Salespeople Statistics By Industry Profile, Demographics, Behavior, Responsibilities, Income, Perspective on AI

Ketaki Joshi
Written by
Ketaki Joshi

Updated · Jun 12, 2024

Rohan Jambhale
Edited by
Rohan Jambhale

Editor

Salespeople Statistics By Industry Profile, Demographics, Behavior, Responsibilities, Income, Perspective on AI

Introduction

Salespeople Statistics: The sales and marketing teams are essential for any company, as they play a crucial role in promoting the brand and bringing it to the forefront of the market. It’s important to achieve a harmonious balance between these two departments, as it allows a company to establish its position in the industry. However, gaining new customers is not easy. Sales professionals often face challenging and demanding days, dealing with criticism and negativity while performing their duties. Engaging in activities like cold calling hundreds of prospects each week showcases the difficult nature of sales roles. With the introduction of AI, the landscape is expected to change, offering a more efficient future.

Let’s understand the overall Salespeople Statistics, with recent numbers.

Editor’s Choice

  • According to Salespeople Statistics, 42% of companies fail to offer clear career advancement opportunities for their sales staff.
  • 57% of sales professionals dedicate 3 to 10 hours per week to customer relationship management tools.
  • Sales personnel within organizations facing budgetary constraints are 27% less likely to meet their individual sales targets.
  • 65% of salespeople report difficulty finding appropriate content to share with current or potential customers.
  • Sales professionals who receive adequate support from their managers are 10% more likely to achieve their sales goals consistently.
  • Salespeople Statistics reveal that 15% of professionals opt for leaving voice messages for prospects rather than engaging in direct phone conversations.
  • Most 8 out of 10 sales professionals prefer using email as their primary mode of communication over phone calls.
  • A noteworthy 77% of salespeople show a preference for conducting video meetings over other communication channels.
  • Companies that reduce investments in their sales force tend to witness an increase in individual workloads without causing much concern among the sales team.
  • Nearly half of sales professionals rely on maintaining a positive mindset, accounting for 47% of the workforce.
  • Wholesale and manufacturing industries employ the most sales representatives, with about 1.56 million people Retail trade follows with approximately 1.08 million employees.
  • The professional, scientific, and technical services industries have about 445,000 sales-related workers.
  • Only a small number, about 8,640, are employed in door-to-door sales.
  • About 13% of all jobs in the U.S. are full-time sales positions.
  • Sales representatives are shifting towards hybrid working models, with a 58% increase year-over-year.

General Salespeople Statistics

  • A significant 57% of sales professionals invest between 3 to over 10 hours weekly utilizing customer relationship management tools.
  • According to Salespeople Statistics, 24% of salespeople are more likely to hit their targets when they have access to CRM via mobile devices.
  • Approximately 79% of sales teams presently leverage various sales analytics tools.
  • For 22% of sales professionals, CRM tools furnish detailed analytics and reports.
  • Globally, 28% of companies employ training tools to enhance the skills of their sales teams.
  • Salespeople Statistics notes that 15% of professionals opt for leaving voice messages for prospects instead of direct phone conversations.
  • A significant 60% of sales professionals allocate excessive time to data entry tasks, which could be streamlined with CRM software.
  • Salespeople operating within budget-constrained companies are 27% less likely to meet personal sales targets.
  • Additionally, sales professionals with supportive managers stand a 10% higher chance of regularly achieving their targets.
  • According to Salespeople Statistics, 42% of companies neglect to outline clear career paths for their sales personnel.
  • Cold calling during peak hours, specifically early mornings and late afternoons, tends to yield higher sales, as highlighted by Sales Statistics.
  • Alarmingly, 48% of sales professionals do not follow up on leads, while 40% lose interest after initially following up.
  • Approximately 40% of sales professionals credit social media networks for closing 2 to 5 deals.
  • Employees with referrals earn 4 to 5 times more than those without, yet only 11% of sales professionals actively seek referrals.
  • A notable 65% of salespeople struggle to find suitable content for consumer or prospect outreach.
  • By 2023, 62% of sales professionals reported that their companies were adopting less risky growth strategies.
  • 45% of salespeople appreciate the array of tech tools available for sales-related tasks.
  • The shift towards hybrid work models has seen a substantial rise, with 71% of sales professionals now working under such arrangements, marking a 58% year-over-year increase.
  • Thursday and Wednesday are deemed the most conducive days for converting prospects into customers.
  • Full-time sales positions constitute 13% of all jobs in the United States.
  • Annual expenditure on sales forces surpasses $1 trillion.
  • Only 13% of consumers believe their sales representatives truly understand their needs.
  • More than half (55%) of sales employees lack the necessary skills for their roles.
  • On average, it takes over 10 months to attain full proficiency in sales department responsibilities.
  • Every 209 cold calls result in one appointment or referral, while a staggering 72% of sales-related calls remain unanswered.
  • Administrative tasks consume a significant 66% of a salesperson’s productive day.
  • Collaboration with other departments poses challenges for 73% of sales departments.
  • It typically requires 18 calls before a buyer picks up, with Fridays being the least favorable for cold calling.
  • Successful cold calls average just 37 seconds in duration.
  • The data projection dampens the motivation of two-thirds of salespeople.
  • Call success rates vary: 1st call (2% sales), 2nd call (3% sales), 3rd call (5% sales), 4th call (10% sales), and from the 5th to the 12th call (80% sales).

