Sales Performance Management Statistics 2024 - Everything You Need to Know

Are you looking to add Sales Performance Management 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 Performance Management statistics of 2024.

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On this page, you’ll learn about the following:

Best Sales Performance Management Statistics

Best Sales Performance Management Statistics

☰ Use “CTRL+F” to quickly find statistics. There are total 360 Sales Performance Management Statistics on this page 🙂

Sales Performance Management Benefits Statistics

The topranked benefits of having sales related analytics capabilities are aligning the sales force to business strategy and goals (for 38%) and better managing and tracking progress of product and sales initiatives (24%). ^[0]

Sales Performance Management Usage Statistics

Companies that considered themselves “leaders” in sales technology usage improved their sales goal achievement by 8% from last year, while companies that felt they were “on par” with peers saw this number rise 11%. ^[1]
Sales enablement tool usage is up 567%. ^[2]

Sales Performance Management Market Statistics

44% of inside sales pipeline comes from marketing, and inside sales average dials are down 20% yearover. ^[3]
79% of marketing leads never convert into sales. ^[3]
65% of B2B marketers have not established lead nurturing. ^[3]
Businesses using marketing automation to nurture prospects experience a 451% increase in qualified leads. ^[3]
51% of email marketers say email list segmentation is the most effective way to personalize lead nurturing. ^[3]
61% of B2B marketers send all leads directly to Sales; however, only 27% of those leads will be qualified. ^[3]
Only 25% of marketing generated leads are typically of a high enough quality to immediately advance to sales. ^[3]
Only 5% of salespeople said leads they receive from marketing were very high quality. ^[3]
46% of marketers reported that inbound marketing gave a higher ROI, while only 12% reported outbound did. ^[3]
When asked which marketing tactic provides higher quality leads for the sales team, 59% of marketers responded inbound, and 16% reported outbound. ^[3]
52% of outbound marketers say their marketing efforts are “ineffective”. ^[3]
Only 16% of marketers say outbound practices provide the highest quality leads for sales. ^[3]
This is on top of firms that refocused their sales strategy (75%), pursued new markets or verticals (70%), made “significant” changes to their value proposition (61%) and implemented a new sales methodology (54%). ^[1]
89% of marketers say that email is their primary channel for lead generation. ^[2]
The sales performance management market was valued at USD 3193.7 million in 2020 and is expected to register a CAGR of 13.09% over the forecast period, 2021. ^[4]
Only 17% of marketers use landing page A/B tests to improve conversion rates. ^[5]
64% of SEO marketers call mobile optimization an effective investment. ^[5]
The Global Sales Performance Management Market size is expected to reach $3.2 billion by 2026, rising at a market growth of 13.8% CAGR during the forecast period. ^[6]
Sales force automation technology comprises around 55% of the sales technology market. ^[7]
The sales force automation market size grew by 12.8% at $6.9 billion in 2018, where most growth is related to cloud. ^[7]
Further, the sales force automation software market is predicted to reach $13.82 billion by 2027 with a CAGR of 8.3%. ^[7]
As of July 2020, HubSpot dominates the marketing automation market with a 28.71% share. ^[7]

Sales Performance Management Software Statistics

Further, the sales force automation software market is predicted to reach $13.82 billion by 2027 with a CAGR of 8.3%. ^[7]

Sales Performance Management Adoption Statistics

This process makes the daily job of a sales rep much more efficient and productive, which is why SPM tools currently have the highest adoption rate of sales technologies with 68%. ^[8]

