64 Online Sales Management Software Statistics: 2024 Market Share Analysis & Data

Sales technologies have become such powerful tools, enabling organizations and salespeople to reach their sales targets in many ways. In some cases, the tools involve online sales management software. These handy tools allow users to track tasks, follow leads, and draw reports on sales performance. They can focus on a particular segment of the sales pipeline. Better still, some of them can support the sales process from beginning to end.

However, unfamiliarity with sales technologies can cause organizations to miss their full potential. With these online sales management software statistics, you can delve into online and mobile sales. There are facts related to the challenges in the sales profession, performance, and how using digital sales tools affects them.

The Rise of Mobile and Online Sales Statistics

Sales statistics 2021 show that online sales continue to rise. This is understandable, as there are still restrictions that limit the movements of people. And even before that, people have been increasingly making online purchases for convenience. Add to that the fact that buying from stores abroad has become more accessible. Because of this, there has been an increase in cross-border sales.

• Global ecommerce sales were predicted to hit $4.2 trillion in 2021 (Forbes, 2021).
• China leads the pack in ecommerce, as the country’s shoppers make up 52.1% of the world’s ecommerce buyers (eMarketer, 2021).
• The giant is followed by the United States at 19% (eMarketer, 2021)
• The US Department of Commerce reported that ecommerce sales in Q3 2021 hit $214.6 billion (US Census Bureau News, 2021).
• Sales in the third quarter of 2021 were higher compared to the sales in Q3 2020 by 6.6% (US Census Bureau News, 2021).
• By 2024, online sales are predicted to hit $6.388 trillion (eMarketer, 2020).
• Mobile ecommerce is expected to grow to $3.79 trillion in 2022 (Oberlo, 2021).
• On average, the change of mobile shopping via website and app from before to during the COVID-19 pandemic are 48% and 45%, respectively (Astound Commerce, 2021).
• The region with the most drastic change was the Middle East. Mobile shopping via website change was 89% and via app was 88% (Astound Commerce, 2021).

Thanksgiving Weekend

This growth was drastically driven by the COVID-19 pandemic. This is because in 2019, ecommerce sales only accounted for 13.6% of global retail sales. The next year, it jumped to 18%.

And what happened during one of the biggest retail weekend in the US—Thanksgiving?

• 38% of global shoppers planned to make their purchases wholly online for Black Friday/Cyber Weekend 2021 (Outbrain, 2021).
• But those who wanted to shop both online and in-store took the biggest cut of the pie at 56% (Outbrain, 2021).
• Meanwhile, in the United States, 36% of shoppers expressed that they will make their purchases wholly online (Outbrain, 2021).
• And 55% said they will buy both online and in-store (Outbrain, 2021).
• In terms of doing their Black Friday/Cyber Weekend shopping solely online, the United Kingdom had the highest percentage at 48% (Outbrain, 2021).
• In 2020, retail chain (77%), consumer brand manufacturers (42%), web-only (37%), and catalogs/call centers (31%) showed the highest ecommerce growth rate (Digital Commerce 360, 2020).

Cross-border Transactions

Cross-border sales have increased due to ecommerce. This means that more people, empowered by the internet, are buying items from the website of a store in other countries. For example, if a person located in the US buys items from ktown4u.com, then that is considered a cross-border sale.

• Global ecommerce share in 2022 is expected to increase by 22% compared to only 15% in 2016 (Statista, 2021).
• Belgium was the biggest driver of cross-border transactions in 2020 with a share of 31% (Statista, 2021).
• 51% of consumers expect to do more cross-border online shopping in the future (Digital Commerce 360, 2021).
• On the other hand, the United States only contributes 3% to global cross-border sales (Statista, 2021).
• This is because leading online shops in the US mostly cater to local consumers. For example, Amazon’s sales in 2020 were 84% domestic (Statista, 2021).
• Shops like Walmart.com, Bestbuy.com, Homedepot.com, and Wayfair.com did not register cross-border sales in 2020. This means they 100% catered to local buyers only (Statista, 2021).
• Millennials made up the bulk of digital buyers in the United States at 86.2% (eMarketer, 2020).

Key Challenges for Sales Professionals Statistics

The years after the pandemic are giving more steam to a trend that has been emerging for years—a lean away from in-person interactions. Salespeople are faced with new challenges. One of those is the difficulty of building trust with potential buyers…online. Certain sales closing statistics show how complicated it is to achieve.

