{"id":40913,"date":"2020-09-22T20:49:10","date_gmt":"2020-09-22T20:49:10","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=40913"},"modified":"2020-11-12T09:31:17","modified_gmt":"2020-11-12T17:31:17","slug":"the-fourth-state-of-sales-report-shows-how-teams-adapt-to-a-new-selling-landscape","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/news\/stories\/the-fourth-state-of-sales-report-shows-how-teams-adapt-to-a-new-selling-landscape\/","title":{"rendered":"The Fourth State of Sales Report Shows How Teams Adapt to a New Selling Landscape"},"content":{"rendered":"\n

Today, Salesforce published the fourth edition of its State of Sales research report, a data-driven look at how sales teams are adapting to the drastic impacts of COVID-19 and the strategies and tactics they\u2019re implementing to recover and grow.  <\/p>\n\n\n\n

Salesforce surveyed nearly 6,000 sales professionals globally from B2B and B2B2C companies across North America, Asia Pacific, Europe, the Middle East, and Africa. The report showcases how a global pandemic underscores the urgency for technological and organizational transformation. <\/p>\n\n\n\n

Some key insights from the State of Sales report include: <\/p>\n\n\n\n

Customer and market trends are redefining the sales profession<\/h2>\n\n\n\n

COVID-19 has shaken up customers\u2019 circumstances with unprecedented scale and speed. As a result, 72% of sales reps say success metrics have changed, and 58% of sales reps expect their roles to change permanently.<\/p>\n\n\n

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New realities hit outside reps the hardest<\/h2>\n\n\n\n

Selling during a public health and economic crisis isn\u2019t easy for anyone, but it\u2019s hitting field sales reps the hardest. Outside sales teams, typically reliant on in-person meetings, are now learning how to sell from home via call or video. Outside sales reps are less confident than their inside sales counterparts in their personal ability and their organization\u2019s ability to close deals. Outside sales reps are also less likely to feel like their manager understands their day-to-day challenges, compared to inside sales reps.<\/p>\n\n\n

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