Sales Performance Management Latest Statistics

Enterprises will miss the equivalent of up to 10% of annual sales lost opportunities because of poor planning. ^[9]
According to a recent Forrester study, 65% of respondents reported that they are experiencing unwanted sales attrition. ^[9]
In addition, the average tenure of an SDR has decreased by 50% over the past ten years. ^[9]
Think about that, if only 48% of decisions are being made off trusted data, what are the remaining 52% of decisions being based on?. ^[9]
And, 50 90% of the journey is complete before a buyer interacts with a sales rep. ^[3]
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). ^[3]
Only 33% of inside sales rep time is spent actively selling. ^[3]
Sales reps can spend up to 40% of their time looking for somebody to call. ^[3]
Research shows that 35% to 50% of sales go to the vendor that responds first. ^[3]
Face to face or field sales teams make up 71.2% of the sales force. ^[3]
65% of outside account executives are attaining quota which is 10% higher than inside. ^[3]
Spend89% More Time Selling RemotelyThan in 2013. ^[3]
More than40% of salespeoplesay prospecting is the most challenging part of the sales process, followed by closing (36%) and qualifying (22%). ^[3]
8 in 10 prospects prefer talking to reps over email, which matches up with the percentage of reps (78%). ^[3]
Prospects are open to communicating with sellers at industry events (34%), via LinkedIn (21%), text (21%), voicemail (21%) and social media (18%). ^[3]
50% of buyers like speaking over phone, compared to 70% of reps. ^[3]
More than50%of prospects want to see how your product works on the first call. ^[3]
An industry study showed companies who said cold calling is dead experienced 42% less growth than those who said it was alive. ^[3]
Only 2% of cold calls result in an appointment 74% of companies don’t leave voicemails. ^[3]
42% of sales reps feel theydon’t have enough informationbefore making a call. ^[3]
Sales reps spend about 15% of their time leaving voicemails. ^[3]
44% of salespeople give up after one follow. ^[3]
65% of salespeople who use social sellingfilltheir pipeline, compared to 47% of reps who do not. ^[3]
78% of salespeople using social media outsell their peers. ^[3]
75% of B2B buyers and84% of Clevelor vice president level executives use social media to make purchasing decisions. ^[3]
31% of B2B professionalssaid that social selling allowed them to build deeper relationships with their clients. ^[3]
Sales reps who use social selling are 50% more likely to meet orexceedtheir quota. ^[3]
63.4 percentof sales reps engaged in social selling report an increase in their company’s revenue. ^[3]
Using social selling tools can increase theaverage deal sizeby 35%. ^[3]
73% of executives prefer to work with sales professionals referred by someone they know. ^[3]
84% of buyers nowkick off their buying process with a referral. ^[3]
92% of buyers trust referrals from people they know. ^[3]
91% of customers say they’d give referrals. ^[3]
Only 11% of salespeople ask for referrals. ^[3]
Companies with formalized referral programs experience 86% more revenue growth over the past two years when compared to the rest. ^[3]
The lifetime value of referred customers is on average 16% higher than that of non. ^[3]
Only 23% of sales emails are opened. ^[3]
44% of email recipients made at least one purchase last year based on a promotional email. ^[3]
40% of emails are opened on mobile first – where the average mobile screen can only fit 4. ^[3]
Personalized emails improve click through rates by 14% and conversion rates by 10%. ^[3]
Personalized subject lines are 22.2% more likely to be opened. ^[3]
80% of sales require 5 follow up calls after the meeting. ^[3]
44% of sales reps give up after 1 follow up 50% of buyers choose the vendor that responds first. ^[3]
Only7% responded in the first five minutesafter a form submission. ^[3]
Over 50% didn’t respond within five business days. ^[3]
Bestin class companies close30% of sales qualified leadswhile average companies close 20%. ^[3]
48% of sales calls end without an attempt to close the sale and the national sales closing rate is 27%. ^[3]
74% of companies say converting leads into customers is their top priority. ^[3]
Nurtured leads produce, on average, a 20% increase in sales opportunities versus non. ^[3]
Companies excelling at lead nurturing generate 50% more sales ready leads at 33% lower cost. ^[3]
46% of B2B sales reps list lead quantity and quality as their top challenge. ^[3]
67% of lost sales are a result of sales reps not properly qualifying potential customers before taking them through the full sales process. ^[3]
Just 44% of companies use lead scoring systems. ^[3]
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. ^[3]
B2B buyers are 57% 70% through buying research before contacting sales. ^[3]
67% of the buyer’s journey is now done digitally 84% of CEOs and VPs use social media to make purchasing decisions. ^[3]
62% of B2B buyers say a web search was one of the first three resources they use to learn about a solution. ^[3]
80% of business decision makers prefer to get company information from a series of articles versus an advertisement. ^[3]
84% of B2B decision makers begin their buying process with a referral. ~. ^[3]
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. ^[3]
94% of B2B buyers will research onlinebeforefinalizing a purchase. ^[3]
Over half (57%). ^[3]
