Sales Engagement by the Numbers

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Sales Engagement
is a powerful predictive indicator of
key business outcomes, including:
Sales Engagement

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Profitability
Companies in the top quartile of
engagement scores had 50%
HIGHER TOTAL SHAREHOLDER
RETURN than the average company.
Profitability

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Productivity
Engaged salespeople have
18% HIGHER PRODUCTIVITY
and 60% HIGHER QUALITY
than under-engaged salespeople.
Productivity

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Customer Loyalty
Sales experience is by far the
leading driver of customer loyalty.
Above even price, value, product,
brand and delivery.
ITS CONTRIBUTION
IS OVER HALF – 53%.
Customer Loyalty

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Customer
Satisfaction
Companies with highly engaged
salespeople score between
12% AND 34% HIGHER
IN CUSTOMER
SATISFACTION RATINGS.
Customer
Satisfaction

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Leadership
38% of sales staff need more
training and development.
Leadership

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Leadership
45% of sales reps don’t receive
truly engaging recognition.
Leadership

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Leadership
45% of sales reps don’t receive
truly engaging recognition.
41% of sales employees don’t
fully trust their leadership.
Leadership

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Goal SettingGoal Setting
Over 33% of salespeople don’t
feel they have input into their goals.

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When given the chance to self-select a
goal that they feel is attainable,over 98%
of sales reps will accept the challenge.

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When given the chance to self-select a
goal that they feel is attainable,over 98%
of sales reps will accept the challenge.
Indirect or channel sales reps
(dealer, distributor, reseller) will engage
at over 86% when they
can choose their own goal.

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Retention
ENGAGED EMPLOYEES
ARE 87% LESS LIKELY TO
LEAVE AN ORGANIZATION.
They are 5 times less likely
to leave than employees
who are not engaged.
Retention

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What is...
the Road Map the
Sales Engagement?
1 Segment Your Audience
What is...
the Road Map the
Sales Engagement?

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What is...
the Road Map the
Sales Engagement?
2 Involve Leaders
What is...
the Road Map the
Sales Engagement?

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What is...
the Road Map the
Sales Engagement?
2 Involve Leaders
3 Communicate Progress
What is...
the Road Map the
Sales Engagement?

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What is...
the Road Map the
Sales Engagement?
2 Involve Leaders
4 Make Rewards Meaningful
What is...
the Road Map the
Sales Engagement?

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What is...
the Road Map the
Sales Engagement?
2 Involve Leaders
5 Change Things Up
What is...
the Road Map the
Sales Engagement?

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What is...
the Road Map the
Sales Engagement?
2 Involve Leaders
5 Change Things Up
6 Keep It Simple
What is...
the Road Map the
Sales Engagement?

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BI WORLDWIDE.COM | Australia | Canada | China | India | Latin America | United Kingdom | United States © BI WORLDWIDE™ | 2014 Proprietary & Confidential
Profitability
Source: Aon Hewitt
Companies in the top quartile
of engagement scores
had 50% higher
Total Shareholder
Return than the
average company.
50%
Customer Satisfaction
Source: Vance
Companies with
highly engaged employees
score between
12% and 34%
higher in customer
satisfaction ratings.
12%
34%
Productivity
Source: Insync Surveys
Engaged employees have
18% higher productivity
and 60% higher
quality than
underengaged employees.
18%
60%
Customer Loyalty
Source: The Challenger Sale
The sales experience is by far
the leading driver of
customer loyalty,
above even price, value,
product, brand and delivery.
Its contribution is
over half – 53%.
53%
Retention
Engaged employees
are 87% less likely
to leave an organization.
They are 5 times less likely
to leave than employees who
are not engaged.
Source: Dr. Brad Shuck
87%
Goal Setting
Source: BI WORLDWIDE New Rules of Engagement Survey, GoalQuest®
Data
33%
Over 33% of
salespeople don’t
feel they have input
into their goals
86%
Indirect or channel
sales reps (dealer,
distributor, reseller)
will engage at over 86%
when they can choose
their own goal
98%
When given
the chance to
self-select a goal that
they feel is attainable,
over 98% of sales reps
will accept the challenge
Roadmap to
Sales Engagement
Source: BI WORLDWIDE
1. Segment your audience
2. Involve leaders
3. Communicate process
4. Make rewards meaningful
5. Change things up
6. Keep it simple
Sales engagement is a powerful predictive indicator of key business outcomes, including:
Sales engagement is what happens when companies win over the hearts (emotional bond) and mindsof their salespeople in ways that lead to extraordinary effort and positive financial results.
Sales EngagementDrives activity, accomplishments and results
Leadership
Source: BI WORLDWIDE New Rules of Engagement Survey
38%
of sales staff
need more training
and development
41%
of sales employees
don’t fully trust
their leadership
45%
of sales reps
don’t receive
truly engaging
recognition
Australia | Canada | China | India | Latin America | United Kingdom | United States | BIWORLDWIDE.com
Download
the full
Sales
Engagement
Infographic
now.
Download
the full
Sales
Engagement
Infographic
now.
Download
the full
Sales
Engagement
Infographic
now.

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Australia | Canada | China | India | Latin America | United Kingdom | United States
BI WORLDWIDE uses the principles of behavioral economics to produce
measurable results for our clients by driving and sustaining engagement
with their employees, channel partners and customers.
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Sales Engagement by the Numbers

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