What are the CSOs doing to adapt virtual selling?

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.

Source
Gartner - Virtual Selling

Topic
Virtual Selling

Year
2021

How are the sales offices going to adapt to virtual selling?

When the pandemic began, sales teams had to quickly adapt to a virtual selling environment. To succeed in the long-term, they needed to evaluate their skills and invest in technology. 74% of CSOs have updated their seller skills profile, while 61% are investing in new virtual tools.

As businesses transition to remote selling models, training and development have become a top priority for sales teams. To remain competitive, organizations are creating new strategies and investing in digital technologies to make their sales smoother and more efficient. A digital proposal software is one of those digital technolohies to invest in the new era of sales. Proposal software can be used to streamline the entire sales process from start to finish. It helps sales teams create professional-looking documents quickly and easily, and it can be used to track customer interactions, manage customer data, and automate follow-up tasks. Additionally, proposal software can help sales teams create customized proposals for each customer, ensuring that the right message is delivered every time.

More 2021 Stats

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

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

A study by GetAccept revealed that sales reps experienced a 40% improvement in win rates when using online proposal software.

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

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

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

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.

Companies that are experiencing the most growth generate 40% more of their revenue from tailored engagements than those expanding slowly.

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

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

More Virtual Selling Stats

Only 10 percent of executive customers said sales calls provide enough value to warrant the time they spent on them.

71% of sales reps say that building personal rapport has a substantial impact on converting a prospect.

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 15 percent of sales calls add enough value, according to executives surveyed.

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

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

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

Customer referrals account for 54% of all B2B leads.

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.

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