47% of buyers view 3 5 pieces of the company’s content before talking with a sales representative. ^[3]
42 percent of sales reps feel they don’t have enough information prior to making a call. ^[3]
75% of surveyed executives are willing to make an appointment or attend an event based on a cold call or email alone. ^[3]
Only39% of a sales rep’s timeis spent selling or interacting with prospects and customers. ^[3]
Only 60% of sales reps meet quota. ^[3]
79% of sales executives say a leading driver of hitting new targets is improving the productivity of existing sales reps. ^[3]
81% of companies say productivity would improve with better process, skills, or competency training. ^[3]
84% of sales executives cited content search and utilization as the top productivity improvement area. ^[3]
The typical organization spends 24K per person on improving productivity, yet 49% of organizations have zero or limited means to measure productivity. ^[3]
According toForbesmagazine, 55% of salespeople lack basic sales skills. ^[3]
58 percent of buyers report that sales reps are unable to answer their questions effectively. ^[3]
According to a recent survey, 84% of all sales training is lost after 90 days. ^[3]
82% of B2B decision makers think sales reps are unprepared. ^[3]
According to a recent report, every dollar invested in sales training returned $29 in incremental revenues. ^[3]
According to a recentreport, the best sales training will improve the performance of an individual on average by 20%. ^[3]
According to an ATD report, US companies spend $20 billion yearly on sales training. ^[3]
Firms where salespeople use the company’s methodology and get consistent coaching see 73% quota attainment. ^[3]
65% of employees say the quality of training and learning opportunities positively influences their engagement. ^[3]
The Bureau of Labor Statistics projects 6. ^[3]
employment growth for sales representatives by 2026 Only 39% of salespeople intended to go into sales. ^[3]
Successful reps are 10x more likely to use collaborative words like “us,” “we,” and “our” and avoid words like, “I” and “me.”. ^[3]
Optimistic sales pros outperform pessimists by 57%. ^[3]
57% of sales pros spend 3–10+ hours per week using CRM tools. ^[3]
CRMs can boost sales by 29% and productivity to 34%. ^[3]
24% more sales pros meet their annual quotas when they have mobile access to their CRM. ^[3]
CRMs can boost sales by 29% and productivity to 34%. ^[3]
To be a successful D2D sales rep, it takes Successful doorto door reps canvass a neighborhood 3x and talk with 90% of the residents. ^[3]
About 2% of all doorto door knocks will generate a sale. ^[3]
You spend thousands of dollars training each sales rep each year, but research shows that 84% of sales training content is lost after 90 days. ^[10]
32% of a sales manager’s time is spent on managing people. ^[10]
26% of a sales manager’s time is spent on managing information. ^[10]
23% of a sales manager’s time is spent on customer interaction. ^[10]
15% of a sales manager’s time is spent on administrative tasks. ^[10]
4% of a sales manager’s time is spent on control. ^[10]
The bottom 25% of sales managers were performing at 76% of their target. ^[10]
The middle 50% of sales managers were performing at 99% of their target. ^[10]
The top 25% of sales managers were performing at 115% of their target. ^[10]
Topperforming sales managers achieve 39% more of their target than bottom. ^[10]
That same study also looked at the percentage of reps achieving quota The bottom 25% of sales managers had 47% of reps achieving quota. ^[10]
The middle 50% of sales managers had 48% of reps achieving quota. ^[10]
The top 25% of sales managers had 65% of reps achieving quota. ^[10]
While the middle performing sales managers were at 99% of their target, only 48% of their reps were hitting quota. ^[10]
The top 25% of sales managers drive more consistent performance in their sales teams. ^[10]
Companies who allocate 25 50% of overall sales training budget toward management training outperform their goal by 6%. ^[10]
Companies who allocate more than 50% of overall sales training budget toward management training outperform their goal by 15%. ^[10]
In 2018, the average quota attainment was only 54%. ^[0]
64% of organizations reported correct quota setting as the major challenge for their sales compensation program in 2017 Companies that “peanut butter spread”. ^[0]
quotas across similar roles see 14% less quota attainment than those that assign quotas based on territory. ^[0]
Nearly 60% of companies say that quotas are set as a collaborative effort between the CEO with input from senior management See how bestin breed companies use sales territory planning. ^[0]
Research shows that optimizing territory design can increase sales by 2 to 7%, without any change in total resources or sales strategy. ^[0]
Only 36% of organizations say they are effective at territory design. ^[0]
The majority of companies (76%). ^[0]
The majority of companies (76%). ^[0]
Organizations ineffective at territory design performed 15% lower in sales objective achievement compared to the average. ^[0]
Organizations that are effective at territory design had 14% higher sales objective achievement compared to the average. ^[0]
Companies that digitize their territory alignment process increase revenue up to 15%. ^[0]
Companies effectively managing territory data had 8% higher achievement of sales objectives compared to the average. ^[0]
Modernized territory planning expands the customer base on average between 7. ^[0]
