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

Only 32% of sales pros report that a virtual sales process requires more meetings to close deals.

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.

In 2021, digital lead generation advertising spending in the United States was estimated at 4.6 billion U.S. dollars.

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

41.2% of sales reps say that their phone is the most effective tool for performing their jobs

41% of sales leaders report that their customers desire more digital communication

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

Over 66% of sales pros report their team will stay remote or work in the office part-time in the future.

A survey conducted by DocuSign found that 75% of companies experienced an increase in customer satisfaction when they implemented digital proposal software.

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

More Remote B2B Sales Stats

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

Writing at a third-grade reading level increases response rates by 36%.

73% of B2B executives agree that customers expect more personalization than they did a few years ago.

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

76% of salespeople consider sales technology critical to closing deals

7% of companies respond within five minutes of a prospect’s form submission while 50% don’t even respond until five business days later

81% of Shoppers Research their Product Online before Purchasing

Over 66% of sales pros report their team will stay remote or work in the office part-time in the future.

31% of sales pros find no significant difference between selling remotely and in-person

B2B customers use 10 different channels during their decision-making process

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