Accenture calculated the company reaped a 353% return on its learning investment. [0]
  • In one Chorus study, nearly 35% of sales leaders indicated that new team members receive little to no sales training. [0]
  • 64% of sales leaders are reskilling existing employees to meet changing business needs. [0]
  • 62% of companies are using sales training and coaching tools, up from 55% in 2018. [0]
  • People lose 80 to 90% of what they learn after one month. [0]
  • Harvard Business Review noted, several years ago, that “The real payoff from good coaching lies among the middle 60% — your core performers. [0]
  • For this group, the best quality coaching can improve performance up to 19%.”. [0]
  • According to Upland Software, 65% of content developed for sales is never used; they can’t find it. [0]
  • Hubspot notes that 95% of buyers purchase from the seller, giving them content at every stage of their buying process. [0]
  • According to research from PROLIFIQ, 47% of sales enablement teams don’t measure the ROI of their efforts. [0]
  • The 55/38/7 communication rule states “55% of communication is body language,. [0]
  • 38% is the tone of voice, and 7% is the actual words spoken.”. [0]
  • 1 in every 3 sellers will exit your business every year Studies vary, but the seller turnover rate is in the range of 25. [0]
  • This article from Harvard Business Review shows 27% in one study, and I’ve seen studies showing 33% and higher. [0]
  • More than 50% of sellers missed quota in 2018. [3]
  • 61% of salespeople say selling is harder or much harder today than it was 5 years ago. [3]
  • At least 50% of your prospects are not a good fit for what you’re selling. [3]
  • 90% of buyers are willing to engage salespeople earlier in the buying process. [3]
  • More than 50% of companies have implemented a new sales methodology in the last year. [3]
  • 69% of buyers have accepted phone calls from new providers in the last 12 months. [3]
  • 27% of sellers say cold calling is extremely effective. [3]
  • 41% of reps say the phone is their most effective sales tool. [3]
  • That equates to roughly 15% of their time. [3]
  • 50% of buyers choose the vendor that responds first. [3]
  • Yet more than 50% of companies take 5 plus business days to respond to new leads. [3]
  • 80% of sales calls go to voicemail, and 90% of first time voicemails are never returned. [3]
  • 93% of converted leads are contacted by the 6th call attempt. [3]
  • According to 59% of companies, the top barrier to delivering effective sales training is reps not being held accountable for applying skills they’ve learned. [3]
  • For every dollar a company invests in training, it receives about $4.53 in return – which is equivalent to a 353% ROI. [3]
  • 26% of reps say their sales training is ineffective. [3]
  • 27% of companies offer no sales onboarding program. [3]
  • Companies with sales onboarding programs that need “major redesign” saw voluntary turnover rates increase from 7.9% to 14.2%. [3]
  • Companies with a dedicated sales enablement function improved their sales training effectiveness by 29%. [3]
  • Almost 75% of sales kickoff attendees say their company’s SKO doesn’t merit an “A” grade, while 29% rate it a “C” or below. [3]
  • Effective sales coaching can improve win rates by as much as 29%. [3]
  • Almost 60% of organization take a random or informal approach to sales coaching [CSO Insights] 25. [3]
  • 79% of business buyers say it’s absolutely critical or very important to interact with a salesperson who is a trusted advisor. [3]
  • More than 60% of employees reporting to a manager who is not a good coach are thinking about quitting. [3]
  • Companies that provide realtime, dealspecific sales coaching increased revenue by 8.4% yearover year – a 95% improvement over companies that don’t provide that level of coaching. [3]
  • Just 15% of sales managers believe their companies provide the right amount of sales coaching. [3]
  • Only 23.9% of sales emails are opened [TOPO] 30. [3]
  • 80% of buyers say they prefer to be contacted by sellers via email. [3]
  • However, only 5% of sellers say sending bulk emails is effective. [3]
  • Personalized emails increase click through rates by 14% and conversions by 10%. [3]
  • Subject lines that include the recipient’s first name improve unique open rates by 29.3% across all industries [MarketingSherpa] Social Selling Statistics 33. [3]
  • 69% of salespeople say they are “self taught” social sellers and have no active training program in place. [3]
  • Reps that incorporate social media into their sales process exceed quota 23% more often. [3]
  • Almost 5% of the total U.S. population works in sales. [3]
