The end of quarter chaos inside sales departments is so commonplace that it has inspired dozens of memes. From Hannibal Lecter and The Joker to Liam Neeson and Austin Powers, sales professionals are depicted as panicked, desperate, and even self-destructive characters working to close deals at all costs.
The market has pushed brands across industries to hit ever increasing sales goals month after month and quarter after quarter. The good news? You’re more likely to make a sale during crunch time (see stat #1). This is a not-so-well-kept-secret that both sides of the deal rely on to save money and secure revenue. Alongside other proven tools like tone, social selling, and phone call follow-ups, there is ample opportunity to connect and close.
Here are 12 sales stats to end Q3 2020 on a high note. However…
… these stats are meant to serve as motivation — odds alone won’t secure a contract. To close the quarter in the black, be a storyteller first. By telling the story of your leads’ lives before, during, and after working with your company, you’ll illustrate the transformative value of your product or service. Rehearse how the story will play out in different scenarios and get excited by the prospect of signing on highly motivated new clients who can serve as referrals down the line (more on that below).
Now let’s hit the ground running:
- Salespeople close 3x as many deals at the end of the month than any other time. (HBR)
- 91% of the top performing sales organizations collaborate across all departments to close big deals. (Miller Heiman Group)
- A sales strategy survey found that 41.2% of respondents said the phone is the most effective sales tool. (Mark Wayshak)
- Salespeople close the most sales from referred leads – at a 3.6% rate. The company website leads to 1.55% of closes and social media comes in third at 1.47%. (Implisit)
- Top performing salespeople are up to 10x likelier to use collaborative words and phrases (we, us, our, and together over you, I, me, and your) than low-performing ones. (Chorus.ai)
- Social selling tools can increase win rates and deal size by 5% and 35%, respectively. (LinkedIn)
- Persistence pays. Salespeople who make 12 contact attempts perform nearly 20% better than their colleagues who stop at eight attempts. (The Bridge Group)
- Tuesday’s win rate is 14.72% higher than Friday’s. (Insidesales)
- During a sales call, using your company name once or twice has no impact, positive or negative. But when used 4x close rates drop 14%. When used 6x close rates drop 19%. (Gong.io)
- Companies that have a well-defined sales process – something that salespeople are accountable for following – are 33% more likely to be high performers and close more deals than those that don’t have one. (The TAS Group)
- About 47% of top performers ask for referrals consistently, versus only 26% of non-top performers. (HubSpot)
- The most successful reps use terms that inspire confidence, such as certainly, definitely, and absolutely, 5x more often than low performers. (Gong.io)
Bonus sales stats: Here are the top ways to create a positive sales experience, according to HubSpot buyers:
- Listen to their needs (69%)
- Don’t be pushy (61%)
- Provide relevant information (61%)
- Respond in a timely manner (51%)