By Industry Profile

According to the U.S Bureau of Labor Statistics, the following data represents the 2023 Indust.ry Profile for sales and related occupations

By Industries with the Highest Levels of Employment in Sales and Related Occupations

IndustryEmployment% of industry employmentHourly mean wageAnnual mean wage
Clothing and clothing accessories retailers660,54076.11$15.93$33,120
Gasoline Stations749,70077.51$15.00$31,190
Food and Beverage Retailers (4451 and 4452)1,132,83037,32$16.51$34,330
General Merchandise Retailers1,402,71043.63$16.62$34,560
Building Material and Supplies Dealers689,58055.60$19.59$40,750

(Source: bls.gov)  

By Top-Paying Industries for Sales and Related Occupations

IndustryEmployment% of industry employmentHourly mean wageAnnual mean wage
Audio and Video Equipment Manufacturing1,7108.89$64.56$134,280
Computer and Peripheral Equipment Manufacturing11,9407.40$67.95$141,330
Scientific Research and Development Services16,6701.81$67.25$139,880
Securities, commodity contracts, and other financial investments and related activities184,38017.33$70.23$146,080
Pipeline Transportation of Crude Oil900.76$69.41$144,370

(Source: bls.gov)  

Sectors with the highest concentration of employment in sales and related occupations

IndustryEmployment% of industry employmentHourly mean wageAnnual mean wage
Beer, Wine, and Liquor Retailers132,73076.38$16.86$35,070
Book Retailers and News dealers48,93069.79$15.60$32,460
Clothing and Clothing accessories retailers660,54076.11$15.93$33,120
Gasoline Stations749,70077.51$15.00$31,190
Shoe Retailers151,49087.39$15.51$32,260

(Source: bls.gov)  

By Demographics

-sales-person-demographics-by-race

(Reference: zippia.com)

In the USA, salespeople statistics show that most sales professionals are white by race, representing 56.2%. 19.7% and 10.7% represent Hispanic or Latino, black or African American, respectively.

By Behavior

  • According to Salespeople Statistics, risk-taking attitude has been reduced in 70% of the professionals.
  • 8 out of 10 sales professionals prefer to communicate via email instead of phone calls.
  • Only 24% of sales professionals can perform beyond their targets.
  • Almost half of the salespeople depend on a positive mindset for support, which results in 47%.
  • Companies that reduce spending on sales professionals are less likely to have their sales team concerned about their individual increased workload.
  • 77% of salespeople are more likely to conduct a video meeting than other communication methods.
  • 46% of salespeople unwillingly work in sales departments, which means there are 4.14 million sales professionals in the United States of America.
  • Only 7% of salespeople respond to a lead received on the website within 5 minutes, while it is 48% of answering emails in a similar period.
  • On average, a sales representative makes 33 cold calls while 6.6 inside sales conversations per day.
  • Sales representative spends 7.5 hours on average to generate one referral or appointment.
  • Introvert salespeople can contribute to work by 24% on average, while extroverts contribute by 32%.
  • 15% of the total work hours is spent on leaving voice notes to the prospective consumers.
  • 92% of sales representatives would give up on the prospect after 4 times “no”; on the other hand, the prospect is more likely to say “yes” after 4 “nos.”

By Effective Sales Channels

which-sales-channel-are-most-effective-top-6

(Reference: hubspot.com)

Salespeople Statistics 2023 showed that according to sales professionals, the top 3 most effective sales channels are in-person meetings (51%), Phone Calls (46%), and Email (40%). On the other hand, live chat tools are considered to be less effective, resulting in 19%.