Modernized territory planning results in reduced cost of sales and wasted rep transportation time up to 15%. ^[0]
Modernized territory planning increases productivity up to 20% after the first year of optimization. ^[0]
Modernized territory planning reduces planning time up to 75%. ^[0]
40% of CFOs now spend the majority of their time on non. ^[0]
Over 90% of CFOs say the ability to dynamically plan “in the moment” is important to react in a fast changing business landscape. ^[0]
Nearly 50% of companies fail to measure and adjust financial forecasts and plans to account for the residual impact caused by sales force attrition. ^[0]
In 2016 78% of CFOs considered Excel proficiency as the most important skill for FP&A teams; today only 5% feel the same. ^[0]
80% of CFOs recognize that investing in data can help them replace spreadsheets; however, they remain deterred by the perceived cost and complexity of new systems. ^[0]
On average, businesses spend 10% of revenue on sales compensation; more than 40% of companies say they spend more than 20%. ^[0]
More than 60% of companies rank their company as average or lower when it comes to sales compensation administration. ^[0]
Only 18% of commissions are paid in Q1; 40% of sales commissions are paid in Q4.. ^[0]
50% of homegrown or spreadsheet calculation mechanisms take four weeks or longer to payout. ^[0]
95% of companies who use ICM technology have payouts completed in less than 6 weeks, with the majority under 3 weeks. ^[0]
43% of sales organizations are making some investment to upgrade sales compensation automation support. ^[0]
60% of organizations do not track payment accuracy and are making a best guess about the accuracy of their commission payments. ^[0]
Only 26% of companies are able to deliver analytics or reporting at an aboveaverage or bestof. ^[0]
Only 6% of companies who use spreadsheet or static reporting are able to give their sales teams access to daily or near real. ^[0]
Of the companies able to provide daily or near real time data, 39% are using automated reporting systems. ^[0]
66.4% of sales organizations surveyed do NOT provide mobile access to sales compensation reports Learn how to improve retention rate. ^[0]
The ideal desired sales rep attrition rate is less than 15%; however, only 69% of organizations are able to achieve that level of attrition. ^[0]
Businesses retain just 71% of salespeople annually, on average. ^[0]
Companies paying competitively at the 75th percentile or higher have 50% less sales turnover. ^[0]
Fewer than half of companies (46%). ^[0]
Among salespeople who leave, 67% do so voluntarily, and 32% are asked to leave Of the remaining “voluntary” departures, 44% are considered low performing and low potential salespeople. ^[0]
Only 54% of companies believe their enterprises have the proper incentives in place to attract and retain the best talent. ^[0]
Businesses effective at either providing clear performance objectives and implementing a welldefined onboarding program enjoy 8% greater sales objective achievement than non. ^[0]
Businesses effective at providing training, coaching, and professional development outperformed others with 17% higher sales objective achievement. ^[0]
Only 42% are effective in providing professional development for salespeople. ^[0]
Across all businesses, just 55% of new hire salespeople are ultimately successful. ^[0]
Top sales reps by quota attainment have a 200% higher chance of promotion and have the potential to increase team performance by 20% Understand the key truths when it comes to sales demographics in the industry. ^[0]
Male led sales teams are 76% men and 24% women vs. the general population. ^[0]
Female led sales teams more closely reflect the general population at 48% women and 52% men. ^[0]
Women achieve 8% higher quota attainment than men. ^[0]
78% of men achieve quota, while 86% of women achieve quota. ^[0]
Women outperform men by 3% but are actually paid 7% less. ^[0]
Women earn 77% of the total compensation of their male counterparts. ^[0]
Smaller companies pay 46% more in incentive compensation than larger companies with comparable quotas. ^[0]
Almost three quarters (73%). ^[0]
The use of multiple spreadsheets is a factor in producing scattered sales information, which 52% of organizations cited as impeding the systems they use to assess plans and incentives. ^[0]
Many smaller organizations (63%). ^[0]
Only one fifth (21%). ^[0]
Two thirds of organizations that use dedicated sales analytics tools said they have improved the outcomes of their sales activities and processes significantly (20%) or slightly (47%). ^[0]
Growth is the No. 1 business priority reported by CIOs for 2018, echoing the 2017 CEO Survey 47% of growth is in tech. ^[0]
SPM users are 2.6x as effective, at measurably connecting sales efforts, to revenue compared to non users (60% vs. 23%). ^[0]
An integrated SPM suite increases sales productivity by 12.5% and accelerate financial close times up to 50%. ^[0]
SPM solutions helped reduce overpayment/underpayment, saving organizations 3% to 5% in compensation expense. ^[0]
96% of employees say that they want to hear feedback regularly. ^[11]
In fact, 32% of employees say they have to wait more than three months to receive feedback from their managers. ^[11]
A Harvard Business Review survey found that while 58% of people trust strangers, only 42% trust their own boss. ^[11]
Additionally, Gallup reports that managers are responsible for at least 70% of the variance in their employees’ engagement. ^[11]
