Sales Engagement by the Numbers

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http://www.biworldwide.com/en/white-papers/sales-channel-effectiveness/sales-force-engagement-infographic

Sales engagement is what happens when companies win over the hearts and minds of their salespeople.

See data that shows just how sales engagement is an indicator of key business outcomes.

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Sales Engagement by the Numbers

  1. 1. I Australia | Canada | China | India | Latin America | United Kingdom | United States | BIWORLDWIDE.com Sales Engagement by the Numbers Sales Engagement by the Numbers
  2. 2. I BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States Sales Engagement happens when companies win over the hearts and minds of their salespeople in ways that lead to extraordinary effort and positive sales results. Sales Engagement
  3. 3. I BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States Sales Engagement is a powerful predictive indicator of key business outcomes, including: Sales Engagement
  4. 4. I BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States Profitability Companies in the top quartile of engagement scores had 50% HIGHER TOTAL SHAREHOLDER RETURN than the average company. Profitability
  5. 5. I BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States Productivity Engaged salespeople have 18% HIGHER PRODUCTIVITY and 60% HIGHER QUALITY than under-engaged salespeople. Productivity
  6. 6. I BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States Customer Loyalty Sales experience is by far the leading driver of customer loyalty. Above even price, value, product, brand and delivery. ITS CONTRIBUTION IS OVER HALF – 53%. Customer Loyalty
  7. 7. I BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States Customer Satisfaction Companies with highly engaged salespeople score between 12% AND 34% HIGHER IN CUSTOMER SATISFACTION RATINGS. Customer Satisfaction
  8. 8. I BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States Leadership 38% of sales staff need more training and development. Leadership
  9. 9. I BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States Leadership 38% of sales staff need more training and development. 45% of sales reps don’t receive truly engaging recognition. Leadership
  10. 10. I BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States Leadership 38% of sales staff need more training and development. 45% of sales reps don’t receive truly engaging recognition. 41% of sales employees don’t fully trust their leadership. Leadership
  11. 11. I BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States Goal SettingGoal Setting Over 33% of salespeople don’t feel they have input into their goals.
  12. 12. I BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States Goal SettingGoal Setting Over 33% of salespeople don’t feel they have input into their goals. When given the chance to self-select a goal that they feel is attainable,over 98% of sales reps will accept the challenge.
  13. 13. I BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States Goal SettingGoal Setting Over 33% of salespeople don’t feel they have input into their goals. When given the chance to self-select a goal that they feel is attainable,over 98% of sales reps will accept the challenge. Indirect or channel sales reps (dealer, distributor, reseller) will engage at over 86% when they can choose their own goal.
  14. 14. I BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States Retention ENGAGED EMPLOYEES ARE 87% LESS LIKELY TO LEAVE AN ORGANIZATION. They are 5 times less likely to leave than employees who are not engaged. Retention
  15. 15. I BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States What is... the Road Map the Sales Engagement? 1 Segment Your Audience What is... the Road Map the Sales Engagement?
  16. 16. I BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States What is... the Road Map the Sales Engagement? 1 Segment Your Audience 2 Involve Leaders What is... the Road Map the Sales Engagement?
  17. 17. I BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States What is... the Road Map the Sales Engagement? 1 Segment Your Audience 2 Involve Leaders 3 Communicate Progress What is... the Road Map the Sales Engagement?
  18. 18. I BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States What is... the Road Map the Sales Engagement? 1 Segment Your Audience 2 Involve Leaders 3 Communicate Progress 4 Make Rewards Meaningful What is... the Road Map the Sales Engagement?
  19. 19. I BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States What is... the Road Map the Sales Engagement? 1 Segment Your Audience 2 Involve Leaders 3 Communicate Progress 4 Make Rewards Meaningful 5 Change Things Up What is... the Road Map the Sales Engagement?
  20. 20. I BIWORLDWIDE.com | Australia | Canada | China | India | Latin America | United Kingdom | United States What is... the Road Map the Sales Engagement? 1 Segment Your Audience 2 Involve Leaders 3 Communicate Progress 4 Make Rewards Meaningful 5 Change Things Up 6 Keep It Simple What is... the Road Map the Sales Engagement?
  21. 21. IIW BI WORLDWIDE.COM | Australia | Canada | China | India | Latin America | United Kingdom | United States © BI WORLDWIDE™ | 2014 Proprietary & Confidential Profitability Source: Aon Hewitt Companies in the top quartile of engagement scores had 50% higher Total Shareholder Return than the average company. 50% Customer Satisfaction Source: Vance Companies with highly engaged employees score between 12% and 34% higher in customer satisfaction ratings. 12% 34% Productivity Source: Insync Surveys Engaged employees have 18% higher productivity and 60% higher quality than underengaged employees. 18% 60% Customer Loyalty Source: The Challenger Sale The sales experience is by far the leading driver of customer loyalty, above even price, value, product, brand and delivery. Its contribution is over half – 53%. 53% Retention Engaged employees are 87% less likely to leave an organization. They are 5 times less likely to leave than employees who are not engaged. Source: Dr. Brad Shuck 87% Goal Setting Source: BI WORLDWIDE New Rules of Engagement Survey, GoalQuest® Data 33% Over 33% of salespeople don’t feel they have input into their goals 86% Indirect or channel sales reps (dealer, distributor, reseller) will engage at over 86% when they can choose their own goal 98% When given the chance to self-select a goal that they feel is attainable, over 98% of sales reps will accept the challenge Roadmap to Sales Engagement Source: BI WORLDWIDE 1. Segment your audience 2. Involve leaders 3. Communicate process 4. Make rewards meaningful 5. Change things up 6. Keep it simple Sales engagement is a powerful predictive indicator of key business outcomes, including: Sales engagement is what happens when companies win over the hearts (emotional bond) and mindsof their salespeople in ways that lead to extraordinary effort and positive financial results. Sales EngagementDrives activity, accomplishments and results Leadership Source: BI WORLDWIDE New Rules of Engagement Survey 38% of sales staff need more training and development 41% of sales employees don’t fully trust their leadership 45% of sales reps don’t receive truly engaging recognition Australia | Canada | China | India | Latin America | United Kingdom | United States | BIWORLDWIDE.com Download the full Sales Engagement Infographic now. Download the full Sales Engagement Infographic now. Download the full Sales Engagement Infographic now.
  22. 22. I Australia | Canada | China | India | Latin America | United Kingdom | United States BI WORLDWIDE uses the principles of behavioral economics to produce measurable results for our clients by driving and sustaining engagement with their employees, channel partners and customers. follow us...follow us...follow us...

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