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National salesx exectuvie association6/27/2023 ![]() But that's a shortsighted strategy and even if it were true, is the remaining 43% (or 33%) really worth ignoring?Ħ. Instead they should concentrate on mining existing leads. Their definition of the stat was that 67% of the "sales journey" is now done digitally.Įither way, the implication is that companies shouldn't waste their time looking for new sales leads, because a high percentage of those potential buyers are already lost. A subsequent report by SiriusDecisions refined the figure to 67% but pointed out, rightly, that not engaging a sales rep isn't the same thing as making an actual purchase decision. "Buyers are 57% of the way through the buying process before engaging with a salesperson." This is another popular but dangerous sales stat, which came from a 2012 white paper by the Corporate Executive Board in partnership with Google. Not only do many companies fail to keep their sales machine well oiled, it seems from the research that they don't share what they do learn internally.ĥ. One final note from this report– less than one quarter of firms surveyed had a process for sharing best practice with their colleagues. Of those that did, the most successful companies examined sales managers as well as salespeople. Fewer than half of respondents –47%– applied continuing aptitude and competency assessments. "Less than 50% of companies continually assess their salespeople." As CSO Insights dug deeper into how far companies go to understand their salespeople, they found that, for most, assessment stops after the interview. World-class companies have a better understanding than the also-rans of what their sales forces are doing.Ĥ. Understanding what lies behind the statistics –why the numbers matter– is more important than the raw numbers on their own. The report identified that among the larger group of 1,200 respondents only 44% could explain why some of their salespeople were more successful than others while in the "world-class" category the figure was 94%. The point of the research is that every company has salespeople who outperform others: the key is to know why that happens. "Approximately 60% of revenues are generated by 20% of salespeople – but only 44% of companies know why." This one looks similar to the statistic we just debunked, so what makes it different? It features in a 2016 report from CSO Insights, which analyzed a group of 1,200 sales respondents alongside a subset of "world-class" sales organizations. But Google NSEA, and you will see some fascinating insights into the world of fake stats and more.ģ. This one is often attributed to something called the National Sales Executive Association (NSEA)– as are many of the sales stats you'll see online. The two numbers are then repackaged into an abridged version that trips neatly off the tongue. First, that 80% of sales are made after the fifth call, and second, that 92% of salespeople give up before that. It's an amalgam of two cherry-picked numbers. Even if this questionable stat is coincidentally true for your business, it has little value for a wider audience. "Around 80% of salespeople get 8% of the sales." This perennial bad penny sets the standard. Internet articles on sales statistics are often front-loaded with words like "shocking" and "unbelievable " the real problem is that the articles themselves are ubiquitous and full of spurious statistics.Ģ. Second, people don't read diligently– a 2014 report from Time magazine estimated that more than half of us spend less than 15 seconds on each webpage we visit. First, neither of those statistics has any practical application. There are two things to take away from this. claims these 550 trillion megabytes of data would take a diligent reader –make yourself comfortable– three million years to read. "The internet isn't your friend." According to the almost-real-time clock on, there are now more than one billion websites.
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