43% of highly engaged employees receive feedback at least once a week. ^[11]
92% of respondents agreed with the assertion, “Negative feedback, if delivered appropriately, is effective at improving performance.”. ^[11]
Beyond simply receiving feedback, 63% of employees feel like they don’t get enough praise. ^[11]
Research from Deloitte discovered organizations with retention programs and more effective employee engagement had 31% lower voluntary turnover. ^[11]
29% of workers say they don’t feel happy at work and 26% say that work affects their happiness outside the office. ^[11]
The projected percent change in employment from 2020 to 2030. ^[12]
The average growth rate for all occupations is 8 percent. ^[12]
The percent change of employment for each occupation from 2020 to 2030. ^[12]
65% of sales leaders that outperformed against revenue targets have a dedicated sales enablement person or team. ^[13]
61% of over performing leaders use their CRM to automate parts of their sales process, vs. 46% of underperforming leaders. ^[13]
64% of sales leaders who invested in remote selling met or exceeded revenue targets this year. ^[13]
Inclusive organizations report 28% higher revenue, 2x net income, and 30% better economic performance on profit margin. ^[13]
Sales leaders who did not invest in remote selling fell behind — 50% of this subgroup did not hit their sales targets this year. ^[13]
After a significant dip in March 2020, American businesses experienced a 45% increase in deals won in September 2020. ^[13]
70% of sales managers say a manager’s ability to navigate change is more important now than it was five years ago. ^[13]
43% of sales leaders believe customer satisfaction is the top insight for measuring sales performance. ^[13]
According to LinkedIn, 60% of sales leaders anticipate their team won’t be able to hit quota by year end. ^[13]
51% of sales leaders rely on data to measure sales rep performance. ^[13]
Only 9% of sales leaders have conducted business as usual without adjusting their sales strategy since the beginning of the COVID. ^[13]
In 2021, 68% of sales leaders plan to implement a hybrid or fully remote sales model. ^[13]
63% of sales leaders believe virtual meetings are as effective as in. ^[13]
When moving to the next deal stage, 72% of highperforming sales leaders find virtual meetings to be more effective than faceto. ^[13]
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. ^[13]
58% of sales managers say they have a hard time completing their work tasks in the time given. ^[13]
52% of sales managers have to work around their organization’s processes to complete their work tasks, negatively impacting their quota attainment by 18%. ^[13]
44% of sales executives believe their organization doesn’t manage sales processes effectively. ^[13]
27% of companies don’t have an onboarding process for salespeople. ^[13]
Of new reps that did go through an onboarding program, only 26% said their training was effective. ^[13]
In the U.S., job opportunities for sales managers are expected to grow by 4% through 2029. ^[13]
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. ^[13]
74% of sales managers oversee their own sales accounts in addition to managing their teams. ^[13]
65% of sales leaders find behavioral interview questions effective when hiring sales talent. ^[13]
Selling skills is the number one area of focus for 38% of sales managers when coaching their reps. 30. ^[13]
45% of managers say they spend 30 60 minutes individually coaching sales reps each week. ^[13]
23% of sales managers spend less than 30 minutes individually coaching their direct reports each week. ^[13]
CSuite leaders from buying companies are 2.2 times more likely to participate in sales calls than C Suite leaders from sales teams. ^[13]
By 2025, 60% of B2B sales organizations will move from experiencebased selling to data. ^[13]
57% of B2B sales leaders plan to invest more in AI and automation tools in 2021. ^[13]
According to LinkedIn, 1 in 5 B2B decision makers change roles annually. ^[13]
The Stat Firms that were “laggards” in adopting sales technology saw their sales goal achievement drop 12% from last year. ^[1]
The Stat 43% of companies made a moderateto high investment in sales learning and development technology. ^[1]
The Stat On average, firms that use technology effectively were 57% more effective at sales training and development than ineffective technology users. ^[1]
The Stat Companies with a dedicated sales enablement function improved their sales training effectiveness by 29%. ^[1]
In addition, 60% of sales forces are understaffed, and turnover is too high in nearly half of them (48%). ^[1]
However, most companies (62%). ^[1]
Like just 17% of salespeople think they’re pushy compared to 50% of prospects. ^[2]
And along similar lines, only 3% of buyers trust reps. ^[2]
More than 40% of salespeople say this is the most challenging part of the sales process, followed by closing (36%) and qualifying (22%). ^[2]
HubSpot Research found 72% of companies with less than 50 new opps per month didn’t achieve their revenue goals, compared to 15% with 51 to 100 new opps and just 4% for companies with 101 to 200 new opps. ^[2]
19% of buyers want to connect with a salesperson during the awareness stage of their buying process, when they’re first learning about the product. ^[2]
60% want to connect with sales during the consideration stage, after they’ve researched the options and come up with a short list. ^[2]
