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Management & Leadership

There’s been a lively debate among sales leaders in recent years and it centers on a big question: Has the digital selling environment we are all now operating in brought about a fundamental change in what it means to be a professional salesperson?

 

The results of the Sandler Research Center’s most recent survey offer important insights for sales leaders eager to create and sustain momentum in their sales team.

 

Create and circulate a documented playbook of best practices for anything and everything that occurs on an ongoing basis.

 

One of the big questions we are hearing from clients these days is this one: We’ve finally begun to turn the corner … so how do we sustain our organization’s sales momentum in a time of uncertainty?

The answers you give to these questions can help you ensure that you maintain momentum as you emerge from these challenging times.

 

The Sandler Research Center surveyed sales leaders and sales managers in Q4 2020 to gauge the impact of the global pandemic on sales processes and operations across a variety of industries.

 

“Leading from the Front in Challenging Times” is the latest survey from the Sandler Research Center (SRC). It compiles and analyses data from a global collection of hundreds of sales leaders and managers.

 

Will we eventually be able to return to the pre-pandemic ways of conducting business? That’s a question that’s been on the minds of many professionals.

 

The global sales space has been completely transformed over the last year with a virtual selling environment prevailing for almost all sales organizations. Sandler’s research reveals that 71.4% of participating sales managers and sales leadership report that their sales process has changed as a result of transitioning to remote commercial trading. Unfortunately, 63.2% don’t have a plan.

 

Mike Montague interviews Cassie Kramer on How to Succeed at Keeping Your Financial House in Order.

Ask any sales leader whether they want to build a high-performing team, and the immediate answer will be “Yes.” But what are the specific best practices that support this goal? Here are three that we have seen in organizations that are thriving in 2021.