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

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.

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

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

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

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

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

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

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

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

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

More Sales Strategy Stats

41% of companies struggle to quickly follow up with leads

70% of sales professionals are most active on LinkedIn compared to other social media

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

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

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

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

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

36% of salespeople say that closing is the hardest part of their job

71% of salespeople are using social selling tools

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

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