  • Only 8% of SDRs stay in the role for 3. [3]
  • 84% of today’s sales leaders don’t think they have the team to succeed [CSO Insights]. [3]
  • According to iPEC, 1.5 million searches are made every month by people and companies looking for life coaches, business coaches, and executive coaches. [10]
  • In 2019, the estimated global revenue from coaching was 2.849 billion USD. [10]
  • And while facetoface coaching decreased sharply after COVID 19 (by 74%). [10]
  • Coaching clients are happy with their results 99% of individuals and companies who hire a coach are “satisfied or very satisfied” and 96% say they would repeat the process. [10]
  • 95% of clients rate their coaches as “good” or “excellent.”. [10]
  • 68% of individuals who hired coaches were able to make back their investment. [10]
  • 86% of companies that could calculate their return on investment said that they at least made back their initial investment. [10]
  • 19% indicated an ROI of 50x the investment. [10]
  • 28% saw an ROI of 10. [10]
  • According to a study, coaching has a 221% ROI. [10]
  • 51% of companies with a strong coaching culture report higher revenue than their industry peer group. [10]
  • Most clients find their coaches through referrals and word of mouth (46%). [10]
  • The majority (73%). [10]
  • 14% of coaching clients say that they hire coaches to improve their business management skills. [10]
  • 61% of coaching clients say they improved their business management skills thanks to coaching. [10]
  • In one study, executive coaching had a 788% ROI thanks to increases in areas like productivity and employee satisfaction. [10]
  • 77% of respondents said that coaching had a significant impact on at least one of nine business measurements. [10]
  • A reliable ROI for executive coaching has been reported as 500%. [10]
  • 75% say that the value of executive and leadership coaching is “considerably greater” or “far greater” than the money and time invested. [10]
  • 80% of coachees report increased self. [10]
  • 70% of coachees improve work performance, relationships, and communication. [10]
  • One third of successful entrepreneurs have turned to a mentor or support group (only 14% of entrepreneurs with failed businesses have done the same). [10]
  • 33% of founders who are mentored by successful entrepreneurs go on to become top performers. [10]
  • Only 22% of entrepreneurs have mentors when they start their businesses. [10]
  • 92% of small business owners agree mentors have a direct impact on their growth and the chances for their businesses to survive. [10]
  • 89% of business owners who don’t have a mentor wish they did. [10]
  • 30% of business owners who had just one interaction with a mentor reported growth. [10]
  • The top three things business owners ask their mentors for help with are human resource issues (61%), growth/business expansion (59%). [10]
  • 88% of business owners with a mentor say that having one is invaluable. [10]
  • 70% of entrepreneurs who receive mentoring survive 5 years or longer. [10]
  • Sales coaching helps improve win rates for forecasted deals with 27.9%. [10]
  • Sales coaching can improve the performance of the middle 60% of an organization’s sales reps. [10]
  • Highquality coaching can improve it by up to 19% and moderate coaching can improve it by 6 8% across 50% of the sales force. [10]
  • 15% of coaching clients see career opportunities as the most important reason to hire a coach. [10]
  • 62% of coaching clients say they improved their career opportunities thanks to coaching. [10]
  • The three top obstacles to building a strong coaching culture inside an organization are Limited support from senior leaders (50%), inability to measure the impact of coaching (42%), and a lack of budget for coaching activities (38%). [10]
  • 51% of organizations with strong coaching cultures report a higher revenue than similar companies. [10]
  • 62% of employees in those organizations rate themselves as highly engaged. [10]
  • Coaching clients report that they improve relationships (73%), communication skills (72%), interpersonal skills (71%), work performance (70%), work/life balance (67%), and wellness (63%). [10]
  • 62% of employees at companies with strong coaching cultures rate as highly engaged. [10]
  • ) 80% of clinical trials for nutrition and weight management coaching found improvement. [10]
  • Study participants lost 7.24% of their initial weight after 12 months and 6.77% after 24 months. [10]
  • 13% of coaching clients see self esteem and confidence as the most important reasons to hire a coach. [10]
  • 80% of coaching clients say that they improved their selfesteem or self confidence thanks to coaching. [10]