20% want to talk during the decision stage, once they’re decided which product to buy. ^[2]
Only 24% of sales emails are opened. ^[2]
At least 50% of your prospects are not a good fit for what you sell. ^[2]
10.77.3% of respondents said their company provides at least one quarter of their leads. ^[2]
60% of customers say no four times before saying yes whereas 48% of salespeople never even make a single follow up attempt. ^[2]
80% of sales require 5 followup calls whereas 44% of salespeople give up after one follow. ^[2]
35 50% of sales go to the vendor that responds first. ^[2]
75% of online buyers want to receive between 2 4 phone calls before a company gives up; 12% would like a company to try as many times as it takes to get a hold of them. ^[2]
70% of salespeople stop at one email. ^[2]
Yet if you send more emails, you’ve got a 25% chance to hear back. ^[2]
42% of people would be encouraged to make a purchase if the sales rep called back at an agreed. ^[2]
57% of people said they would be encouraged to make a purchase from a salesperson who doesn’t try to apply pressure or hassle them when following up 18. ^[2]
41.2% of salespeople said their phone is the most effective sales tool at their disposal. ^[2]
Gong.io analyzed over 100,000 connected outreach calls and found successful salespeople talk for 54% of the call, while unsuccessful salespeople spent only 42% of their time speaking 23. ^[2]
The use of collaborative words had a positive impact on the calls and using “we” instead of “I” increased success rates by 35%. ^[2]
Using “Did I catch you at a bad time” makes you 40% less likely to book a meeting, while asking “How are you?” increases your likelihood of booking a meeting by 3.4X. 25. ^[2]
63% of Sales Leaders believe that virtual meetings are just as or more effective than in. ^[2]
65% of salespeople who use social selling fill their pipeline, compared to 47% of reps who do not. ^[2]
Using social selling tools can increase win rates and deal size by 5% and 35%, respectively. ^[2]
44% looked to their manager, 35% to team training resources, and 24% to media. ^[2]
Only 7% of top performers report pitching, while 19% of non top performers pitch their offering. ^[2]
They spend 21% of their day writing emails, 17% entering data, another 17% prospecting and researching leads, 12% going to internal meetings, and 12% scheduling calls. ^[2]
Provide relevant information (61%) Respond in a timely manner (51%). ^[2]
The biggest challenges today’s salespeople face Establishing urgency (42%) Getting in touch with prospects (37%). ^[2]
A survey by sales strategist, Marc Wayshak, found that 41.2% of respondents said the phone is the most effective sales tool. ^[2]
Only 24.3% of salespeople exceeded their quota last year. ^[2]
About 47% of top performers ask for referrals consistently, versus only 26% of non. ^[2]
40.92% of consumers trust referrals from people they know. ^[2]
When referred by other customers, people have a 37% higher retention rate. ^[2]
B2B companies with referrals experience a70% higher conversion rate. ^[2]
Referred customers’ lifetime value is 16% higher than that of non. ^[2]
Referral leads have a30% higher conversion rate than leads from any other channel. ^[2]
Referrals account for 65% of companies’ new deals. ^[2]
Only 39% of salespeople intended to go into sales. ^[2]
According to CSO Insights, just 33% of inside sales rep time is spent actively selling. ^[2]
When both the message and subject line are personalized, emails have an average open rate of 5.9%and a click rate of .2%. ^[2]
The number of types of tools used consistently among the majority of respondents went up by 300%. ^[2]
94% of surveyed employers report that company productivity has been the same (67%) or higher (27%). ^[2]
PayScale analyzed thousands of salaries and determined that remote workers make 8.3% more than non remote workers with the same job and qualifications, and 7.5% more in general—not accounting for years of experience, job title, or location. ^[2]
According to Upwork, 41.8% of the American workforce continues to work remotely. ^[2]
Although an estimated 26.7% will still be working from home through 2021, 36.2 million Americans (22% of the workforce). ^[2]
According to IBM, USD 1.4 million was saved through a 90% reduction in overpayments with incentive compensation management tools. ^[4]
It also resulted in achieving a 204% ROI. ^[4]
Global car sales grew by about 2.2% globally in 2017. ^[4]
The Sales Performance Management Market is growing at a CAGR of 13.09% over the next 5 years. ^[4]
Email collection forms were the most successful at converting viewers, with a 15% conversion rate in 2020. ^[5]
Events placed at the beginning of videos perform the best, with a conversion rate of 12.7%. ^[5]
3.5% of ecommerce website visits via mobile are converted into purchases, compared to 3.9% on desktop. ^[5]
Email visitors are the most likely to convert on forms — and people coming from search advertisements are the least likely. ^[5]
The highest bounce rates are on social (45%) followed by direct (44%). ^[5]
Almost 25% of companies invest in mobile optimization as a top SEO tactic. ^[5]
Assured post sales research support with 10% customization free Chapter 1. ^[6]
3.3.1 Key Leading Strategies Percentage Distribution 3.3.2 Key Strategic Move Leading Players Chapter 4. ^[6]
What 95% of Sellers Think About Training and Development Companies with dynamic sales coaching programs achieve 28% higher win rates. ^[14]
