Sales Engagement by the Numbers

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Sales Engagement by the Numbers

Sales Engagement by the Numbers

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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

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Sales Engagement is a powerful predictive indicator of key business outcomes, including:

Sales Engagement

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Profitability Companies in the top quartile of engagement scores had 50%

HIGHER TOTAL SHAREHOLDER RETURN than the average company.

Profitability

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ProductivityEngaged salespeople have

18% HIGHER PRODUCTIVITY and 60% HIGHER QUALITY

than under-engaged salespeople.

Productivity

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Customer LoyaltySales 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

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Customer Satisfaction

Companies with highly engaged salespeople score between

12% AND 34% HIGHER IN CUSTOMER

SATISFACTION RATINGS.

Customer Satisfaction

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Leadership 38% of sales staff need more

training and development.

Leadership

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45% of sales reps don’t receive truly engaging recognition.

Leadership

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45% of sales reps don’t receive truly engaging recognition.

41% of sales employees don’t fully trust their leadership.

Leadership

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Goal SettingGoal Setting Over 33% of salespeople don’t

feel they have input into their goals.

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When given the chance to self-select a goal that they feel is attainable, over 98% of sales reps will accept the challenge.

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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.

http://ctt.ec/9vLCf

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RetentionENGAGED EMPLOYEES

ARE 87% LESS LIKELY TO LEAVE AN ORGANIZATION.

They are 5 times less likely to leave than employees

who are not engaged.

Retention

http://ctt.ec/8dIb6

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What is... the Road Map the

Sales Engagement?1 Segment Your Audience


Sales Engagement?

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2 Involve Leaders


Sales Engagement?

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2 Involve Leaders

3 Communicate Progress


Sales Engagement?

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2 Involve Leaders


4 Make Rewards Meaningful


Sales Engagement?

http://www.biworldwide.com/en/sales-channel-effectiveness/sales-recognition-rewards1

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2 Involve Leaders



5 Change Things Up


Sales Engagement?

http://www.biworldwide.com/en/sales-channel-effectiveness/sales-recognition-rewards1

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2 Involve Leaders



5 Change Things Up

6 Keep It Simple


Sales Engagement?

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ProfitabilitySource: Aon Hewitt

Companies in the top quartile of engagement scores had 50% higher Total Shareholder Return than the average company.

50%

Customer SatisfactionSource: Vance

Companies with highly engaged employees score between 12% and 34% higher in customer satisfaction ratings.

12%

34%

ProductivitySource: Insync Surveys

Engaged employees have 18% higher productivity and 60% higher quality than underengaged employees.

18%

60%

Customer LoyaltySource: 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 SettingSource: 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 EngagementSource: 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 minds of their salespeople in ways that lead to extraordinary effort and positive financial results.

Sales Engagement Drives activity, accomplishments and results

LeadershipSource: 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

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Download the full Sales

Engagement Infographic

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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.

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Sales Engagement by the Numbers