  • A Citigroup project showed that 54% of clients with no savings at the start had some savings after participating in a financial coaching program. [10]
  • 48% of clients with savings at the beginning of the project had increased that amount after getting coached. [10]
  • 55% of people with unsecured debt at the start of the program had decreased their amount of debt. [10]
  • 47% of clients raised their credit scores during the program. [10]
  • And, 50 90% of the journey is complete before a buyer interacts with a sales rep. [4]
  • 37% of high growth companies use inside sales as primary sales strategy (vs. 27% for field sales, 23% for internet sales, 8% for channel sales). [4]
  • Only 33% of inside sales rep time is spent actively selling. [4]
  • Sales reps can spend up to 40% of their time looking for somebody to call. [4]
  • Research shows that 35% to 50% of sales go to the vendor that responds first. [4]
  • Face to face or field sales teams make up 71.2% of the sales force. [4]
  • 65% of outside account executives are attaining quota which is 10% higher than inside. [4]
  • Spend89% More Time Selling RemotelyThan in 2013. [4]
  • More than40% of salespeoplesay prospecting is the most challenging part of the sales process, followed by closing (36%) and qualifying (22%). [4]
  • 8 in 10 prospects prefer talking to reps over email, which matches up with the percentage of reps (78%). [4]
  • Prospects are open to communicating with sellers at industry events (34%), via LinkedIn (21%), text (21%), voicemail (21%) and social media (18%). [4]
  • 50% of buyers like speaking over phone, compared to 70% of reps. [4]
  • More than50%of prospects want to see how your product works on the first call. [4]
  • An industry study showed companies who said cold calling is dead experienced 42% less growth than those who said it was alive. [4]
  • Only 2% of cold calls result in an appointment 74% of companies don’t leave voicemails. [4]
  • 42% of sales reps feel theydon’t have enough informationbefore making a call. [4]
  • Sales reps spend about 15% of their time leaving voicemails. [4]
  • 44% of salespeople give up after one follow. [4]
  • 65% of salespeople who use social sellingfilltheir pipeline, compared to 47% of reps who do not. [4]
  • 78% of salespeople using social media outsell their peers. [4]
  • 75% of B2B buyers and84% of Clevelor vice president level executives use social media to make purchasing decisions. [4]
  • 31% of B2B professionalssaid that social selling allowed them to build deeper relationships with their clients. [4]
  • Sales reps who use social selling are 50% more likely to meet orexceedtheir quota. [4]
  • 63.4 percentof sales reps engaged in social selling report an increase in their company’s revenue. [4]
  • Using social selling tools can increase theaverage deal sizeby 35%. [4]
  • 73% of executives prefer to work with sales professionals referred by someone they know. [4]
  • 84% of buyers nowkick off their buying process with a referral. [4]
  • 92% of buyers trust referrals from people they know. [4]
  • 91% of customers say they’d give referrals. [4]
  • Only 11% of salespeople ask for referrals. [4]
  • Companies with formalized referral programs experience 86% more revenue growth over the past two years when compared to the rest. [4]
  • The lifetime value of referred customers is on average 16% higher than that of non. [4]
  • Only 23% of sales emails are opened. [4]
  • 44% of email recipients made at least one purchase last year based on a promotional email. [4]
  • 40% of emails are opened on mobile first – where the average mobile screen can only fit 4. [4]
  • Personalized emails improve click through rates by 14% and conversion rates by 10%. [4]
  • Personalized subject lines are 22.2% more likely to be opened. [4]
  • 80% of sales require 5 follow up calls after the meeting. [4]
  • 44% of sales reps give up after 1 follow up 50% of buyers choose the vendor that responds first. [4]
  • Only7% responded in the first five minutesafter a form submission. [4]
  • Over 50% didn’t respond within five business days. [4]
  • Bestin class companies close30% of sales qualified leadswhile average companies close 20%. [4]
  • 48% of sales calls end without an attempt to close the sale and the national sales closing rate is 27%. [4]
  • 74% of companies say converting leads into customers is their top priority. [4]
  • Nurtured leads produce, on average, a 20% increase in sales opportunities versus non. [4]
  • Companies excelling at lead nurturing generate 50% more sales ready leads at 33% lower cost. [4]
