How can sales professionals adapt their strategies to ensure they meet their revenue goals in the future?

40% of sales professionals didn't achieve their revenue goals in 2020


Sales Strategy


The year 2020 has been challenging for sales professionals all over the world. With the COVID-19 pandemic disrupting the economy and changing the way businesses operate, achieving revenue goals has become more difficult than ever before. In fact, a recent survey revealed that 40% of sales professionals failed to achieve their revenue targets in 2020.

So why did so many sales professionals miss their revenue goals last year? There are several reasons:

  1. Economic uncertainty: With the pandemic causing economic instability, many businesses were hesitant to make new investments, resulting in fewer sales opportunities.
  2. Remote work: With sales teams working from home, it became more difficult to collaborate with colleagues and communicate with prospects, making it harder to close deals.
  3. Changing buyer behavior: With the pandemic causing changes in buyer behavior, sales professionals had to adjust their approach to meet the changing needs of customers.
  4. Lack of training: With the pandemic causing disruption to training programs, some sales professionals were not adequately equipped to deal with the challenges of the new sales landscape.

To improve their performance, sales professionals need to focus on adapting to the new normal. This means embracing remote work, leveraging technology to enhance communication, and investing in training and development programs. By doing so, sales professionals can position themselves for success in the post-pandemic world.

While 2020 was a challenging year for sales professionals, there are steps they can take to improve their performance in the years to come. By understanding the reasons why revenue goals were missed and taking action to address those issues, sales professionals can position themselves for success in the ever-changing sales landscape.

More 2021 Stats

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

In fact, 77% of sales leaders say their company’s digital transformation has accelerated since 2019.

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.

28% of B2B organizations now have hybrid sales roles

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

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

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

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

69% of buyers have accepted cold calls from new providers

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

More Sales Strategy Stats

Top Performers Make 54% More Conversation Switches on Calls and 78% More in Presentations

Top Performers Receive 40% More Questions During Discovery and 43% More Questions During Presentations

32% of sales reps spend an hour or more on data entry every day

Email is almost 40 times better at acquiring new customers than Facebook and Twitter

It takes an average of 8 interactions to secure a meeting with a prospect

77% of B2B buyers reported that their latest purchase was either “Difficult” or “Very Complex”

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

55% of sales reps say budget is the most common reason a promising deal falls through

The best time to make sales calls is within 1 hour of receiving their initial inquiry

81% of people prefer to open emails on their smartphones

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