What is the significance of top performers making more conversation switches on calls and presentations?

171 Words per Minute: The Surprising Speech Speed of Top Performers, Who Speak 6% Slower Than Their Peers

According to recent research, top sales performers are proving that sometimes slow and steady wins the race. While some might assume that successful sales calls are all about speed, the data shows that taking a more measured approach can actually lead to better results.

One key factor that sets top performers apart is their speaking pace. The research found that while the rest of the team speaks at an average of around 182 words per minute, top performers take a more deliberate approach and speak at an average of about 171 words per minute. This slower pace allows them to better connect with prospects and engage in more meaningful conversations.

In addition to their pace, top performers also stand out for the amount of time they spend in discovery and presentation meetings. These sales calls are crucial for building relationships and closing deals, and top performers know that taking the time to truly understand a prospect’s needs can make all the difference. In fact, their discovery calls are 76% longer than those of average performers, and their presentation meetings are 55% longer.

But it’s not just about time – top performers also know how to make the most of every moment. They make 54% more conversation switches on calls and 78% more conversation switches in presentations, showing their ability to actively listen and respond to the needs of the prospect.

While it might seem counterintuitive, taking a slower and more deliberate approach can lead to better results in sales. By focusing on building relationships and truly understanding the needs of prospects, top performers are setting themselves up for long-term success.

So if you’re looking to improve your sales performance, take a cue from the top performers and slow down. By taking the time to truly listen and connect with prospects, you just might find that you’re able to close more deals and build more meaningful relationships in the process.

More 2022 Stats

Sales enablement initiatives increased sales for 76% of companies by 6%-20%

2% is the average success rate for cold calling

43% of sales professionals say email is the most effective channel for selling.

80% of new leads never translate into sales

55% of B2B buyers search for information on social media.

64% of sales professionals who cross-sell say email follow-up is the most effective cross-selling strategy.

67% of customers prefer self-service over speaking to a company representative

Top Performers Have 63% Less Focus on Product Features

66% of sales professionals say leads generated from customer referrals are the highest quality leads they work.

44% of salespeople give up after one follow-up call.

More Remote B2B Sales Stats

55% of B2B buyers search for information on social media.

85 Percent of Consumers Conduct Online Research Before Making a Purchase Online

28% of B2B organizations now have hybrid sales roles

82% of top performers say they “always” perform research before reaching out to prospects, and report higher usage of sales technology across the board.

According to a Gartner survey, CSOs expect 60% of the sales force will remain operating virtual.

48 hours after a virtual sales call, buyers only retain 10% of what you talked about.

Writing your subject line entirely in upper case significantly reduces response rates by 30%

74% of CSOs report they have recently or are currently updating their seller skills profile for virtual selling, and 61% of CSOs are already investing in new technology to enable virtual selling.

66% of teams were satisfied with the results that they are getting from using custom-recorded video in their sales processes.

According to a research conducted by Salesforce, 61% of sellers say it’s harder to sell virtually.

Ready to reinvent your sales process and tools?

One quick call and we'll share our approach - no pressure.

Schedule your demo