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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Leadership 38% of sales staff need more
training and development.
45% of sales reps don’t receive truly engaging recognition.
Leadership
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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
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Goal SettingGoal Setting Over 33% of salespeople don’t
feel they have input into their goals.
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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.
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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.
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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
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What is... the Road Map the
Sales Engagement?1 Segment Your Audience
What is... the Road Map the
Sales Engagement?
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What is... the Road Map the
Sales Engagement?1 Segment Your Audience
2 Involve Leaders
What is... the Road Map the
Sales Engagement?
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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?
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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?
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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?
BIW
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?
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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
now.
Download the full Sales
Engagement Infographic
now.
Download the full Sales
Engagement Infographic
now.
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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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