Companies that provide quality coaching can reach 7% greater annual revenue growth. ^[14]
As much at 60% of sales reps say they’re more likely to leave their job if their manager is a poor coach. ^[14]
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%. ^[14]
Sales coaching and mentoring is cited as the most important role that frontline managers play, according to 74% of leading companies. ^[14]
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. ^[14]
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. ^[14]
Our score 9.0 User satisfaction 95% A new version of this article, featuring the latest data and statistics, is available. ^[7]
In 2020, online sales accounted for 21% of total US retail sales, up from 15.8% in 2019 and 14.3% in 2018. ^[7]
In 2020, US ecommerce is estimated to reach $839.02 billion in sales, up 40.3% from 2019. ^[7]
In Q3 2020 alone, US ecommerce surged 37%, propelled by changing customer behaviors because of Covid. ^[7]
60% to 70% of luxury sales in the world are influenced by digital media. ^[7]
72% of the highest spending luxury customers use social media to interact with their favorite brands. ^[7]
B2B ecommerce makes up 13% of the total B2B sales in the United States. ^[7]
In 2020, retail chain (77%), consumer brand manufacturer (42%), web only (37%), and catalog/call center (31%). ^[7]
Only 25% of business respondents have equipped their salespeople with social engagement tools. ^[7]
Only 8% have optimized social engagement for sales. ^[7]
Customer preference for ordering via mobile apps increased 30% during the pandemic. ^[7]
eCommerce sales from May 26 to June 1, 2020 were 40% higher than sales from February 24 to March 1, 2020. ^[7]
6% to 10% – the increase in sales across all product categories once Covid. ^[7]
30% of Millennials are shopping more frequently online. ^[7]
46% of respondents in a study said that the new digital sales model they adopted during Covid 19 is less effective at reaching and serving customers. ^[7]
14% of sales professionals said that gaining appointments is one of their biggest challenges they encounter in their prospecting efforts. ^[7]
26% struggle to create differentiation from the competition. ^[7]
As well, 26% of salespeople find it a challenge for their team to be consistent in executing meetings. ^[7]
Maintaining profitability is a concern for 17% of sales professionals. ^[7]
20% of sales organizations have less than 75% sales prediction accuracy. ^[7]
30% of respondents point to sales management as a challenge in sales forecasting. ^[7]
Seller subjectivity is a concern for 40% of sales operations leaders when it comes to sales forecasting. ^[7]
Remember that coaching can help salespeople achieve their quota by 10%. ^[7]
Around 10% of the total labor force in the US have selling. ^[7]
Total expenditures for selling activities are close to 5% of the GDP. ^[7]
It takes only 30 days for employees to forget 80% of their sales training. ^[7]
17.6% rate their job as outstanding. ^[7]
47.1% find their job to be “just good.”. ^[7]
Only 24.3% exceeded their quota in 2018. ^[7]
Only 30.8% generate referrals from existing customers, while a low 7.3% exceeds expectations in this aspect. ^[7]
81.6% of top performers spend 4 hours or more on sales. ^[7]
salespeople consider selling today to be harder 47% of top performers consistently ask for referrals. ^[7]
Globally, 37% of companies transitioned their field sales to online via video conference and phone because of Covid. ^[7]
79% of B2B companies are likely to keep the digital shift for 12 months or more after. ^[7]
Finance, 2020) 57% use sales tools and technologies for lead generation and lead intelligence. ^[7]
56% use sales technology for activity management and tracking. ^[7]
Only 34.6% used predictive lead scoring tools the year the survey was conducted. ^[7]
18.1% plan to purchase predictive lead scoring tools in the following year. ^[7]
Businesses that use analytics efficiently have a 10.5% YOY revenue. ^[7]
Analytics savvy businesses increase customer satisfaction annually by 8.1%. ^[7]
When businesses use analytics well, they can increase social media mentions by 14.6% annually. ^[7]
94% of high performing sales teams use analytics for sales performance prediction and measurement. ^[7]
This is a sharp contrast to 70% of other respondents who do not use analytics. ^[7]
76% of worldclass sales teams are highly confident in CRM system data in contrast to just 30% of nonhigh. ^[7]
62.3% of sales organizations only use lagging indicators to measure performance. ^[7]
Miller Heiman Group, 2020 From the sales automation data above, we can say that companies who wish to have an edge over others are likely to prosper with analytics than without. ^[7]
Earn a Degree Breakthrough pricing on 100% online degrees designed to fit into your life. ^[15]
Breakthrough pricing on 100% online degrees designed to fit into your life. ^[15]
Specifically, the average company annually spends $3,894 per rep on sales productivity – and spending for account executives is 17.6% higher. ^[8]
Salesforce found that in 2018, high performing teams were 1.5 times more likely to base forecasts on data driven insights, while underperformers were 1.7 times more likely to forecast based on gut feeling. ^[8]
In 2019, the top priority for 16% of sales teams is investing in sales enablement tools. ^[8]
An integrated SPM platformincreases sales productivity by 12.5%and accelerates deal close times by 50%. ^[16]

