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21 Mind-Blowing Stats (COVID Edition)

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The Brevet Group
The Brevet Group

This document shares 21 surprising sales statistics related to digital selling, social selling, sales training, and the impact of COVID-19. Some of the key statistics include: B2B buyers now prefer digitally-enabled sales interactions 2 to 1; prospecting emails have increased 72% since March 2020 but response rates decreased 44%; and 96% of B2B companies have shifted to a virtual sales model since the pandemic. The document encourages sharing the statistics with sales teams and provides links to sign up for more sales insights from The Brevet Group.

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We’ve gathered the most surprising, horrifying and enlightening sales statistics on cold calling, social selling, sales training and much more. Whether you are a sales rookie or an experienced veteran, these 21 sales stats will knock your socks off and perhaps inspire you to improve the way you sell. Enjoy and share!
1 TWEET THIS B2B BUYERS NOW PREFER DIGITALLY ENABLED SALES INTERACTIONS BY A MARGIN OF 2 TO 1
2TWEET THIS PROSPECTING EMAILS HAVE INCREASED 72% SINCE MARCH 2020… BUT 44% DECREASE IN RESPONSE RATES
87% OF BUYERS FEEL MORE CONNECTED WHEN USING VIDEO CONFERENCING 3 TWEET THIS
91% OF REPS STRUGGLE WITH GAINING AND KEEPING A BUYER’S ATTENTION VIRTUALLY4 TWEET THIS
80% OF B2B BUYING DECISIONS NOW REQUIRE SIGN-OFF BY VP OR HIGHER… 5 TWEET THIS
…BUT 90% OF REPS SAY THEY CAN’T GET ACCESS TO A VP OR HIGHER 6
MANAGERS REPORT GIVING 15% MORE COACHING ACTIONS PER CALL COMPARED TO PRE-COVID 7 TWEET THIS
78% OF SALES LEADERS QUESTION THE REMOTE COACHING SKILLS OF THEIR MANAGERS8 TWEET THIS
9B2B DECISION MAKERS REPORT 13% INCREASE IN NUMBER OF MEETINGS AND 14% INCREASE IN ATTENDEES PER MEETING… TWEET THIS
ON AVERAGE, REPS SPEND ONLY 1.9 HOURS PER DAY ON SALES CALLS 10 TWEET THIS
82% OF BUYERS SAY FINANCIAL ROI IS THE MOST IMPORTANT DECISION CRITERIA (UP FROM 46% IN 2019) 11 TWEET THIS
THE NUMBER OF SALES CALLS THAT NOW INCLUDE THE CFO HAVE INCREASED BY 91% 12 TWEET THIS
38% OF BUYERS SAY IN- PERSON SALES MEETINGS HAVE DECREASED IN VALUE 13 TWEET THIS
96% OF B2B COMPANIES HAVE SHIFTED TO A VIRTUAL SALES MODEL SINCE COVID 14 TWEET THIS
15 65% OF SALES LEADERS BELIEVE THE NEW VIRTUAL MODEL IS JUST AS EFFECTIVE TWEET THIS
47% OF SALES LEADERS SAY COVID- RELATED CHANGES TO THEIR SALES MODEL WILL BECOME PERMANENT TWEET THIS 16
17 REPS REPORT 38% INCREASE IN THEIR AVERAGE WORK WEEK SINCE COVID-19 TWEET THIS
18 REPS HAVE A 94% HIGHER WIN RATE WHEN THEY TURN THEIR VIDEO ON. TWEET THIS
SINCE COVID, THE NUMBER OF POST-CALL REQUESTS TO SELLERS HAS INCREASED BY 33% (FOLLOW-UP MEETINGS, DEMOS, MORE INFORMATION) 19 TWEET THIS
20 TWEET THIS REPS EXPERIENCE 49% HIGHER WIN RATES WHEN BUDGET IS DISCUSSED ON THE FIRST VIRTUAL CALL
74% OF B2B BUYERS NEVER WANT TO MEET A SELLER IN-PERSON IN THEIR IDEAL/POST-COVID-19 WORLD 21TWEET THIS
Don’t keep these stats all to yourself… Share this presentation with your team. Download the PDF version. Download
Don’t miss out Sign up click here For more insights like this, sign up for our Smarter Selling blog. ’
Follow us . . . The Brevet Group is a sales consulting, training and enablement firm. We work with clients who have the vision and guts to re-imagine how they sell to modern buyers. LINKEDIN WEB TWITTER

