How Are Hybrid Sales Roles Changing the B2B Landscape?

28% of B2B Organizations Embrace a New Sales Model

Sales roles are evolving, and the rise of hybrid sales roles is a clear example of this trend. According to a recent study by Pipedrive, 28% of B2B organizations now have hybrid sales roles, which combine the responsibilities of both inside and outside sales positions.

This new model can offer many benefits for sales organizations, such as increased efficiency, improved customer experience, and better alignment between sales and marketing teams. Hybrid sales roles can also provide sales professionals with the opportunity to develop a wider range of skills and expand their career paths.

However, implementing a hybrid sales model is not without its challenges. Sales organizations must ensure that their sales team has the necessary training and support to effectively perform both inside and outside sales duties. Additionally, the sales process may need to be adjusted to accommodate this new model.

To successfully implement a hybrid sales model, sales organizations should consider the following:

  1. Define the roles and responsibilities of each hybrid sales role and ensure that each team member has the necessary training and support to perform their duties effectively.
  2. Align the sales process with the hybrid sales model, ensuring that it accommodates both inside and outside sales responsibilities.
  3. Monitor the success of the hybrid sales model and make adjustments as needed to optimize performance.

The rise of hybrid sales roles represents a significant shift in the sales landscape. B2B organizations are embracing this new model, recognizing the benefits that it can provide. However, sales organizations must also be aware of the challenges that come with implementing a hybrid sales model and take steps to ensure that their sales team has the necessary training and support to succeed. By adapting to this changing landscape, sales organizations can optimize their sales strategy and drive better results for their business.

More 2021 Stats

71% of buyers want to hear from sellers early in the buying process

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

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

Remote Sales Management: 67% Find It More Challenging Than Expected

91% of salespeople have indicated they don’t want to return to full-time office work when asked about their future career plans.

Analysts found that close to 80% of B2B buyers have already defined their requirements before talking to a rep and prefer evaluating digital resources to in-person presentations.

Only 60% of sales reps meet quota

According to a study by Salesforce, the total close rate for B2B deals increased by 10% in 2021 compared to the year before. This is due to an increase in remote selling and sales teams investing more time on proactive outreach.

77% of sales professionals say their organization is planning to invest more in sales intelligence tools

According to a study by Salesforce, the average B2B deal size has grown by 20% in 2021 compared to 2020. This is likely due to companies increasing their spending as they look for more innovative solutions to solve their challenges.

More Remote B2B Sales Stats

Given the pandemic, almost 90% of B2B sales now happen digitally.

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

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.

A study by Skaled revealed that sales reps using virtual presentation tools increased their close rates by 28%

60% of deals in the pipeline are lost to “no decision” rather than to competitors.

59% of sales reps said that adding custom-recorded video to their sales process increased their productivity.

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

A survey by LinkedIn found that 50% of buyers say that working remotely has made the purchasing process easier.

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

After COVID, 56% of sellers prefer working remote full time.

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