• 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 (McKinsey, 2020).
• 26% struggle to create differentiation from the competition (HubSpot, 2021).
• Data collected during COVID-19 echoes the fact above: lack of differentiation is the topmost sales challenge (39% of respondents) (Korn Ferry, 2021).
• It is followed closely by inefficiencies in the organization (38%) and talent gaps within sales teams (38%) (Korn Ferry, 2021).
• As well, 26% of salespeople found it a challenge for their team to be consistent in executing meetings (HubSpot, 2021).
• Maintaining profitability is a concern for 17% of sales professionals (HubSpot, 2021).
• 22% of sales professionals found it difficult to do prospecting virtually (Yesware, 2021).
• When selling virtually, 35.98% of salespeople found it challenging to connect with prospective consumers personally (Yesware, 2021).

The Sales Profession and Performance Statistics

The sales profession cannot be for everyone—it takes a certain amount of skill and creativity to be remotely good at it. Still, it does not stop people from the endeavor and from achieving their sales goals. The following sales productivity statistics show what salespeople think of their profession. And what it takes to be a top sales representative.

• According to the US Bureau of Labor Statistics, there is little to no change in sales and related occupations. Employment is projected to only have a loss of 202,900 jobs from 2020 to 2030 (BLS, 2021).
• 81.6% of top performers spend 4 hours or more on sales-related activities (Sales Insights Lab, 2020).
• 47% of top performers consistently asked for referrals (Sales Insights Lab, 2020).
• Only 24.3% exceeded their quota in 2018 (Sales Insights Lab, 2020).
• 15% of sales representatives reached out to more than 1,000 leads in the past year (Sales Insights Lab, 2020).
• The majority, 66.7% of respondents, only made an effort to communicate with 250 or fewer leads (Sales Insights Lab, 2020).
• This is despite a quarter of respondents saying their companies provide them with the leads (Sales Insights Lab, 2020).

How Sales Professionals Learn

• 53% of salespeople look to their peers or their network to improve themselves (HubSpot).
• While 44% look to their manager to learn more (HubSpot).

What Salespeople Really Think About Their Job

News flash: sales statistics 2020 demonstrate that only a handful of sales professionals find their occupation outstanding. Meanwhile, the majority have a lukewarm view of it.

• 17.6% rate their job as outstanding (Sales Insights Lab, 2020).
• 47.1% find their job to be “just good” (Sales Insights Lab, 2020).

Adaptating to the Sales Landscape During and After COVID-19

How have companies adapted to the changes in the sales landscape that COVID-19 brought about?

• Globally, 37% of companies transitioned their field sales to online via video conference and phone because of COVID-19 (McKinsey, 2020).
• 79% of B2B companies are likely to keep the digital shift for 12 months or more after COVID-19 (McKinsey, 2020).
• 64% of sales leaders invested in remote selling (HubSpot, 2021).
• The 50% of sales leaders who did not invest in remote selling fell behind their sales targets (HubSpot, 2021).
• Similar to the results of another survey, 57% of organizations are implementing a hybrid sales model in the following year (HubSpot, 2021).
• And 11% are pushing through with a fully remote model (HubSpot, 2021).

The Sales Force Automation Software Market Statistics

There are sales force automation systems perfect for large businesses. They are powerful as they systematize various parts of the sales process and can lead to increased productivity. That is because they enable salespeople to spend more time doing their actual job—selling.

• The global sales force automation software market is expected to grow at a CAGR of 8.3% from 2020 to 2027 (Grand View Research, 2020).
• Previously, in 2019, its size was $7.29 billion (Grand View Research, 2020).
• Lead management solutions is the segment that recorded the largest market share in 2019. It took a sizeable 25% chunk of the market (Grand View Research, 2020).
• North America is the region where most sales force automation users are. It contributed more than 50% to the market in 2019 (Grand View Research, 2020).

Leaders in Sales Force Automation Segments

Lead management is an essential aspect of the sales process. It is also the largest segment in sales force automation, like these online sales management software statistics point out. If you are a small or growing business, you can invest in a solution, too. There are free sales lead management applications for you.