  • 46% of B2B sales reps list lead quantity and quality as their top challenge. [4]
  • 67% of lost sales are a result of sales reps not properly qualifying potential customers before taking them through the full sales process. [4]
  • Just 44% of companies use lead scoring systems. [4]
  • There is a 10x drop in lead qualification when you wait longer than 5 minutes to respond, and a 400% decrease when you respond within 10 minutes versus 5 minutes. [4]
  • B2B buyers are 57% 70% through buying research before contacting sales. [4]
  • 67% of the buyer’s journey is now done digitally 84% of CEOs and VPs use social media to make purchasing decisions. [4]
  • 62% of B2B buyers say a web search was one of the first three resources they use to learn about a solution. [4]
  • 80% of business decision makers prefer to get company information from a series of articles versus an advertisement. [4]
  • 84% of B2B decision makers begin their buying process with a referral. ~. [4]
  • 77% of B2B purchasers said that they would not even speak to a salesperson until they had done their own research 93% of B2B buying processesbeginwith an online search. [4]
  • 94% of B2B buyers will research onlinebeforefinalizing a purchase. [4]
  • Over half (57%). [4]
  • 47% of buyers view 3 5 pieces of the company’s content before talking with a sales representative. [4]
  • 42 percent of sales reps feel they don’t have enough information prior to making a call. [4]
  • 75% of surveyed executives are willing to make an appointment or attend an event based on a cold call or email alone. [4]
  • Only39% of a sales rep’s timeis spent selling or interacting with prospects and customers. [4]
  • Only 60% of sales reps meet quota. [4]
  • 79% of sales executives say a leading driver of hitting new targets is improving the productivity of existing sales reps. [4]
  • 81% of companies say productivity would improve with better process, skills, or competency training. [4]
  • 84% of sales executives cited content search and utilization as the top productivity improvement area. [4]
  • The typical organization spends 24K per person on improving productivity, yet 49% of organizations have zero or limited means to measure productivity. [4]
  • According toForbesmagazine, 55% of salespeople lack basic sales skills. [4]
  • 58 percent of buyers report that sales reps are unable to answer their questions effectively. [4]
  • According to a recent survey, 84% of all sales training is lost after 90 days. [4]
  • 82% of B2B decision makers think sales reps are unprepared. [4]
  • According to a recent report, every dollar invested in sales training returned $29 in incremental revenues. [4]
  • According to a recentreport, the best sales training will improve the performance of an individual on average by 20%. [4]
  • According to an ATD report, US companies spend $20 billion yearly on sales training. [4]
  • Firms where salespeople use the company’s methodology and get consistent coaching see 73% quota attainment. [4]
  • 65% of employees say the quality of training and learning opportunities positively influences their engagement. [4]
  • The Bureau of Labor Statistics projects 6. [4]
  • employment growth for sales representatives by 2026 Only 39% of salespeople intended to go into sales. [4]
  • Successful reps are 10x more likely to use collaborative words like “us,” “we,” and “our” and avoid words like, “I” and “me.”. [4]
  • Optimistic sales pros outperform pessimists by 57%. [4]
  • 57% of sales pros spend 3–10+ hours per week using CRM tools. [4]
  • CRMs can boost sales by 29% and productivity to 34%. [4]
  • 24% more sales pros meet their annual quotas when they have mobile access to their CRM. [4]
  • CRMs can boost sales by 29% and productivity to 34%. [4]
  • To be a successful D2D sales rep, it takes Successful doorto door reps canvass a neighborhood 3x and talk with 90% of the residents. [4]
  • About 2% of all doorto door knocks will generate a sale. [4]
  • After one day, people forget more than 70% of what was taught in training, and in a week, the number jumps to 90%. [11]
  • The HBR report further finds that top quality coaching will improve the results of the middle 60% of a workforce by up to 19%. [11]
  • However, the HBR research also found that the bottom 10% of the sales force and the top performers have minimal gains in production with coaching. [11]
  • Dynamic sales coaching showed double digit improvements in sales performance on both quota attainment (21.3%) and win rates (19.0%). [11]
  • Unsurprisingly, 57% expect to miss their quotas this year. [12]
  • Of the remaining teams, 34% supplement predictions based on intuition with data. [12]
