These Sales Statistics Will Change Your Approach in 2018

Olin Hyde
January 11, 2018

Are you a sales professional hoping to close more deals than ever before in 2018? What new strategies are you planning to incorporate into your approach in order to reach those big goals?

While your approach to sales won’t be exactly the same as the next person’s strategy, you can learn a lot by observing others. In fact, there are quite a few sales statistics that could potentially change your approach to selling. It’s not always easy to adjust your strategy, but it may be just what you need to finally turn your sales goals into reality.

If you’re ready to make some changes to your approach, here are five sales statistics that are sure to alter the way you engage with customers in 2018:

  1. More than 40 percent of salespeople say prospecting is the most difficult part of the sales process, followed closely by closing and qualifying. (HubSpot)

This strategy goes to show that it’s worthwhile to take a long, hard look at your prospecting strategies. How are you generating new leads? What do the leads who are converting have in common? What do those who are passing on your opportunity have in common, and how can you convert people like them in the future? Struggling with prospecting is completely normal, and as long as your reflect on your approach and continue to search for solutions, you should be able to see greater results.

  1. 80 percent of sales require five or more follow-up phone calls after the initial meeting. (The Marketing Donut)

While there is nothing better than closing a fast sale, you shouldn’t expect this to happen very often.  Instead, prepare yourself for a long and drawn out process that can last several months or even longer, as frustrating as that may be. As a salesperson, you must be “in it to win it” and committed to the long-term relationships you’ll build with customers. You don’t want to give up on a prospect too soon, as this could result in you missing out on the deal.

  1. 73 percent of executives prefer to work with sales professionals referred by someone they know. (

It’s not always possible to work through referrals alone, but you should definitely put more time into drumming up these types of leads, since they tend to be high-quality and convert. Since the majority of executives would rather do business with a referral from someone they trust and respect, leveraging your network could get you in front of more people who are legitimately interested in what you’re offering.

  1. Newsletters get the best engagement when they are sent between the hours of 8am and 10am or 3pm and 4pm. Sending during these peak times can lead to an increased click through and open rate, by as much as six percent. (GetResponse)

It takes a lot of time to create an informative, hard-hitting newsletter. Do you really want to kill your chance of positive results just by sending it at the wrong time? This statistic proves that you’ll get more bang for your buck if you send your newsletter at the right time of the day. Even though this statistic reflects the average peak times, you should explore and experiment with a variety of days and times to see what your audience responds to, paying close attention to key data metrics.

  1. If used correctly, CRM can improve sales productivity by as much as 30 percent. (SalesForce)

Sales has always been about customer relationships, but technology today makes it easier than ever to track key engagements and interactions. There will always be old school salespeople out there who don’t want to use CRM applications, but being willing to change your ways and adapt to the newest tech can dramatically improve your outcomes. Companies like LeadCrunch are helping businesses identify and engage with lookalike personas to help drive conversions. As you experiment with CRM, don’t be surprised if you feel more productive than ever, since this technology can keep you better organized and help you to avoid costly mistakes.

Final Thoughts

With these sales statistics guiding you, 2018 could be the year you shatter all your personal (or even company!) records. It may be challenging to adjust your strategy and learn something new, but the changes you make will almost certainly be for the better.

What sales statistic was most surprising to you? Have you successfully implemented any new sales strategies based on data you’ve read? Share your experiences and insights in the comments below.

Further Reading

Olin Hyde
April 8, 2020
. 5 min read
Lainey Mebust
October 10, 2019
Olin Hyde
August 18, 2019