We are now twelve months on from the first lockdowns, which were part of a global strategy to contain the spread of COVID-19. So how have sales teams, and more specifically, sales leaders adapted to a new selling landscape?
The most recent research conducted by the Sandler Reseach Center – “Leading from the Front in Challenging Times” provides us with an extremely accurate picture. For example:
71.4 % of respondents reported that their sales process has changed as a result of transitioning to remote commercial trading.
77 % confirmed they had experienced changes in the short or long-term competitive landscape that are affecting their business.
82 % have witnessed the commitment to client retention increase.
62 % are finding it difficult or much more difficult to locate and sell to new prospects compared to COVID-19’s arrival.
And more worryingly:
67.5% of sales leaders have not received training on how to lead remotely and more than 42% of frontline sales professionals have not been adequately trained in how to sell remotely.
Once again, Jonathan Farrington hosted a panel selected for their considerable experience and expertise– Bill Bartlett, Gretchen Gordon, Dave Kurlan and Keith Rosen.