sales statistics to help you hit your quota

Sales can be a very rewarding profession, but also a tricky one. In order to be successful as an outside sales rep it is important to do your research on the latest sales statistics. Thankfully, research has taken a lot of the mystery out of sales, so you do not depend on trial and error when trying to find a method that works.

Having a good understanding of current sales statistics and market trends will help build the foundation to begin to really define and understand your audience. Once you are able to define your audience, you can tailor your messaging to your customer’s needs and communicate with them in a way that you never could before.

As a sales leader, if your sales team is effectively using research-driven sales strategies it can take your organization to the next level. Even if your sales team has perfected the research-driven method, it is important to continually benchmark your sales team’s performance against other sales and marketing teams to ensure your team is continually improving. Much of this benchmarking can be done through understanding sales and lead generation statistics.

We’ve compiled some of the latest sales statistics to give you the inside scoop on the science behind closing deals. Use this latest research to crush your sales.

Table of Contents


The Sales Profession


10% of sales reps have more than 30 years of experience

  • The average company tenure for inside sales reps is 7 years, up 5 years from 2021
  • The average company tenure for outside sales reps is 4.8 years
  • On average, sales reps report they are responsible for 454 accounts -up from 315 in 2021
  • Sales leaders think their reps only have 172 accounts, but reps say they have 454, using sales enablement tools like Map My Customers can help improve this gap
  • The average sales rep spends 4 days in the field per week - 37% of sales reps spend 5 days in the field per week
  • The average sales rep holds 34 meetings per week
  • The average sales rep spends 21 hours driving per week
  • The average sales rep averages 7.7 hours of admin work per week - down 11 hours from 2021
  • 57% of sales reps plan on a weekly basis
  • On average, sales leaders report that 62% of their sales team reliably hits quota - down from 64% in 2021
  • Sales reps report they’re hitting their sales quota 75% of the time
  • ⅔ of outside sales reps are responsible for sourcing their own leads

Social Media Statistics


90% of top-performing salespeople use social media as part of their sales strategy


Prospecting and Lead Generation Statistics


On average, it takes 8 follow-up calls to reach a prospect


Email Marketing Statistics


8 in 10 Prospects prefer communicating over email


CRM Statistics


64% of teams are using their CRM or ERP as their primary tool for storing customer data - up from 60% in 2021


Referral Statistics


Referred leads convert 30% better than any other type of lead


Close the Deal with Sales Statistics


By putting your time and energy into creating more productive interactions with prospects, you can stop wasting time and start closing deals. Top-performing sales reps understand the importance of working smarter and focusing their efforts where there is the biggest payoff. Effectively using the latest sales prospecting statistics and sales enablement tools like Map My Customers, you can enable yourself to become a better and more efficient sales rep.

Use these sales statistics to become a better salesperson today!