CRM & Sales Tool Statistics

Your prospects are probably not ready to buy. Here’s how strategic lead nurturing can increase your sales, revenue, and profits

Sales Software

Software is eating the world. Learn how to use software to automate your processes and connect all your data.


The 2017 startup sales stack report examined almost 500 companies offering software tools for startup sales teams.


Importance of software by category:

  • Scoring out of 5, the categories considered most important to sales were Customer success (4.11), Lead Gen (4.10), Lead Engagement (4.08), CRM (4.04), and Marketing Alignment (3.98). (Bowery Capital, 2017)

  • Customer Success was perceived as the most important category but awareness of software solutions was just 20%, ranking 14th out of the 20 categories. (Bowery Capital, 2017)

Lead management software:

  • Lead Gen had the highest awareness of tools (78% awareness of the 19 tools in the category). For comparison awareness of the 16 CRM tools was 40%. (Bowery Capital, 2017)

  • Lead Gen also had the highest ‘would not use’ score of 78%, 30 points higher than the next worst category, Contracts & Billing. (Bowery Capital, 2017)

  • Categories with the greatest knowledge of software solutions within that category were Lead Gen (78%), CRM (40%), Lead Intel (34%), Outreach Management (33%), and Email Intel (32%). (Bowery Capital, 2017)

  • Only CRM & Lead Engagement had usage levels that reflected their perceived importance. (Bowery Capital, 2017)

  • The most used tools in CRM, Lead Engagement, Content Sharing, and Data Automation had usage of over 60%. (Bowery Capital, 2017)

CRM

Learn how to choose the best CRM for your company and how to use it to manage your pipeline.


CRM in industry:

  • The CRM software market is expected to grow to a $36.5 billion market worldwide in 2017 (Forbes)

  • 65% of businesses adopt a CRM within their first 5 years. (Capterra)

  • The top 4 CRM solutions dominate 75% of the market. The top CRM accounts for 25% of the market. (Capterra)

  • 73% of CRM solutions are web-based and 27% on-premise/installed. (Capterra)

  • Average CRM spend for businesses is $150/user. 61% spend over $50 per user per month. (Capterra)

  • A study by the Gartner Group found that businesses spent nearly $20 billion on CRM in 2013. The adoption rate by end users, however, was less than 50 percent.

Benefits of CRM for business:

  • A CRM can deliver a ROI of $8.71 for every dollar spent in 2014, a 56% increase from $5.60 in 2011. (Nucleus Research)

  • Sales reps saw productivity increase by 26.4% upon adding mobile access to their CRM application. (Nucleus research)

  • Achieved sales quotas for mobile CRM is 3 times that of non-mobile (65% v 22%). (Satish Kumar)

  • A recruitment service had an 87% increase in new hires after switching from an excel spreadsheet and a diary to a dedicated CRM. (Employability Galway)

  • Across 355 leading B2B sales teams sales development reps who make 12 contact attempts (instead of the average 8) perform 16% better (The Bridge Group)

  • 53% of top-performing companies are investing in CRM to drive sales productivity. - (Brainshark)

  • CRM software had the biggest impact on customer retention rates and customer satisfaction rates, according to respondents. (Capterra)

  • 47% of polled CRM users said customer satisfaction was significantly impacted by their CRM in 2015

  • A CRM can increase revenue by 41% per user. (Trackvia)

  • CRM had the most impact on customer retention (47%), customer satisfaction (47%), Revenue (45%), and upselling/cross-selling (39%). (Capterra)

  • CRM system adoption increases sales by up to 29%. (Salesforce, 2013)

CRM usage:

  • 22% of salespeople don't know what a CRM is. (HubSpot, 2016)

  • 17% of salespeople cite manual data entry as the biggest challenge using their existing CRM. (HubSpot, 2016)

  • Only 21% of salespeople consider their CRM software's integration capabilities with marketing software or other tools to be high quality. (HubSpot, 2016)

  • 40% of salespeople still use informal means such as Microsoft Excel or Outlook to store its lead and customer data. (HubSpot, 2016)

  • 29% of salespeople are spending an hour or more on data entry each and every day. (HubSpot, 2016)

  • In 2014, 74% of users said their CRM system offered improved access to customer data. - (Ringlead)

  • InsideCRM found that 55% of sales reps named ease of use as the most important feature for them.

CRM Issues:

  • 85% of companies that buy CRM software to automate sales do not pick the right tools because they fail to define business objectives or to develop processes for meeting objectives. (Gartner)

  • 85% of companies that buy CRM software to automate sales do not pick the right tools because they fail to define business objectives or to develop processes for meeting objectives. (Gartner)

  • “People” issues are the biggest challenge to a successful CRM implementation. These “people” issues fall into three distinct categories: slow user adoption (49%); inadequate attention paid to change management and training (36%), and difficulties in aligning the organizational culture with new ways of working (15%). (Forrester)

  • 11% of CRM users are dissatisfied. Lack of features and high price account for 73% of the dissatisfaction. (Capterra)

Tactics that have worked best within lead nurturing programs

Is this article helpful for you?