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.

1. @THEBREVETGROUP

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
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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
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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
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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
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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…
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12. ON AVERAGE, REPS SPEND ONLY 1.9
HOURS PER DAY ON SALES CALLS
10
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13. 82% OF BUYERS SAY
FINANCIAL ROI IS THE
MOST IMPORTANT
DECISION CRITERIA
(UP FROM 46% IN 2019)
11
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14. THE NUMBER OF SALES CALLS
THAT NOW INCLUDE THE CFO
HAVE INCREASED BY 91%
12
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15. 38% OF BUYERS SAY IN-
PERSON SALES MEETINGS
HAVE DECREASED IN VALUE
13
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16. 96% OF B2B COMPANIES
HAVE SHIFTED TO A VIRTUAL
SALES MODEL SINCE COVID
14
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17. 15
65% OF SALES LEADERS BELIEVE
THE NEW VIRTUAL MODEL IS JUST
AS EFFECTIVE
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18. 47% OF SALES LEADERS SAY COVID-
RELATED CHANGES TO THEIR SALES
MODEL WILL BECOME PERMANENT
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16

19. 17
REPS REPORT 38% INCREASE
IN THEIR AVERAGE WORK
WEEK SINCE COVID-19
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20. 18
REPS HAVE A 94% HIGHER WIN RATE
WHEN THEY TURN THEIR VIDEO ON.
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21. SINCE COVID, THE NUMBER OF POST-CALL REQUESTS
TO SELLERS HAS INCREASED BY 33% (FOLLOW-UP
MEETINGS, DEMOS, MORE INFORMATION)
19
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22. 20
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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…
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Download the PDF version.
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