What are some effective strategies for improving sales productivity?

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

Source
Hubspot

Topic
Remote B2B Sales

Year
2021

According to a recent survey, 31% of sales professionals who sell both remotely and in-person believe that there is not much of a difference between remote selling and in-person selling. The survey, conducted by a leading sales consultancy firm, aimed to understand the views of sales professionals on the impact of remote selling on their work.

Of the 31% who felt that remote and in-person selling are similar, some cited the use of technology, which enables them to connect with clients virtually, as a key reason. They noted that virtual meetings and presentations have become more common, and that they can still establish a good rapport with clients through video calls. Additionally, some pointed out that they have been able to reach a wider audience through remote selling, which has increased their sales potential.

However, the majority of sales professionals who participated in the survey (69%) disagreed with the idea that selling remotely and in-person are about the same. They cited challenges such as building trust and establishing a personal connection with clients as difficult when not meeting in person. They also noted that they miss the ability to read body language and pick up on subtle cues during face-to-face meetings.

Despite these challenges, the survey found that remote selling is here to stay. With advances in technology, remote selling is becoming more efficient, effective, and even preferred by some clients. Sales professionals will need to adapt to this trend and develop new skills to succeed in the ever-evolving sales landscape.

More 2021 Stats

The Power of Collaborative Language in Sales: Why Using “We” and “Us” is More Effective

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

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

69% of buyers have accepted cold calls from new providers

82% of B2B decision-makers think sales reps are unprepared

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

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

38% of sales leaders say their customers want to buy through e-commerce stores

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

Research from Bain and Company shows that 92% of B2B buyers prefer virtual sales interactions.

More Remote B2B Sales Stats

76% of salespeople consider sales technology critical to closing deals

49% of teams are using video as part of their sales process.

50% of buyers say working remotely has made buying easier.

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

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

91% of customers say they’d give referrals. Only 11% of salespeople ask for referrals

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

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

71% of salespeople are using social selling tools

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

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