More Related Content

21 Mind-Blowing Stats (COVID Edition)

  • 2. We’ve gathered the most surprising, horrifying and enlightening sales statistics on cold calling, social selling, sales training and much more. Whether you are a sales rookie or an experienced veteran, these 21 sales stats will knock your socks off and perhaps inspire you to improve the way you sell. Enjoy and share!
  • 3. 1 TWEET THIS B2B BUYERS NOW PREFER DIGITALLY ENABLED SALES INTERACTIONS BY A MARGIN OF 2 TO 1
  • 4. 2TWEET THIS PROSPECTING EMAILS HAVE INCREASED 72% SINCE MARCH 2020… BUT 44% DECREASE IN RESPONSE RATES
  • 5. 87% OF BUYERS FEEL MORE CONNECTED WHEN USING VIDEO CONFERENCING 3 TWEET THIS
  • 6. 91% OF REPS STRUGGLE WITH GAINING AND KEEPING A BUYER’S ATTENTION VIRTUALLY4 TWEET THIS
  • 7. 80% OF B2B BUYING DECISIONS NOW REQUIRE SIGN-OFF BY VP OR HIGHER… 5 TWEET THIS
  • 8. …BUT 90% OF REPS SAY THEY CAN’T GET ACCESS TO A VP OR HIGHER 6
  • 9. MANAGERS REPORT GIVING 15% MORE COACHING ACTIONS PER CALL COMPARED TO PRE-COVID 7 TWEET THIS
  • 10. 78% OF SALES LEADERS QUESTION THE REMOTE COACHING SKILLS OF THEIR MANAGERS8 TWEET THIS
  • 11. 9B2B DECISION MAKERS REPORT 13% INCREASE IN NUMBER OF MEETINGS AND 14% INCREASE IN ATTENDEES PER MEETING… TWEET THIS
  • 12. ON AVERAGE, REPS SPEND ONLY 1.9 HOURS PER DAY ON SALES CALLS 10 TWEET THIS
  • 13. 82% OF BUYERS SAY FINANCIAL ROI IS THE MOST IMPORTANT DECISION CRITERIA (UP FROM 46% IN 2019) 11 TWEET THIS
  • 14. THE NUMBER OF SALES CALLS THAT NOW INCLUDE THE CFO HAVE INCREASED BY 91% 12 TWEET THIS
  • 15. 38% OF BUYERS SAY IN- PERSON SALES MEETINGS HAVE DECREASED IN VALUE 13 TWEET THIS
  • 16. 96% OF B2B COMPANIES HAVE SHIFTED TO A VIRTUAL SALES MODEL SINCE COVID 14 TWEET THIS
  • 17. 15 65% OF SALES LEADERS BELIEVE THE NEW VIRTUAL MODEL IS JUST AS EFFECTIVE TWEET THIS
  • 18. 47% OF SALES LEADERS SAY COVID- RELATED CHANGES TO THEIR SALES MODEL WILL BECOME PERMANENT TWEET THIS 16
  • 19. 17 REPS REPORT 38% INCREASE IN THEIR AVERAGE WORK WEEK SINCE COVID-19 TWEET THIS
  • 20. 18 REPS HAVE A 94% HIGHER WIN RATE WHEN THEY TURN THEIR VIDEO ON. TWEET THIS
  • 21. SINCE COVID, THE NUMBER OF POST-CALL REQUESTS TO SELLERS HAS INCREASED BY 33% (FOLLOW-UP MEETINGS, DEMOS, MORE INFORMATION) 19 TWEET THIS
  • 22. 20 TWEET THIS REPS EXPERIENCE 49% HIGHER WIN RATES WHEN BUDGET IS DISCUSSED ON THE FIRST VIRTUAL CALL
  • 23. 74% OF B2B BUYERS NEVER WANT TO MEET A SELLER IN-PERSON IN THEIR IDEAL/POST-COVID-19 WORLD 21TWEET THIS
  • 24. Don’t keep these stats all to yourself… Share this presentation with your team. Download the PDF version. Download
  • 25. Don’t miss out Sign up click here For more insights like this, sign up for our Smarter Selling blog. ’
  • 26. Follow us . . . The Brevet Group is a sales consulting, training and enablement firm. We work with clients who have the vision and guts to re-imagine how they sell to modern buyers. LINKEDIN WEB TWITTER