15 Sales Training Statistics to Consider in 2023
This article is part of a larger series on Sales Management.
Creating an effective sales process is the first step in ensuring a steady pipeline of closed deals. However, even the best sales strategy is only as good as the people executing it. In many cases, the most effective sales reps are the best trained, so as you look to prep your sales team for success, check out these 15 sales training statistics.
Sales Onboarding Statistics
Sales onboarding introduces new team members to your business and product. It also prepares them for success by giving them the necessary tools to interact with leads and close deals. Following are sales training stats that reveal the critical importance of the onboarding process.
1. Only 26% of onboarding is tweaked to account for a new hire’s pre-existing strengths & weaknesses
Takeaway: On average, onboarding one sales rep costs $9,589 and takes 38 days. By focusing on topics the rep already knows well, valuable time and money are wasted. Likewise, you waste the opportunity to bolster deficiencies that could keep those sales reps from hitting sales targets in the future.
To gain a deeper understanding of a candidate’s background, team leads can administer in-depth surveys during the hiring process that ask candidates to get specific about their experiences. They can also ask candidates to participate in simulated sales activities that further reveal strengths and weaknesses. With this information, the onboarding process can be individualized and, as result, far more effective.
Pro tip: Want to learn how to build a sales team that will have an immediate impact on your business? Check out our article about hiring salespeople, which includes a free downloadable checklist.
2. Struggling sales reps are five times more likely to report they aren’t fully onboarded & productive one year after starting their job
Takeaway: When reps fail to meet their sales goal, it’s easy to look to their day-to-day activities for answers—perhaps there’s an issue with lead generation or flaws in the cold calling script. The reality, however, is the root cause of low sales may be a poor onboarding process. And when onboarding fails, the results can be felt for a year or longer.
3. Almost 50% of sales leaders say a stressful onboarding process has caused new hires to quit
Takeaway: Turnover is a perennial issue in the sales industry. It shouldn’t be surprising that some sales reps are leaving their positions not long after they’ve arrived. Having a solid, well-communicated plan—one that includes tech setup, product and service training, and periodic check-ins—is one of the best ways to reduce stress for new sales hires. In addition, onboarding software can streamline the process further.
4. 47% of account executives have left an organization because of poor training or onboarding
Takeaway: It may be tempting to focus training efforts on the employees bringing in new business, but neglecting those who manage current business is just as important, if not more so. Ensuring account executives have the necessary knowledge and resources to support current clients doesn’t just improve the overall customer experience. It also maintains existing revenue streams and expands opportunities for upselling.
Technology & Sales Training Statistics
Technology can streamline sales efforts and increase efficiency. However, with more tech options comes more opportunities to be overwhelmed. In the worst of cases, you might feel tempted to ignore certain software products altogether. Below, we’ve listed statistics that reveal the struggle—and importance—of integrating technology into your sales process.
5. 90% of salespeople say technology cuts down on closing time & allows them to focus on other important tasks
Takeaway: When it comes to technology, there are no shortages of options to help with sales management. Customer relationship management (CRM) software is foundational and can help organize contacts, manage outreach, and provide detailed sales reports. Other software types to consider include:
- Sales automation software: To prevent the manual completion of certain sales tasks
- Sales forecasting software: To help sales leaders set data-backed benchmarks
- Sales gamification software: To help motivate teams and foster healthy competition
6. Only 37% of sales reps believe their organization maximizes the functionality of their CRM
Takeaway: There are dozens of CRM options on the market, and choosing the best CRM for your company’s needs increases the likelihood you’ll actually use it to its full potential. If your company uses Google Workspace, using a CRM that integrates with Google makes for a smoother transition and can reduce frustration. Likewise, there are CRMs for QuickBooks users, CRMs for LinkedIn users, and CRMs specifically designed for small businesses.
7. 94% of businesses say they plan to consolidate their technology options
Takeaway: According to Salesforce, two-thirds of sales reps are overwhelmed by too many sales apps, but choosing multi-use systems can help with this. HubSpot CRM, for example, features automation and forecasting capabilities, while Zoho CRM Plus and Zoho One include a built-in gamification platform.
