Sales Enablement in 2023: Key Statistics and Insights

Read Time: 4 minutes

Sales enablement in 2023 is taking center stage as organizations shift their focus from simply hiring more reps for sales coverage to investing in their sales reps’ training, tools, and resources. Every sales leader’s question this year is: “ How can I boost seller productivity and achieve greater production while adopting a more streamlined coverage model?”  This blog post will cover mind-blowing sales statistics that offer valuable insights and data-driven trends to enhance your team’s sales performance and help you drive exceptional business growth.

Sales Statistics for Cold Calling 

Cold calling is still a thing in 2023. It will, however, be taking on a more sophisticated and personalized approach thanks to new technology and ever-changing consumer preferences. Sales teams are expected to use advanced analytics and data mining techniques to identify potential prospects who are more likely to convert. 

  • Organizations that incorporate cold calling into their sales strategies experience a remarkable 42% higher growth than those that do not.
  • Cold-calling prospects for booking meetings between 4 p.m. and 5 p.m. is 71% more effective than calling between 11 a.m. and 12 p.m. 
  • The worst workdays to call prospects are Mondays and the second half of Fridays. 
  • 69% of buyers have accepted cold calls from new providers, and 57% of C-level buyers prefer to be contacted via phone. 

Response Time Sales Statistics

The ability to respond promptly to customer inquiries can be the difference between winning a sale and losing a potential customer to a competitor. Response time is a critical factor in making or breaking a deal. Let’s have a look at these 2023 statistics. 

  • Only 7% of companies respond within five minutes of a prospect’s form submission, while 50%  don’t respond until five business days later.
  • 82% of clients want a response to their inquiry within ten minutes.
  • 35% to 50% of sales go to the vendor that responds first
  • 95% of customers complete a purchase with a business that provides them with relevant resources to help them at each stage of the purchase process. (SlideShare)

Social Selling Sales Stats

In 2023, the average user has been shown to spend 2 hours and 31 minutes daily on social media. Teens are spending a staggering 8 hours and 39 minutes. So, it is no surprise that businesses leverage these powerful digital spaces to connect with their target audience. And in 2023, social selling will only increase. 

  • 78% of social sellers outsell peers who don’t use social media.
  • Sales professionals who excel in social selling are 51% more likely to achieve their sales quotas than their counterparts who do not prioritize social selling. 
  • According to HubSpot, a remarkable 67% of sales professionals say Facebook is the most powerful and effective platform for finding prospects.
  • 63% of sales professionals who use social media to find new prospects say LinkedIn is one of the most effective platforms.

Sales Statistics for Emails

According to a HubSpot study, an impressive 43% of sales professionals consider email to be the most effective channel for selling. As we head into the second half of 2023, sales emails continue to be a driving force to successful outreach and meaningful connections with prospects. 

  • The best time to send emails is between 1 PM and 4 PM.
  • Cold email campaigns with 30-50 characters in their subject lines get a 24.6% higher response rate. 
  • Reaching out to multiple contacts from the same account boosts the response rate by 93%.
  • Personalized subject lines boost response rate by 30.5%.
  • A single additional follow-up message can lead to 65.8% more replies.

Lead Qualification Stats

Everyone has unique preferences, and that includes buyers. That’s why lead qualification is so crucial before reaching out to prospects. With proper qualifications, reaching out to prospects can save valuable time and money and decrease missed opportunities. 

  • Effective lead qualification can improve the quality of leads by up to 200%, according to a study by MarketingSherpa. 
  • 34% of salespeople regard lead qualification as their primary challenge.
  • According to Sales Insight Lab, at least 50% of your prospects aren’t a good fit for what you sell. 
  • 79% of leads never convert to sales.
  • 55% of respondents identified budget constraints as one of the top reasons for stronger sales opportunities falling apart.

Sale Referral Statistics 

Without a referral, you’re a stranger, and potential buyers can be more hesitant to trust you. Sales referrals are the first building blocks to a trusting relationship and help bridge the gap between you and a potential prospect. A study by Nielsen revealed that people are four times more likely to buy when referred by a friend – and 92% of us trust referrals from acquaintances. Let’s have a look at how impactful sales referrals are: 

  • According to Hubspot, 56% of sales professionals get leads from existing customer referrals.
  • Referral hires stay with their company an average of 70% longer than non-referral hires. 
  • 66.5% of sales professionals consider leads from customer referrals the highest quality. 
  • Consumers discuss specific brands in conversations 90 times per week
  • 86% of B2B buyers say word-of-mouth is the most influential factor in purchasing decisions.

Sales Technology Stats

Sales teams increasingly rely on technology to optimize processes, enhance productivity, and drive revenue growth. Let’s look at how sales leaders view technology and its role in transforming their sales strategies for success.

  • In 2022, 22% percent of sales leaders said leveraging their CRM to its fullest potential was one of their top goals.
  • 32% of sales professionals who use a CRM stated that one of its most significant benefits is “helping them keep track of their leads.”
  • 76% of sales professionals say using sales analytics has significantly or somewhat improved their ability to provide customers with a consistent experience across every channel. 
  • 50% of teams use data to create timely, accurate forecasts. 

Enhance Your Sales Enablement Strategy With Powtoon. 

2023 calls for a more streamlined approach. Organizations worldwide have recognized the importance of investing in their current sales teams rather than hiring more reps. The above sales statistics provide valuable insights and opportunities for sales leaders to support their agents to excel and thrive in the competitive market of 2023 and beyond. 

Visual communication is a valuable solution, driving meaningful engagements with prospects and customers. With Powtoon, sales leaders can create engaging video content that captivates prospects, elevates the sales process, and sets the stage for remarkable success. Find out how Powtoon can enhance your sales enablement strategy by signing up today!

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Hannah Elishevitz

Hannah is a marketing intern at Powtoon. To her, nothing is more exciting than trying out new things. She has a passion for cooking, painting, great books, and sports. Making new friends and claiming new skills is her specialty. She is a big believer that everything happens for a reason and hopes to make people smile wherever she goes.
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