In an ideal world, sales reps would spend all day sending emails, taking calls, and ultimately, doing what they do best—selling.

But, sadly, this isn’t often the case. There’s a lot more to sales than meets the eye. Other selling tasks include prospecting, administrative work, data entry, market research, etc.

The best sales reps have developed an arsenal of productivity hacks to balance the administrative work with the actual sales process. Today we share our own set of productivity tips, in the form of sales productivity statistics. 

Keep reading for fifty-one important sales productivity statistics!

Technology and Process

Sales development reps use six tools on average (source).

The most popular sales tools include CRM, social prospecting, data and list services, email engagement, phone, and sales cadence (source).

92% of companies are leveraging CRM technology, but there has been a drop in the number of individual salespeople who incorporate CRM technology as part of their daily workflows (source).

92% of all customer interactions happen over the phone (source).

61% of employees typically access four or more systems to get the information they need to do their jobs (source).

High-performing sales teams use nearly three times the amount of sales technology than underperforming teams (source).

Training and onboarding

Around 3 in 4 organizations use classroom training as their primary way to train salespeople (source).

High-performing sales organizations are twice as likely to provide ongoing training as low-performing ones (source).

Sales professionals with three to four years of selling experience spend 50% more time on training than those with two years or less and 100% as those with five years or more (source).

More than half of all sales reps rely on their peers to get tips for improving. 44% looked to their manager, 35% to team training resources, and 24% to media (source).

Continuous training gives 50% higher net sales per employee (source).

The average company spends $10K- $15K hiring an individual and only $2K a year in sales training (source).

It takes 10 months or more for a new sales rep to be fully productive (source).

After a presentation, 63% of attendees remember stories. Only 5% remember statistics (source).


60% of sales professionals say that collaborative selling has increased productivity by more than 25%, and more than half (52%) say it has done the same for increasing pipeline (source).

79% of sales executives say a leading driver of hitting new targets is improving the productivity of existing sales reps (source).

The biggest productivity initiatives are taking place in proposal and pitch tracking (78%), better training and onboarding (40%), improving content access and utilization (35%), mobility (34%) (source).

Nearly 6 in 10 salespeople say that when they figure out what works for them, they don’t change it (source).

According to buyers, the top ways to create a positive sales experience are: listen to their needs (69%), don’t be pushy (61%), provide relevant information (61%), and respond in a timely manner (51%) (source).

30%-50% of sales go to the vendor that responds first (source).

It takes an average of 8 cold call attempts to reach a prospect (source).

The best time to cold call is between 4:00 and 5:00 PM (source).

Thursday is the best day to prospect. Wednesday is the second best day (source).

78% of salespeople using social media outsell their peers (source).

Salespeople who actively seek out and exploit referrals earn 4 to 5 times more than those who don’t (source).

Retaining current customers is 6 to 7 times less costly than acquiring new ones (source).

50% of sales managers say transparency would assist in reporting and predicting revenue (source).

47% of sales managers said their executive team would benefit from seeing contract status in relation to revenue (source).

82% of companies say productivity would improve with better product knowledge and market competitive intelligence (source).

81% of companies say productivity would improve with better process, skills, or competency training (source).


The typical organization spends 24K per person on improving productivity, yet 49% of organizations have zero or limited means to measure productivity (source).

Only 4% of marketing resources are allocated to sales productivity. Yet, marketing owns sales productivity in 52% of companies (source).

12% of companies don’t know who owns sales productivity (source).

5% of companies admit nobody owns sales productivity (source).

Reps only spend 1/3 of their time selling. 31% of their time is spent searching for and creating content. 20% of their time is spent on CRM, administration, and reporting (source).

84% of sales executives cited content search and utilization as the top productivity improvement area (source).

The biggest challenges today’s salespeople face are establishing urgency (42%), getting in touch with prospects (37%), and overcoming price objections (35%) (source).

Two-thirds of a company’s sales collateral goes unused, but companies are unable to determine what content cannot be located and what is simply irrelevant for sales conversations (source).

77% of executive buyers claim salespeople don’t understand their issues and where they can help and 78% claim salespeople do not have relevant examples or case studies to share with them (source).

55% of companies don’t prioritize sales content personalization (source).

Time spent on pre-sales and post-sales activities are both up by 15%, time spent on admin work is up 21%, and all of this has come at the expense of actual selling time, which is down a full 26% (source).

80% of sales require 5 follow-up calls after the initial meeting. Yet, 44% of sales reps give up after one follow up (source).

91% of customers say they’d give referrals. Only 11% of salespeople ask for referrals (source).

55% of the people making their living in sales don’t have the right skills to be successful (source).

The average company loses between 10% and 30% of its customers each year (source).

Almost 50% of sales managers say the contract process lasts longer than 4 weeks (source).

50% of sales time is wasted on unproductive prospecting (source).

Over half of employees say they have issues with documents being misfiled or lost (source).

More than one-third of employees have problems with agreements missing signatures, initials, or dates—or being signed by the wrong person (source).

Only 60% of sales reps meet quota (source).

Sales Productivity Statistics- Key Takeaways

And there you have it, a complete list of our top sales productivity statistics. If you’re a regular reader of ZoomInfo’s B2B blog, you’ll know we’ve covered sales productivity a lot in recent months. Aside from the fact that sales productivity is vital to an organization’s success, it’s also the theme of our upcoming event, the 2018 Growth Acceleration Summit. So, if you’re ready to learn groundbreaking productivity hacks, register today using the link below.

Or, to learn more about how our B2B database can improve your sales prospecting efforts, contact our sales team!

About the author

Ryan Hadfield

Ryan Hadfield is a content marketing director at ZoomInfo, the leading B2B contact data solution.

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