One of the biggest problems that sales teams today are getting reliable predictive information. Sure, we can backtrack and monitor our past performances but can we predict the future well? Sales technologies can help our predictions more reliable. But we sometimes feel uneasy in trusting them fully. That is why in this article we have compiled key online sales management statistics to keep you up to date with the field as it interfaces with technology even more.
We are online more and more. Baby Boomers, Generation X, and the Millennials seem to be in a deep and loving relationship with their mobile phones. This is why a phone is still very useful in sales-related activities even in the digital age. Technologies like mobile marketing software are called upon by companies to round out their marketing and sales efforts. Markets will likely continue to move towards this direction and businesses should move with it. Many businesses still need to play catch up.
Q1 of 2016
Q1 of 2017
Q1 of 2018
Q1 of 2019
Source: StatistaDesigned by
The data above is really a cause of alarm for some businesses that are resistant to change. Sure, technology adoption can be hard especially with veteran salespeople who are still used to traditional cold calls. But the world is not stopping for one particular business. Company executives are expecting their revenue will move to digital. Are you ready?
Selling, apparently, is a difficult job. Sales management data show that sales managers face great challenges at work. It is not just about managing sales but is also about managing people. People can be your leads or your staff. There are some ways to nurture leads and increase sales. But being consistent with them and with other best practices is no small job. On top of that, managers are usually responsible for the lifecycle of a salesperson from onboarding to development. The plate can be very full.
Sales management reports show the great challenges being faced today by managers. If you are in the market for sales automation software, it is better to shortlist the ones that could help your struggling colleague. Great ones can automate workflows so sales managers can do more important things like developing the team. Remember that coaching can help salespeople achieve their quota by 10%. Just outsource the tedious and clerical jobs to your friendly AI.
Just like any other professions, sales is an art and a science. Not many can get it right away. Not everyone seems to like being in the profession. But there are those special people that are built just right for the job. Some key sales management statistics below show how rare it is to find a high-performing and happy salesperson. This rarity is exactly what makes them valuable.
of top performers spend 4 hours or more on sales-related activities of salespeople consider selling today to be harder than 5 years ago of top performers consistently ask for referrals of salespeople rate their job as outstanding Source: Marc Wayshak
Selling: Performance and Job Outlook (2019)
of top performers spend 4 hours or more on sales-related activities
of salespeople consider selling today to be harder than 5 years ago
of top performers consistently ask for referrals
of salespeople rate their job as outstanding
Source: Marc WayshakDesigned by
It is not just sales managers that suffer from job difficulties. Salespeople can too especially if they are unfortunate enough to be part of an organization that does not invest in training and coaching. Sales is both a people and numbers game. Learning how to make sales forecasts is well and good but the relationship game may be harder to teach. Sometimes the pressure to make the numbers is not supplemented by talent development. This does not make happy campers.
The sales force automation software market is as fast-growing as it is big. Sales force automation reports indicate that the volume of purchases will continue to rise. It is good to note that although this may be true, adoption risk still remains to be the number one challenge for businesses. This is in the sense that they may buy software or some stack but members don’t use it well.
From the last two bits of sales automation statistics, we can tell that many organizations are still stuck with lagging indicators to measure their performance. This is essential but this can be supplemented by predictive analytics. It seems that more and more firms now are getting on the predictive analytics train. Sales managers can use this for effective lead generation to improve performance.
As mentioned, not everyone is in the analytics bandwagon just yet. But data shows that high-performing sales teams tend to be believers than naysayers. Data analytics software can help sales managers find patterns in seemingly disparate data sets. Having this can have a large effect on your business.
Too Subjective Judgments by Salespeople Reporting is backward. Not enough predictive information Limits in forecasting technology Source: CSO Insights
Barriers to Sales Forecasting (2018)
Prediction and Decision-making Challenges
Too Subjective Judgments by Salespeople%
Reporting is backward. Not enough predictive information%
Limits in forecasting technology%
Source: CSO InsightsDesigned by
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. Top sales operations do and they interface well with their tools. They take care of the human side of things in sales yet they keep on top of the numbers game through software. Also, the same goes for many business processes. For a more comprehensive understanding, check out what business process management software help you out with.
As mentioned, salespeople can forget their training when time past. That is a big loss of investment. That is why many believe that sales force automation platforms are good investments. They don’t apply for leaves. Programs continue to work during weekends. They can keep up with the times. Also, they do what they are told. But they can’t replace good salespeople. They are there only to empower and not take over.
Researchers caution practitioners that although sales force automation tools can provide many possible benefits, these can’t be realized in every organization. This is because sales management tools only provide benefits to the company and end consumers when used correctly. Not every implementation is perfect and that is why having an expensive program is no guarantee for success. This might be cliche but success in this regard is always a good mix of hardware, software, and people.
There is no denying what the sales force automation statistics show. Top performing sales operations use technology more and better than under-performing ones. Also, the use of analytics seems to become more rampant soon. Data seem to point out that cloud-based solutions will be on the rise. Choosing the right sales automation software may just take your sales operations to the next level.
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