55 Essential Sales Statistics for 2020

Sales statistics

It has been a difficult year, but the sales industry has reacted and adapted to cope with the challenges it has faced. Our list of recent sales statistics and interesting facts from original sources will help sales professionals better understand the impact of these challenges and how they can work to improve their sales processes and techniques and close more deals.

Read our list of the 55 essential sales statistics for salespeople in 2020 below to see what buyers want from salespeople, how sales professionals organize their day, how the industry has changed in the face of the COVID-19 pandemic, and more.

Sales statistics on the activities that make up a salesperson’s day

  1. 85% of people who count sales as part of their role regularly work on soft skills, such as communication, problem-solving, time management, etc. (source: Pipedrive State of Sales Report 2019-2020)
  2. Working on your soft skills makes you more likely to hit your sales target. 60% of people who work on their soft skills hit their target in 2019, compared to 53% of people who don’t (source: Pipedrive State of Sales Report 2019-2020)
  3. 38% of salespeople say that selling is not one of their main day-to-day activities (source: Pipedrive State of Sales Report 2019-2020)
  4. On average, sales teams save 5 hours every week by automating day-to-day tasks (source: Automate.io customer data)
  5. 50% of salespeople and 78% of sales managers work over 40 hours a week  (source: Pipedrive State of Sales Report 2019-2020)
  6. 28% of sales managers work over 50 hours a week (source: Pipedrive State of Sales Report 2019-2020)
  7. 87% of sales managers at least occasionally work weekends, with 28% regularly working weekends (source: Pipedrive State of Sales Report 2019-2020)
  8. 26% of salespeople regularly work weekends (source: Pipedrive State of Sales Report 2019-2020)
  9. Despite this, less than a third (32%) are compensated for working weekends (source: Pipedrive State of Sales Report 2019-2020)

You can see all the discoveries we made in our latest sales statistics report, which is full of interesting sales facts, by downloading the report below.

How the COVID-19 pandemic has affected sales

  1. Due to the impact of the COVID-19 pandemic, 75% of Spanish-speaking managers, executives and sales assistants have had to make adjustments to the value proposition of their business in order to maintain their sales levels (source: Pipedrive’s COVID-19 y Ventas Survey)
  2. Two-thirds of Spanish-speaking sales professionals say that the COVID-19 pandemic has made it harder for them to find new clients (source: Pipedrive’s COVID-19 y Ventas Survey)
  3. 89% of Spanish-speaking sellers say that it is currently more difficult to sell and harder to hit sales quotas in the wake of the pandemic. 6%, meanwhile, are finding it easier to sell (source: Pipedrive’s COVID-19 y Ventas Survey)
  4. 37% of Spanish-speaking sales professionals believe that the impact of this crisis on the sales industry will last until 2021. (source: Pipedrive’s COVID-19 y Ventas Survey)
  5. 77% of sales professionals are holding more virtual meetings in 2020 (source: The LinkedIn State of Sales Report 2020)
  6. 44% of sales professionals said customers’ sales cycle increased in 2020 (source: The LinkedIn State of Sales Report 2020)
  7. 42% of sales professionals have witnessed turnover or layoffs at their customers’ companies (source: The LinkedIn State of Sales Report 2020)
  8. 51% of sales professionals are sending more emails (source: The LinkedIn State of Sales Report 2020)
  9. 57% of sales professionals are making more phone calls (source: The LinkedIn State of Sales Report 2020)
  10. 55% of businesses have reduced their budget in the wake of COVID-19 (source: McKinsey B2B Decision Maker Pulse Survey, April 7, 2020)
  11. Before COVID-19, 52% of people said that traditional sales interactions were the most important, compared to 48% who said digital-enabled interactions were. Post-pandemic, that has swung 18% points, so now 66% of people say that digital-enabled interactions are most important (source: McKinsey B2B Decision Maker Pulse Survey, April 7, 2020)
  12. 78% of companies are continuing or increasing spend on new and existing technology (source: Aberdeen, Business Resilience and Agility: A Benchmark of Performance amid Uncertainty)
  13. 50% of companies have experienced a drop in existing and potential revenue (source: Aberdeen, Business Resilience and Agility: A Benchmark of Performance amid Uncertainty)