  • Only 16% rely on gut feeling alone. [12]
  • Conversely, underperforming sales teams are 1.7 times more likely to forecast on intuition. [12]
  • This is despite 85% of those who do saying it makes them more effective in their job. [12]
  • And it’s paying off, with high performing teams between 2.3 times and 2.7 times more likely than their underperforming peers to have hired more inside sales staff. [12]
  • Currently, only 49% of businesses say they have fully integrated systems. [12]
  • High performing sales teams are 2.1 times more likely than underperformers to have these systems in place. [12]
  • Only 17% of sales teams rate their single view of customer capabilities as outstanding. [12]
  • It’s estimated that U.S. companies spend more than $70 billion annually on sales training. [12]
  • Over the next three years, sales teams at all performance levels anticipate that guided selling and coaching capabilities will grow by 98%. [12]
  • Only 60% of companies say that quotas are set as a collaborative effort between the CEO with input from senior management. [13]
  • 64% of sales organizations reported correct quota setting as the major challenge for their compensation program. [13]
  • The average quota attainment is just 54%. [13]
  • Only 30% of firms have 75% or more of their salespeople hit their quotas. [13]
  • On average, about 57% of salespeople make quota. [13]
  • quotas across similar roles see 14% less quota attainment than those that assign quotas based on territory. [13]
  • Only 6% of companies who use a spreadsheet or static reporting can give their sales teams access to daily or near real. [13]
  • Two of the sales metrics tracked most often are margin at 65% and profitability at 51%. [13]
  • Surprisingly, only 6% of companies track the cost of a sales call. [13]
  • 79% of sales teams currently use or are planning to use sales analytics technology. [13]
  • Companies with a formal coaching process see 91.2% of overall quota attainment, as compared to 84.7% quota attainment for companies without. [13]
  • 60% of sales reps say they’re more likely to leave their job if their manager is a poor coach. [13]
  • 55% of salespeople making their living in sales don’t have the right skills to be successful. [13]
  • Reps spend only 34% of their time selling and only 22% of high performing teams rate their training process as very good. [13]
  • A dynamic coaching process improves win rates by 28% and quota attainment by 10%. [13]
  • Yet, 47% of organizations do not have a formal coaching process. [13]
  • The top 10% of all salespeople are 304% more effective at listening and asking questions than the bottom 10%. [13]
  • Companies with dynamic sales coaching programs achieve 28% higher win rates. [13]
  • 75% of Sales organizations are planning, evaluating or have implemented some version of AI into their sales process. [13]
  • 31% of sales leaders see AI as a source of added complexity – a significantly higher rate than sales reps. [13]

I know you want to use Sales Coaching Software, thus we made this list of best Sales Coaching Software. We also wrote about how to learn Sales Coaching Software and how to install Sales Coaching Software. Recently we wrote how to uninstall Sales Coaching Software for newbie users. Don’t forgot to check latest Sales Coaching statistics of 2022.

Reference


  1. trustenablement – https://www.trustenablement.com/the-business-statistics-you-need-right-now/.
  2. taskdrive – https://taskdrive.com/sales/130-sales-statistics/.
  3. g2 – https://learn.g2.com/sales-enablement-statistics.
  4. brainshark – https://www.brainshark.com/ideas-blog/2019/may/sales-statistics.
  5. spotio – https://spotio.com/blog/sales-statistics/.
  6. thecenterforsalesstrategy – https://blog.thecenterforsalesstrategy.com/sales-coaching-statistics-all-sales-leaders-need-to-see.
  7. hubspot – https://blog.hubspot.com/sales/sales-leadership-stats.
  8. checkli – https://www.checkli.com/checklists/anthonycaliendo/21-roi-stats-on-sales-coaching-can-your-organization-afford-not-to-hire-a-sales-coach.
  9. leveleleven – https://leveleleven.com/2017/04/11-sales-coaching-statistics-vps-managers/.
  10. marketingprofs – https://www.marketingprofs.com/charts/2021/45232/the-state-of-sales-coaching.
  11. luisazhou – https://www.luisazhou.com/blog/coaching-statistics/.
  12. trainingindustry – https://trainingindustry.com/magazine/mar-apr-2020/driving-sales-training-results-through-manager-coaching-cptm/.
  13. salesforce – https://www.salesforce.com/blog/15-sales-statistics/.
  14. cien – https://www.cien.ai/21-stats-sales-leaders/.

In Conclusion

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