By Challenges Faced

-what-are-sales-pros-top-challenge-in-2023-top-8

(Reference: hubspot.com)

As of July 2023, 25% of sales professionals worldwide voted that inflation is their top challenge. Supply chain issues and being different from competitors are the other top problems they face, with 21% and 19%, respectively. However, only 15% of the professionals voted for meeting targets.

By Most Effective Self-Service Tools

(Reference: hubspot.com)

Some of the top-voted self-service tools that would help sales representatives help buyers make decisions are product demos (45%), Free trials (41%), and Customer stories (37%). Furthermore, user reviews, chatbots, FAQ pages, and self-service pricing are also part of the effective tools list.

By Platform to Grab Customers

where-prospects-are-open-to-talking-to-sellers

(Reference: zippia.com)

According to reports, the topmost event or platform is industry events, contributing 34%. LinkedIn, Text marketing, and voicemail collectively contributed 21%. Other social media platforms contributed only 18%.

By Performance

how-are-sales-pros-performing-in-2023

(Reference: hubspot.com)

In 2023, 56% of professionals’ performance was better than expected compared to 2022. However, 15% stated they performed worse than the previous year, while only 29% were to the mark.

By Perspective on AI

sales-pros-will-leverage-ai-to-boost-performance

(Reference: hubspot.com)

Salespeople Statistics state that the majority of professionals agree that AI will help them reduce time spent on manual tasks, resulting in (81%). In comparison, 78% said it would help them to perform more efficiently. Furthermore, other performance boosts views voted by salespeople are more personalized experience (66%), a better understanding of customers (66%) and to compete better in the industry (63%).

By Income

median-ote-for-sales-career.

(Reference: hubspot.com)

The average on-target earnings (OTE) for SDRs is $76K, while for managers, it is $128K. The highest OTE ever reported is by the director AE, which results in $218K p.a.

By Reasons to Connect with Prospects

-factors-in-whether-prospects-connect-with-a-rep

(Reference: notta.ai)

Salespeople Statistics show that 75% of salespeople respond to leads because they need their product or service, followed by an appropriate budget (64%) and various offers offered by sales reps (63%).

By Expectations From the Marketing Team

what-do-sales-pros-need-most-from-their-marketing-team

(Reference: hubspot.com)

This is one of the most interesting questions as to what sales professionals expect from their marketing team. 43% of them state they expect more quality leads (43%), following strategy and goals (39%), and increased input of marketing content (35%). In addition, 34% of professionals believe in more transparency in making the content more effective and in increasing the quality of content, leading to more sales.

By Responsibilities

  • writing emails (21%)
  • entering data (17%)
  • lead research (17%) 
  • team meetings (12%)
  • call scheduling (12%)
  • training (11%)
  • reading industry reports (11%)

(Source: taskdrive.com)

Out of a sales representative’s total working hours, 21% are spent writing emails, followed by manually entering data and lead research (17%), and 12% in team meetings. The other half of the day is spent on call scheduling (12%), training, and reading industry reports (11%).

Number of Employed Salespeople in the US By Occupation

number-of-employed-sales-people-in-the-united-states-in-2022-by-occupation

(Reference: statista.com)

As of 2022 in the US, Salespeople Statistics stated that the majority of the sales reps were employed in the wholesale and manufacturing industry, having 1,564.28 million employees, followed by departments of services, sales sales-related workers with 1,075.75 million and 445.54 thousand, respectively. On the other hand, the most sales-related responsibility for door-to-door sales was just 8.64 thousand employees.

The Enchanting Art of the Sale:

Have you ever been captivated by a salesperson’s charisma, leaving you with a new phone or a gym membership you weren’t sure you needed? Sales, at its core, is a fascinating dance – a delicate blend of product knowledge, genuine communication, and a touch of persuasion. It’s about understanding needs, building trust, and, ultimately, guiding someone towards a solution that benefits them. Whether you’re drawn to a fast-paced career or a desire to help others, sales can be a rewarding path. But where do you begin?

Unveiling the Salesperson Within:

The world of sales isn’t a one-size-fits-all mold. Different personalities thrive in this field. Here are some of the common types of salespeople you might encounter:

  • The Trusted Advisor: Imagine a friendly neighbor who knows exactly what lawnmower fits your needs. This salesperson cultivates long-term relationships with clients. They become experts in their field, taking the time to understand individual needs and recommending the perfect product or service. Their success hinges on trust and a genuine desire to see their customers succeed.
  • The Problem Solver: Have you ever met someone who can explain complex software in a way that makes you feel like a tech whiz? This is the problem-solving salesperson. They excel at identifying a customer’s specific pain points. Armed with in-depth product knowledge, they showcase how their offering can be the missing puzzle piece, saving the customer time, money, or frustration.
  • The Deal Closer: Picture the energetic salesperson who gets you excited about the latest phone upgrade. These salespeople are masters of clear communication, highlighting features and benefits with infectious enthusiasm. They focus on closing the sale quickly and efficiently, often dealing with lower-priced, high-volume items.

