How much are sales people selling in person versus virtually?
Salesforce notes that nearly 44% of their selling time was in person with customers, and roughly 32% was meeting with customers virtually.
What do Salesforce’s findings tell us about the way companies conduct sales?
Salesforce recently conducted a survey of 500 salespeople across various industries. Their goal was to understand how companies are adapting to selling in today’s digital landscape. The data from their findings provides valuable insights into how their partners are selling and the preferences of their customers during this pandemic era.
From the report comes an important takeaway – that almost three-quarters of companies rely on in-person or virtual interactions with their customers. This shows that technology has enabled sales teams to maintain relationships with customers, as well as build new ones, even at a time when traditional ways of doing business have been disrupted.
They found that the majority of salespeople feel well equipped when it comes to adapting their selling processes to a rapidly changing world. In contrast, over one-third admitted they are struggling to keep up with the changing technologies and customer preferences. These findings show that while some companies have adapted quickly to increase their sales, many are still trying to catch up.
More 2021 Stats
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.