78 Key Gross sales Statistics That’ll Assist You Promote Smarter in 2024

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

To assist gross sales professionals get there, we’ve compiled a listing of information and figures presently shaping the observe in 2024 — together with data pulled from HubSpot’s current survey of over 1,400 international gross sales reps, managers, and leaders.

Let’s dive in.

Gross sales Prospecting Statistics

Gross sales Observe-Up Statistics

Inside Gross sales Statistics

Gross sales E-mail Statistics

Gross sales Name Statistics

Social Promoting Statistics

Gross sales Efficiency Statistics

Gross sales Profession Statistics

Gross sales Know-how Statistics

Distant Gross sales Statistics

Gross sales Statistics

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

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

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

4. 60% of shoppers say no 4 occasions earlier than saying sure. (Invesp)

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

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

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

8. 66% of consumers desire to be contacted through e mail. (LinkedIn)

9. The primary follow-up e mail may be very efficient and may enhance the reply charge by 49%. (Belkins)

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

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

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

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

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

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

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

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

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

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

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

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

22. Gross sales execs who use gross sales enablement content material of their position are 58% extra prone to be performing over objective this 12 months than those that don’t use it. (HubSpot)

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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58. 81% of gross sales leaders say that AI will help them spend much less time on guide duties. (HubSpot)

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

60. 52% of gross sales execs say B2B prospects use self-serve instruments greater than final 12 months. (HubSpot)

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

62. Gross sales execs who supply consumers self-service instruments are 47% extra prone to be over objective this 12 months than those that don’t. (HubSpot)

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

64. Using gross sales enablement instruments by gross sales execs in america elevated by 20% in 2023. (HubSpot)

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

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

67. 78% of gross sales execs say their CRM is efficient at enhancing gross sales and advertising alignment. (HubSpot)

68. 69% of gross sales leaders are planning to spend money on prospecting expertise. (Prezentor)

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

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

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

75. 80% of B2B gross sales are presently taking place just about. (Prezentor)

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

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

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

This listing clearly doesn’t cowl each issue impacting the gross sales panorama in 2024. Nonetheless, each level right here represents a key development that may allow you to higher perceive the assets you may leverage, extra successfully have interaction together with your prospects, and in the end see the laborious outcomes you’re after.

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