Sales Coach Christine Harrington

2019 Sales Stats. Are You Doing Enough?

Are You Doing Enough Sales Activities? Check Out These 2019 Sales Stats!

 

If 2019 has been a major sales disappointment for you or your team, it goes without saying you didn't do enough. What I often find in my coaching practice is this....salespeople that are performing below their sales goals are not doing enough in many areas. That's why I'm sharing with you some 2019 Sales Stats comprised by sales research firms.

I also find the saleperson has a reluctance to do more becasue they don't want to seem salesy, pushy or perceived as a phoney. Knowing the "numbers" will ease your mind, because what you'll discover is the big picture of sales statistics. The numbers will prove your assumptions are inaccurate. Check it out!

According to Brainshark- Big Picture 2019 Sales Stats

1. Only 24.3% of salespeople exceeded their quota last year according to Hubspot.

2. Only 23.9% of sales emails are opened [TOPO] (This is consist with my open average rate for my newsletter Sales Pearls.)

3. 90% of buyers are willing to engage salespeople earlier in the buying process. [CSO Insights]

4. More than 50% of companies have implemented a new sales methodology in the last year. [Sales Management Association]

Hubspot Research found that 72% of companies with less than 50 new opportunities per month didn’t achieve their revenue goals. I know salespeople that don’t have 50 prospects in their sales funnels, let alone a steady stream of new opportunities!

And most salespeople stop calling the prospect after a few attempts. But Hubspot research shows that it takes an average of 18 calls to actually connect with a buyer. Velocity reports that it then takes 6 calls attempts to sell the lead. I know in my decades of selling these statistics are spot on, it was true 20 years ago and it’s still true today. Don’t stop after a few attempts…you must be persistent.

Here is another common problem I see in my coaching practice…chasing the wrong prospects. Hubspot’s research shows that at least 50% of your prospects are not a good fit for what you sell! In other words, leads are not being qualified.

One more problem area I consistently find

…poor planing of the salesperson’s day. Again, Hubspot research matches my experience. Salespeople spend only one-third of their day actually talking to prospects. 21% is spent on writing emails, 17% entering data,  another 17% prospecting and researching their leads, 12% spent in department meetings and sadly only 12% scheduling selling appointments.

And yet according to Rain Group, 69% of prospects have accepted phone calls from new salespeople in the last 12 months. So why isn’t your day dedicated to booking appointments???

Bottom line…if you’re not closing sales chances are you don’t have enough opportunities and you’re not consistent in follow-up, setting appointments and developing leads.

Bonus Statistic

...and pardon me for my shameless self-promotion, effective sales coaching can improve win rates by as much as 29%. [Vantage Point Performance] I’ve improved sales performance by over 68%. I wouldn’t blame you if you think that’s too good to be true, so here is the case study link for your viewing pleasure!

As your mindset coach, you'll learn new ways to think about selling. Be the Difference! If you'd like more information about transforming your mindset to a selling mindset, then contact me by filling out the form below and tell me specifically how I can help you. Why not take advantage of a 30-minute complimentary consultation. Fill out the form below or go to my contact page

 

If you need private, personalized help with sales, just complete the form below for your 30-minute complimentary consultation.  

Leave a Reply