Sales statistics on perceptions and aspirations in the sales industry

  1. 92% of salespeople are proud to call themselves a “salesperson” (source: Pipedrive State of Sales Report 2019-2020)
  2. 69% of salespeople believe that sales professionals are underappreciated in the business world (source: Pipedrive State of Sales Report 2019-2020)
  3. 51% of salespeople want to become sales managers, while 61% want to own their own business (source: Pipedrive State of Sales Report 2019-2020)
  4. Over 67% of businesses believe that the ability to hit sales quotas is the best indicator of individual sales performance (source: Aberdeen, Changing The Gauge On Sales Performance)
  5. 42% of firms do not create career paths for salespeople (source: Aberdeen, Changing The Gauge On Sales Performance)
  6. 31% of B2B content marketers say that sales lead quality is the most important metric in their work (source: MarketingProfs, 2016 B2B Content Marketing Benchmarks, Budgets and Trends Report)
  7. 85% of B2B content marketers say that lead generation is one of their most important goals, making it the highest-ranked (source: MarketingProfs, 2016 B2B Content Marketing Benchmarks, Budgets and Trends Report)
  8. 84% of B2B content marketers say that sales is one of their most important goals, making it the second-highest-ranked (source: MarketingProfs, 2016 B2B Content Marketing Benchmarks, Budgets and Trends Report)

Sales stats that reveal the challenges of lead generation and technology adoption

  1. 43% of salespeople use sales intelligence tools (source: The LinkedIn State of Sales Report 2020)
  2. 85% of salespeople are active on LinkedIn (source: The LinkedIn State of Sales Report 2020)
  3. 54% of sales professionals regularly, usually or always struggle to find sales leads (source: Pipedrive State of Sales Report 2019-2020)
  4. 47% of total leads are self-generated by sales representatives and aren’t, for instance, generated by marketing, customer referrals or customer service (source: Sales Performance Optimization Study, CSO Insights)
  5. 49% of people who count sales as part of their role don’t use technology or automation tools to help them find leads (source: Pipedrive State of Sales Report 2019-2020)
  6. 55% of companies think that sales representatives need to improve their ability to incubate promising leads for the future (source: Sales Performance Optimization Study, CSO Insights)
  7. 51% of sales professionals say their companies use data to assess the performance of salespeople (source: The LinkedIn State of Sales Report 2020)
  8. 69% of sales professionals are using sales collaboration tools (source: The LinkedIn State of Sales Report 2020)
  9. 65% of sales professionals are using CRM tools (source: The LinkedIn State of Sales Report 2020)
  10. 83% of people who are happy with the sales tools at their disposal are satisfied in their role, compared to 55% of people who aren’t happy with their sales tools (source: Pipedrive State of Sales Report 2019-2020)
  11. 61% of people who use a CRM hit their annual sales target in 2019, compared to 52% who don’t use a CRM (source: Pipedrive State of Sales Report 2019-2020)
  12. 63% of people who use technology or automation tools to find leads hit their annual sales target in 2019, compared to 56% who don’t use technology or automation tools to find leads (source: Pipedrive State of Sales Report 2019-2020)

Sales statistics on what buyers want from salespeople and businesses

  1. 88% of buyers agree that the salespeople they ultimately do business with are “trusted advisors” (source: The LinkedIn State of Sales Report 2020)
  2. 40% of decision makers describe the sales profession as “trustworthy” (source: The LinkedIn State of Sales Report 2020)
  3. 56% of buyers strongly agree that they’re more likely to consider a brand when a sales rep “demonstrates a clear understanding of our business needs” (source: The LinkedIn State of Sales Report 2020)
  4. 51% want the rep to have “a clear understanding of my role in the decision-making process” (source: The LinkedIn State of Sales Report 2020)
  5. 47% strongly agree that they would like a rep to provide personalized communication (source: The LinkedIn State of Sales Report 2020)
  6. 42% of buyers highly value active listening (source: The LinkedIn State of Sales Report 2020)
  7. 82% of buyers accept meetings with sellers who proactively reach out (source: Top Performance in Sales Prospecting, RAIN Group)
  8. 71% of buyers want to hear from sellers early in the buying process (source: Top Performance in Sales Prospecting, RAIN Group)
  9. According to buyers, 58% of their sales meetings are not valuable (source: Top Performance in Sales Prospecting, RAIN Group)
  10. 69% of buyers report that they accepted one or more cold calls in 2019 (source: Top Performance in Sales Prospecting, RAIN Group)
  11. 80% of buyers say that they prefer to be contacted by salespeople via email (source: Top Performance in Sales Prospecting, RAIN Group)
  12. 43% of companies think that sales representatives need to improve their ability to prioritize accounts to focus selling efforts (source: Sales Performance Optimization Study, CSO Insights)
  13. 51% of companies think that sales representatives need to improve their ability to identify trigger events that indicate a likeliness to buy (source: Sales Performance Optimization Study, CSO Insights)

Find more interesting sales facts and essential sales statistics in our Pipedrive State of Sales Report 2019-2020 in the link below

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