I know you want to use Sales Performance Management Software, thus we made this list of best Sales Performance Management Software. We also wrote about how to learn Sales Performance Management Software and how to install Sales Performance Management Software. Recently we wrote how to uninstall Sales Performance Management Software for newbie users. Don’t forgot to check latest Sales Performance Management statistics of 2024.

Reference

xactlycorp – https://www.xactlycorp.com/resources/sales-statistics.
brainshark – https://www.brainshark.com/ideas-blog/2018/september/sales-enablement-statistics.
hubspot – https://blog.hubspot.com/sales/sales-statistics.
spotio – https://spotio.com/blog/sales-statistics/.
mordorintelligence – https://www.mordorintelligence.com/industry-reports/sales-performance-management-market.
hubspot – https://www.hubspot.com/marketing-statistics.
globenewswire – https://www.globenewswire.com/news-release/2021/03/18/2195460/28124/en/Outlook-on-the-Sales-Performance-Management-Global-Market-to-2026-Key-Industry-Analysis-and-Forecasts.html.
financesonline – https://financesonline.com/online-sales-management-statistics/.
gryphon – https://gryphon.ai/sales-performance-management-2/.
xactlycorp – https://www.xactlycorp.com/blog/10-sales-statistics-know-2021.
leveleleven – https://leveleleven.com/2016/08/14-sales-management-statistics-every-cfo-know/.
clearcompany – https://blog.clearcompany.com/mind-blowing-statistics-performance-reviews-employee-engagement.
bls – https://www.bls.gov/ooh/management/sales-managers.htm.
hubspot – https://blog.hubspot.com/sales/sales-leadership-stats.
thecenterforsalesstrategy – https://blog.thecenterforsalesstrategy.com/sales-coaching-statistics-all-sales-leaders-need-to-see.
coursera – https://www.coursera.org/courses?query=performance%20management.
fitsmallbusiness – https://fitsmallbusiness.com/sales-performance-management/.

How Useful is Sales Performance Management

One of the key benefits of sales performance management is that it provides a clear framework for measuring and tracking sales performance. By setting clear goals and objectives, sales managers can easily monitor the progress of their teams and identify areas of improvement. This not only helps sales teams stay focused and motivated, but also allows managers to make informed decisions about resource allocation and strategy development.

Moreover, sales performance management encourages transparency and accountability within the sales organization. By establishing clear performance metrics and holding each team member accountable for their individual results, companies can foster a culture of accountability and drive performance to new heights. This not only improves team morale and collaboration but also builds trust and credibility with customers and stakeholders.

In addition, sales performance management helps companies identify and address performance gaps before they become major issues. By regularly reviewing sales performance data and conducting coaching and training sessions, managers can quickly identify underperforming individuals or teams and provide them with the support and resources they need to succeed. This proactive approach not only prevents losses in revenue but also helps companies stay ahead of the competition by continuously improving and optimizing their sales operations.

Furthermore, sales performance management enables companies to align their sales efforts with overall business goals and objectives. By establishing clear links between sales performance indicators and key business metrics, companies can ensure that their sales strategies are in line with the company’s strategic direction and overall objectives. This alignment not only enhances the effectiveness of sales efforts but also helps companies achieve long-term sustainable growth and success.

Ultimately, sales performance management is a valuable tool that can help companies improve the performance of their sales teams and drive revenue growth. By providing a clear framework for measuring, monitoring, and improving sales performance, companies can stay competitive in today’s fast-paced and ever-changing business environment. Whether through goal setting, accountability, performance tracking, or strategic alignment, sales performance management plays a crucial role in maximizing sales potential and achieving business success.

In Conclusion

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Sales Performance Management Statistics 2024 – Everything You Need to Know