Knowing your strengths will help you discover which sales approach resonates most with you.

The Alchemy of Success: Essential Skills for Sales Superstars

So, you’ve decided to explore the world of sales. Here are some key ingredients to concoct your recipe for success:

  • The Art of Conversation: Sales isn’t a monologue; it’s a captivating dialogue. Hone your active listening skills. Pay close attention to the customer’s needs, concerns, and budget. Ask open-ended questions that go beyond a simple “yes” or “no.” This not only helps you understand them better but also builds a sense of connection.
  • Knowledge is Power: Becoming a product or service guru is crucial. Devour training materials, understand the competition, and anticipate customer questions. The more confident you are in your offerings, the more convincing your pitch will be.
  • Honesty is the Best Policy: Building trust is paramount. Don’t oversell features that don’t align with the customer’s needs. Be upfront about limitations, highlight alternatives, and focus on how your product or service genuinely benefits them. This fosters long-term relationships and fosters positive word-of-mouth marketing.
  • The Resilience of Rejection: Rejection is inevitable in sales. It’s not a reflection of you but a matter of finding the right fit. Learn from each interaction, brush yourself off, and keep moving forward. Develop a thick skin and celebrate the “yeses” along the way.
  • Practice Makes Progress: Refine your sales pitch and objection-handling skills. Role-play with colleagues or friends. Video record yourself to identify areas for improvement. The more you practice, the more comfortable and confident you’ll become.
  • Embrace the Learning Curve: Sales is a constant learning journey. Stay updated on industry trends, technologies, and customer preferences by attending workshops, reading industry publications, and connecting with other salespeople to share best practices.
  • Teamwork Makes the Dream Work: Sales often isn’t a solo act. Collaborate with colleagues in marketing and customer support. Share leads, offer support, and celebrate each other’s successes.
  • Track Your Progress: Analyze your sales data regularly. This helps identify what’s working and what needs tweaking. Are there specific customer segments you excel at connecting with? Are there certain products you consistently sell more of? Use this data to refine your approach and maximize your results.

Remember, sales is a journey of continuous learning and growth. With dedication, perseverance, and these essential skills in your arsenal, you can not only become a successful salesperson but also build lasting and meaningful connections with your customers. Sales isn’t for everyone, but for those who enjoy the challenge of connecting with people, solving problems, and achieving ambitious goals, it can be an incredibly rewarding career path. So, if you’re looking for a dynamic environment where your success is directly tied to your effort, then explore the world of sales. You might discover a hidden talent for turning conversations into triumphs.

Conclusion

Concluding the Salespeople Statistics, it is known that sales representatives are still struggling at their jobs to achieve their daily targets. Being the backbone of the company and still struggling with work is the priority problem a company should first look into. However, compared to last year, half of the salespeople outperformed in 2023, marking their exceptional performance. Furthermore, incorporating AI into sales and similar departments will improve the overall efficiency and effectiveness of the team members, leading to increased revenue for the company.

FAQ.

What is the average salary of a sales representative?

As of 2023, the average salary of a sales professional in the United States of America is $76,681, or $37 per hour.

What education is needed to become a sales representative?

The minimum requirement is a high school diploma or equivalent for the majority of companies. However, it also depends on the company and talent of the person to be employed as a sales representative even after being under the minimum requirement.

Are sales representatives unhappy with their jobs?

The majority of sales representatives are unhappy with their work because of the workload and daily targets. However, the company has a responsibility to look after its employees just like it does for its customers.

How can AI help in sales?

Incorporating AI in sales can reduce manual and repetitive administrative work, predict customer behavior, and identify the market for the products.

Ketaki Joshi
Ketaki Joshi

Ketaki Joshi is a professional medical writer with extensive experience in scientific research on illness, health, and healthcare. Her work includes creating feature articles for newsletters and websites, as well as research news stories for doctors and researchers. With a lifelong passion for reading, Ketaki transitioned from a career at a French multinational company to pursue writing professionally. Her dedication to the craft has culminated in the recent release of her first Amazon-published short story, "The Envelope That Changed Our Lives."

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