• Blitzen is the top technology in the lead generation segment with a market share of 27.73%. This translates to 71,971 domains.
• It is followed by HubSpot Marketing Free, which has an 18.27% market share.
• In the sales performance management sector, Xactly takes the top spot at 24.27%.
• A familiar name, Oracle, takes the third spot. Oracle Sales Performance management has 10.19% of the market captured.
• In sales intelligence, LinkedIn Sales Navigator is the clear winner—it has 90.64% of the market.

Best Sales Force Automation Software

1. HubSpot Sales. Sales processes are less arduous with this software, as it automates various stages of the procedure. You can learn more about its capabilities in this HubSpot Sales review.
2. Sales Creatio. This platform packs intuitive tools that streamline the sales process from opportunity management to order management. Get to know this software in-depth through our Sales Creatio review.
3. xSellco Repricer. Staying competitive at all times is possible with this real-time repricing application. Discover more of its functionalities in this xSellco Repricer review.
4. SellerCloud. If a business has a multichannel operation, this platform can be beneficial to it. Learn how it can help your commercial undertakings in this SellerCloud review.
5. Groove. Sales representatives can do more with this time, as this solution enhances sales and insights with its analytics. This Groove review can tell you how it can help your business.

Usage of Sales Tools and Technologies Statistics

Some time after Darwin, the scientific community gathered around the idea that what makes humans unique are tools. Our evolutionary ancestors started with simple ones like stone tools. Then, implements made from various metals followed. Similarly, when we entered the digital age, we began with simple tools. Now, we have advanced ones. Sophisticated sales software tools are among those, which drive growth, as these B2B sales statistics 2021 demonstrate.

• Video conferencing software is important to 47.99% of sales leaders. They believe this is the most helpful tool in their remote selling model (Hubspot, 2021).
• This has propelled the video conferencing market to new heights. In the first quarter of 2020, Cisco reported $290 million in revenue (Statista, 2020).
• 13.67% of organizations rated CRM software as their most important tool in their remote selling plan (Hubspot, 2021).
• 61% of respondents who exceeded their targets use automation (Sales Insights Lab, 2021).
• Digital marketing statistics 2021 indicate that 71% of all salespeople use social selling tools (OptinMonster, 2021).
• Social selling statistics point to 90% of sales leaders use social selling tools (OptinMonster, 2021).
• 78% of Millennials reported using social selling tools (OptinMonster, 2021).

What These Numbers Mean for Your Organization

What do these online sales management software statistics mean for your business? Online and mobile sales are on the rise and you need the right sales tools to help your team succeed. With the insights you have gained from this article, you can be ready to face the online selling challenges that come your way. Even the sales statistics infographic in different sections offer you snapshots that you can use in your organization.

And with the sales landscape ever-changing, you need the right information and the best solutions to adapt. Having those in hand can prepare you for any online sales difficulty you might face. That is important nowadays, as the pandemic has shown just how fast the night changes.

References:

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4. Datanyze. (2022). Sales intelligence market share and report. Datanyze.
5. Datanyze. (2022). Lead generation market share report. Datanyze.
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19. Outbrain. (2021, September). Consumer insights & digital strategies for the 2021 holiday shopping season. Outbrain.
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21. Statista. (2021). Cross-border e-Commerce. Statista.
22. Statista. (2021). Ecommerce report 2021. Statista.
23. U.S. Bureau of Labor Statistics. (2021, September 8). Sales occupations. BLS.
24. US Census Bureau News. (2021, November 18). Quarterly retail e-commerce sales: 3rd quarter 2021. US Census Bureau.
25. Verdon, J. (2021, April 27). Global e-Commerce sales to hit $4.2 trillion as online surge continues, Adobe reports. Forbes.
26. Wayshak, M. (2020, March 17). 18 new sales statistics you need to know about right now! Sales Insights Lab.

By Nestor Gilbert

Nestor Gilbert is a senior B2B and SaaS analyst and a core contributor at FinancesOnline for over 5 years. With his experience in software development and extensive knowledge of SaaS management, he writes mostly about emerging B2B technologies and their impact on the current business landscape. However, he also provides in-depth reviews on a wide range of software solutions to help businesses find suitable options for them. Through his work, he aims to help companies develop a more tech-forward approach to their operations and overcome their SaaS-related challenges.