8. 83% of sales professionals say integrated CRM tech makes the industry more appealing
Takeaway: Even if you can’t find an all-in-one software solution for your entire business operation, many software solutions offer easy integrations with third-party platforms. Salesforce, for example, features more than 2,500 integration options, from Shopify to Slack. By choosing the ones that are right for you and consolidating them into one turnkey solution, you can increase your sales team’s confidence and reduce turnover.
9. Only 53% of sales managers train team members using coaching tools
Takeaway: With sales coaching software, sales leaders can automate sales training and easily monitor their sales reps’ progress. For example, Ambition’s Coaching Orchestration plan offers check-ins and metric tracking, as well as the ability to conduct one-on-one and team coaching sessions.
Lessonly allows sales leaders to customize their own interactive courses tailored to their reps’ knowledge gaps. And for an option that’s integrated with the software you may already be using, Salesforce’s Enablement add-on is an ideal solution.
Continuing Education Sales Training Stats
Effective sales training doesn’t stop with onboarding. As the following statistics reveal, it should continue frequently, throughout a sales rep’s career. Forgoing this ongoing development can mean the difference between reaching sales benchmarks and falling short.
10. 26% of high-performing sales reps say they get weekly coaching; only 20% of low-performing reps say the same
Takeaway: At first glance, this sales statistic reveals a glaring discrepancy between the training received by salespeople at varying success levels. And while it is certainly vital to provide the same level of support for both high and low performers, it’s also essential to ensure all sales reps receive weekly training.
Pro tip: Our sales targeting guide will revamp your company’s sales strategy and help every rep close more deals.
11. 65% of sales reps who often or always hit goals attribute it to support from sales leadership
Takeaway: Ongoing training and support don’t just boost a sales team’s morale. They’re also directly proportional to a sales team’s success. Not sure how to conduct ongoing training for your sales teams? Check out our list of 17 sales training programs that will help you maximize sales and growth this year.
Pro tip: To boost sales reps toward achieving their sales goals, consider using the Freshsales CRM. Freshsales offers leading scoring tools to help you determine which leads are most likely to close.
12. 69% of sales professionals say their job is harder than in the past
Takeaway: A global pandemic and impending recession have tightened budgets across industries and made the jobs of sales professionals increasingly difficult. Acknowledging this—and offering the proper training to address a changing sales environment—provides the certainty needed to push through challenging times.
13. 40% of sales pros lack the training & coaching needed to successfully conduct virtual sales
Takeaway: Though brought on by the COVID-19 pandemic, virtual selling shows no signs of waning—including for high-value deals. In fact, a 2022 report from LinkedIn showed 31% of sales reps have closed deals in excess of $500,000 without ever meeting the buyer in person.
Neglecting virtual sales training may mean leaving money on the table, as reps will be ill-equipped to close deals that aren’t negotiated face-to-face. That said, providing proper training doesn’t haven’t to be expensive. HubSpot’s free course, How to Move From Field Sales to Remote Selling, will give reps a crash course in virtual sales and help them close more deals.
14. 82% of sales reps say aligning with other departments is challenging, even though team selling helps close deals
Takeaway: Sales and marketing alignment has been proven to positively impact customer experience and retention, smoothing the deal-closing process and turning one-time buyers into loyal, raving fans. By creating shared goals, establishing cross-team communication, and investing in alignment-friendly tools, sales leads can facilitate this collaboration. And according to 87% of sales and marketing leaders, that collaboration will drive critical business growth.
15. 52% of sales leaders say sales reps are leaving at a higher rate than before the pandemic
Takeaway: An increase in remote work, along with a rise in “quiet quitting” and corporate layoffs, have cultivated a workforce of people who are less likely to remain in a position where they don’t feel supported. It’s not surprising that a high-turnover field like sales would feel the effects of these shifts more acutely, but the intentional training and support of current staff may help curb the need to constantly hire.
As these sales statistics show, onboarding, strategic tech adoption, and ongoing support are critical aspects of an effective sales training strategy. If you’d like to see your business grow to new heights in 2023, pay attention to these sales training statistics and implement the takeaways with members of your sales team.